National Account Manager

JOB DESCRIPTION

Job Title:               US National Account Manager

Department:        US B2B, Inc.

Reports to:            General Manager B2B US

Direct Reports:     US Key Account Managers

Classification:      Leading Others

Property:               Laptop, Credit Card, Cell phone

Level:                    Manager, Senior

PURPOSE OF POSITION

This position (hereafter NAM) has ownership of the National Account sales function within the Dyson B2B business. NAM will execute and drive the National Account strategy and sales plan for the United States, which will result in delivery of sales and profit growth across Hospitality, Workplace, Retail, Food & Beverage, Grocery, Manufacturing and Automotive industries.

The National Account business is the fastest growing sales function within the U.S. Dyson B2B organization, managing essential established customers such as Starbucks, American Airlines, McDonalds, Costco, Live Nation, Hilton, Walgreens, AMC, Kroger, H&M, and others.

MAIN ACCOUNTABILITIES

Accountability for delivery of Trading Profit and Gross Margin for the Dyson B2B business unit.

• Contribute significant level of Gross Margin ($4m+) as set by the business.
• Accomplish anticipated 25%+ annual growth rate.
• Ownership of overall pricing structures, gross margin per unit and brand building investment budget.
• Responsible for total portfolio of 100+ customer accounts.

Time allotment – 10%

Develop relationships with new high-profile national accounts, established customers and internal business partners.

• Represent Dyson at executive level to high profile, Fortune 500 organizations; demonstrate exemplary execution of Dyson principles.
• Seek out decision makers and influencers, to best manage the business.
• Comprehensive knowledge of customers; ability to communicate that knowledge, serving as the voice of the customer internally.
• Establish and execute plans regarding distribution, pricing, and product range. Regularly negotiate trading terms.
• Make regular visits to customer head office, stores, or influencing location anywhere within the US and, if appropriate, accompany customer to the global Dyson sites to cement joint business plans.
• Create positive working relationships across all levels of external organization.

Time allotment – 20%

Support and approve joint business plan for channels/customers managed by Key Account Managers (hereafter KAM) 

• Educate KAMs on overall Dyson B2B National Account vision and strategy. Ensure they can represent Dyson at executive level to high profile and large organizations.
• Supervise channel plans for sectors owned and managed by KAM of Food & Beverage, Grocery, Convenience and Automotive and KAM of Health, Hospitality and Beauty at NAM discretion.
• Seek consensus and approval from external stakeholders for proposed plans; train KAMs to negotiate with accounts to company's position, maximizing profit outcomes.
• Manage funds and resources for the best return on investment. Analyze data and implement high quality solutions and actions to solve problems proactively with KAMs.
• Delegate development of new business channels that align with Dyson’s strategy. KAMs to identify opportunities and related risks. Assess situation and propose actions.
• Review sales, profit, and inventory goals on a monthly, quarterly, and yearly basis. Attend in person mid-year and year end reviews to encourage exceptional performance and continuous learning alongside the Dyson behaviors and values.
• Approve KAM pricing strategies, travel, and meeting requests.

Time allotment – 30%

Develop relationships with internal business partners.

• Work alongside Marketing Manager to jointly develop marketing and brand building investment strategy including but not limited to, budget planning, exclusive asset creation, cobranded materials, and online merchandising solutions.
• Work alongside Finance and Supply Chain Manager to secure inventory against forecasts/projections to ensure availability and order fulfilment.
• Implement customer acquisition and aftersales processes with Sr. Channel Manager and wider sales/service teams.
• Consult Dyson teams across the Americas (e.g., Canada) and globally to extend relationship with U.S. based organizations within these territories.
• Partner with Personal Care, Environmental Care and Floorcare Category Directors to build awareness and constructive collaboration of consumer technology case studies.
• Create positive working relationships across all levels of the business.

Time allotment – 20%

Manage processes for all business processes related to the position.

• Accountability for all legal documents an