Head of Sales

About Us
Having started with four people in one small room in 2017, Dyson Nordics delivered a TP of close to £20m in 2021, With significant opportunity for volume growth, this is one of the fastest growing & most exciting regions within EMEA. The business model is strong with tight terms, low levels of promotion ad growing brand awareness. The challenge over the coming years is to triple volumes by 2025, delivering £75m in TP and a TPpU >£100.
About the Role
As the Head of Retail Sales (Nordics) you will be responsible for sales through all Physical Retail stores across the Nordic region. This is a broad role covering Electrical Retail, Beauty Retail, Dyson Demo Stores and all other physical Dyson Direct points of sale (concession & Mall Demo Zones). The Retail Execution team also reports directly into this role.
As part of the Nordic Lead Team you will be responsible ensuring that we provide shoppers & owners with the best possible experience of Dyson. You will ensure this through ongoing development of the physical distribution strategy and the execution of this through a team of third-party account managers, a field sales team, retail execution and direct store management. The team of more than 20 people is based across all four Nordic countries.
Responsibilities
Deliver a vision and strategy to drive transformational growth for all key accounts
Anticipate on changes in the retail landscape, shopper behaviour or competitors in order to continuously adapt and develop the physical distribution strategy and the organsiation required to execute this
Collaborate closely with other functions such as Digital Sales, Commercial, Finance, Operations and group functions to align your plans
Deliver sales and profitability targets
Deliver sales and gross margin targets in line with budget
Continuous improvement of profitability per unit
Facilitate all areas of the promotional planning cycle
Ensure that the sales team maintains a rolling twelve-month forecast within Anaplan (or any subsequent planning tool) covering sales trends, promotions, seasonality, distribution changes, NPD and product exits
Manage a promotional budget in line with forecasts and retail activity plan whilst aiming to reduce volume sold on deal each year
Ensure each Direct physical location is operated at profit
Achieve the highest standards of execution for the DYSON brand online and in stores in line with Selective Distribution agreement
Maximize shopper and owner experience by ensuring highest quality installations in key locations and with highly engagement Experts
Ensure high levels of engagement in Dyson by 3rd Party Retail store staff such that they provide an equally strong experience to shoppers in the absence of Dyson Experts
Ensure SD compliance audits are routinely conducted and that breaches are acted upon swiftly
Ensure that NPD roll out across the retailer is of a high standard
Work closely with retail activation team to identify best locations for DYSON fixtures and to ensure ROI
Deliver strong results through others
Lead team to build strong Joint Business Plans and to remain agile to adapt these throughout the year in order to maximise / optimize results
Organise and deliver Quarterly Business Reviews between senior personnel at DYSON and retailer (C-Level)
Work with internal departments to drive through agreed customer initiatives
Align the organisation to your channel and negotiation objectives, with an agreed timeline of deliverables
Lead a high performing and effective team
Set stretching and measurable targets and inspire commitment from the team to achieve those goals.
Develop technical capabilities of KAM team and follow up on areas highlighted through 1:1 coaching
Deploy performance management approaches which improve outputs and ensures that the team member feels supported throughout. Addressing the high performers and underperformers in your team appropriately.
Create a work environment across a remote working team that is rewarding and enjoyable. Sharing achievements and celebrating success.
Lead career development to maximise potential leading to the promotion of internal talent.
Lead through example and demonstrate leadership in all team meetings
Influence internal and external stakeholders with impact to deliver results
Establish and maintain effective ways of working with Finance, Marketing, eComm Sales, Operations Team and other key internal stakeholders to deliver joint success in a matrix focused structure.
Ensure Supply chain KPI’s and efficiencies are set and delivered against.
Handle objections and hold other key stakeholders to account to meet targets and deliver joint activities whilst maintaining relationships.
Deliver clear, concise, motivational and influential communication through multiple mediums (spoken, email, 1:1, group, presentation)
Play a pivotal role in networking and collaborating across the EMEA sales leader organisation, having your voice heard and sharing best practise.



About You
Proven leadership skills
Account management experience of >5yrs combined either with international experience and/or experience of marketing / category
Has been exposed to senior level account negotiations
Evidence of Budget control and forecasting across multiple product lines
High level of financial acumen and commercial awareness
Proven oral, written, telephone and presentation skills,
Demonstrable analytical skills
Good influencing and negotiation skills
Excellent team-worker with drive and enthusiasm



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.
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