About Us
Dyson is a global technology enterprise. We solve the problems that others choose to ignore, with surprising new inventions that defy convention and simply work better. We’re growing fast and our ambition is huge
About the Role
The purpose of the Market Head role is to lead the New Zealand (NZ) consumer business for Dyson; developing the Dyson brand across NZ as an innovative, technology-led premium brand. As Market Head , you will be tasked with growing market share, sales and profits sustainably, across channels; and to leverage full retail potential for all product categories.
The NZ market is not new to Dyson but still we will be looking to this individual to leverage their knowledge, experience and networks to drive awareness, presence and growth.
Main responsibilities include but not limited to:-
Manage the NZ business to drive revenue and maximize profitability
- Drive effective channel strategies that optimise retail opportunities and Dyson profitably in line with NZ goals, expanding channels at the right pace
- Responsible for delivering monthly sales volumes and communicating to the ANZ leadership team and wider business any changes to budget, target or LE
- Work with Marketing, PR, RGM and Finance colleagues to make integrated business plans for growth
- Effectively manage the NZ promotional spend budget to deliver the best return on investment through a transparent approval process
- Own the content of the monthly volume forecast
- Manage costs to maximise profitability by driving down customer retail returns and overhead costs as a reducing percentage of sales
- Validate and oversee the Integrated Business Planning (IBP) plan for NZ
Build, develop and promote an effective and high performing NZ sales team
- Set the vision and build strategic business decision-making capability to the next level
- Identify and develop succession and development plans to meet future business needs
- Coach, develop and lead direct reports to deliver results
- Manage the Dyson national accounts and field sales teams to deliver on business objectives through well planned meetings, regular communication and clearly defined expectations
- Identify gaps in knowledge and skills in the team and build appropriate training solutions
Understand Dyson’s retailers and their objectives and influence at all levels to deliver NZ business plans
- Lead Dyson’s 3rd party retail transformation, set the vision and bring the team and key retail partners on the journey
- Lead account team in all major trading agreements and subsequent negotiations with NZ customers; drive defensible trading strategies
- Champion and deliver key customer initiatives both within Dyson and with the customer. (e.g. Category management, in store, returns etc.)
- Lead through the team, ensuring regular meetings with key contacts within the trade to ensure customer account plans are on track
- Annual top to top meetings between Dyson senior personnel and key NZ customers
Ensure First class execution of Dyson plans with NZ customers and stakeholders
- Partner with internal business functions to lead, build and execute plans
- Work with the Head of eComm to ensure all channels are maximised
- Accountable for the annual Joint Business Plans with top customers and negotiate annual terms and commercial agreements that form part of Dyson’s vision
- Partner with Retail Excellence to shape and influence our strategy for how our products are merchandised and presented in store, on the internet and in catalogue in NZ
- Develop new product launch plans with the senior team to maximise profit
- Ensure that the field sales team have the necessary tools to execute plans in store and maximise momentum
- Share best sales practices across the Dyson world
- Negotiate with retailers to enable; a demonstrator scheme, academy, category management and in-store fixtures
- Monitor competitor activity, report and develop activity to counter their impact
Compliance
- Achieve a standard of excellence in our work processes and outcomes, ensuring adherence to Dyson policies and all relevant regulatory and legal requirements
- Lead the coordination and review of all internal sales documents such as customer agreements and annual contracts, deduction authorizations documents, promotion proposals and pricing recommendations where required
- Conduct comprehensive reviews to ensure that underlying commercial considerations have been undertaken
Fulfil other duties as required
- Pick up new activities that fall broadly in the purpose of the role.
- Fix things that you can see need fixing.
- Identify problems and find solutions.
- Role model Dyson Values, behaviors and The Code.
About You
- 8+ years senior management experience; possess both sales leadership and cross functional/general management experience
- Commercial – sales/marketing experience, preferably in a premium brand
- Proven delivery of sales results
- High level experience of customer negotiations
- Evidence of budget control and can demonstrate financial expertise
- Methodical business planning capability
- Analytical approach
- Demonstrated ability to provide thought leadership, think strategically and effectively communicate vision (both written and verbal) and influence cross-functionally.
- Excellent personal and business presentation skills
- Strong leader capable of building and motivating teams
- Decisive and excellent influencer cross-functionally.
- Gravitas
- Self starter who sees things to completion
- Entrepreneurial flair
- Energetic, engaging and positive approach
- Assertive, prepared to see through plans and overcome objections
- Intelligent, quick-thinking, alert
- Calm, logical, comfortable with all levels
- Results driven
Dyson is an equal opportunity employer. We know that great minds don’t think alike, and it takes all kinds of minds to make our technology so unique. We welcome applications from all backgrounds and employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other any other dimension of diversity.
