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Director of Strategic E-commerce Sales

Chicago, IL, USA | Dyson

  • Industry:
    Consumer Products
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    Sales
  • Experience:
    7-10 years
Job Description:
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The Director of Strategic E-commerce Sales is responsible for the daily management of the strategic e-commerce business. This role will support leading all aspects of the sales management process, including business planning and development, marketing, forecasting, and overall sales optimization. In leading and directing a results-oriented team, the incumbent will drive key business analysis used to shape strategy, structure, and revenue/profitability improvement. The position requires the individual to establish, support, and foster a collaborative working partnership with internal functional support departments and with Dyson’s strategic e-commerce partners.


Sales & Business Development: lead the team to create and execute sales strategies and objectives.



  • Develop and own strategic and tactical plans to achieve near and long term goals of the E-Commerce business segment.Areas include sales, profit, product, distribution, merchandising, pricing and contractual agreements and negotiations.

  • Deliver volume and profitable growth in each category segment, based on strategic goals.

  • Develop and drive a comprehensive, fluid analytical evaluation of segments and overall performance, including KPIs and insights related to business performance, media and operations excellence.

  • Partner with Marketing and Supply Chain to develop and maintain accurate, timely forecasts of the business segment and product category level.

  • Oversee the planning and execution of sales meetings and key presentations.

  • Communicate plans to internal stakeholders and gain buy-in for implementation. Be the voice of the customer and influence our organization to meet customer needs.

  • Develop, train and coach team members to implement plans for individual and account growth.

  • Create strategic partnerships and incremental business development opportunities with our customers and their relevant leadership team.


Media and Marketing Strategy: in partnership with our Marketing, Media and Category teams, you will:



  • Own the owner experience on site, from catalogue management to enhancements and escalations, to execute perfect product detail pages, brand stores and other branded environments.

  • Own the trade calendar for the account, price and promotional strategy

  • Executive flagship events and activations on the platform

  • Influence and drive development of digital content and digital media strategy and execution.

  • Partner with advertising key stakeholders to manage the media performance of our campaigns, reporting on performance and KPIs

  • Understand how to tap into the retailer ecosystem for above-and-beyond innovations of various formats in various platforms


Operations Excellence: in partnership with our Operations and Supply Chain teams, you will:



  • Ensure operational excellence of the account, including forecasting support, fulfillment execution, packaging and shipping SLAs

  • Work with the Compliance team to track and manage chargebacks and escalations as relevant

  • Leverage analytics to provide forecasting support and insights to internal stakeholders to ensure best-in-class stock allocation and management


Partner with internal business functions to lead, build, and execute plans of the sales team



  • Manage accountability of team members to internal functions – forecasting, Accounts Receivable, Accounts Payable, finance, logistics, Sales Order Processing, marketing, and field sales.

  • Develop, organize, and implement productive and efficient sales management and sales support infrastructure.

  • Create new product launch plans with the senior team to maximize profit.

  • Facilitate, lead, and drive a disciplined, collaborative internal and external communication philosophy.

  • Lead special projects, both within sales and other business functions.


Inspire, lead, motivate and coach the team through regular feedback, 1:1s, Personal Development Plans.



  • Manage processes to ensure that the team is as effective as possible to meet business objectives.

  • Identify gaps in knowledge and skills in the team and build appropriate solutions.

  • Direct, mentor, and train staff in all aspects of their job/roles.

  • Develop talent and succession plans as well as team transitions, probationary periods.

  • Foster a team-oriented and results-driven sales management culture.


Ensure compliance with internal policy with the objective of delivering accurate proposals for senior management consideration/authorization.



  • Lead the coordination and review of all internal sales documents such as customer agreements and annual contracts, deduction authorization documents, promotion proposals and pricing recommendations.

  • Responsible for key inputs required for weekly staff and monthly business review meetings.

  • Conduct comprehensive reviews to ensure that underlying commercial considerations have been undertaken.

  • Fulfill other duties as required.

  • Ability to travel up to 25% of the time.

  • Ability to lift up to 50 lbs.


About You:



  • A strong understanding of: the a strategic e-commerce ecosystem, where to play and how to win:

  • Prior experience managing e-commerce accounts

  • Experienced with Vendor and Seller Central platforms

  • Experienced with Brand Analytics, including forecasting portals and operational dashboards, brand health and other key metrics

  • Experienced with Brand Registry

  • Experience managing campaigns and working with advertising

  • Strong understand of digital marketplaces


Also:



  • Bachelor Degree required; concentration in business or related field preferred

  • Minimum 8-10 years’ experience in sales/national account sales experience required; with a minimum of 5 years’ experience directly managing a team

  • Solid understanding of and ability to manage a P&L. Strong mathematical & financial analysis skills.

  • Performance record of forecasting & driving results while improving processes.

  • Ability to develop strong relationships with senior leaders/key stakeholders to ensure all stakeholders are informed, engaged, and satisfied

  • Demonstrated ability to work well under tight deadlines and work effectively in a matrix organization.

  • Ability to understand the Dyson brand and uphold its integrity.

  • Strong interpersonal, communication and presentation skills required to achieve desired results.

  • Ability to drive projects from concept through implementation.

  • Strong sales and negotiation skills and contract negotiation experience.

  • Ability to think strategically and develop long-term plans for the business.

  • Advanced computer skills – MS Office (Word, Excel, PowerPoint, Access, etc.).

  • Excellent business acumen and being able to understand Dealer P&L’s.

  • The Candidate will have strong leadership and communications skills, a highly collaborative style, and impeccable business ethics.

  • Ideal candidate would have not only Sales but also Marketing experience


Benefits:



  • At Dyson, how we reward you is linked to our high-performance culture. But it’s about more than salary and bonus. Through a package of financial, lifestyle and health benefits, we support whatever stage of life you’re in and the moments that matter.


Financial benefits:



  • 401K with up to a 4% match

  • Company paid Life Insurance and AD&D

  • Flexible Savings Account (FSA) and Health Savings Account (HSA)


Lifestyle benefits:



  • Competitive Paid Time Off Benefits including Separate Holiday, Sick, and Vacation Time

  • Pre-tax Commuter Benefits (applicable areas only)

  • Generous Child Care Leave Program

  • Wellness Program

  • Employee Assistance Program

  • Generous Dyson Product Discounts


Health benefits:



  • Multi-Level Healthcare Coverage Options

  • Vision & Dental Coverage

  • Company paid Short-Term and Long-Term Disability


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