Senior Field & Sales Operations Manager

About us

Dyson is a global technology enterprise. We solve the problems others choose to ignore, with surprising new inventions that defy convention and simply work better. We’re growing fast and our ambition is huge – more categories, more locations and more people. Dyson launched in Mexico in 2018 as our first step into Latin America. Our Mexico office is located in the Polanco area of Mexico City, and our expanding team is a key contributor in helping us deliver growth throughout the market.

About the role

The Senior Retail Operations Manager will execute and drive a retail sales plan for a national account that will result in delivery of sales and profit growth of existing and new Dyson products. Always focused on seeking opportunities and collaborating with the different internal and external areas to ensure results aligned with the company.

Responsibilities include

Develop objectives, strategies, and KPIs for Territory Sales Manager program across FC/EC/HC to enable growth at the retailer door level.

• Responsible for leading over 200 people in the field, through the national field sales managers.

• Set goals and KPIs with National Field Sales Managers, in alignment with Sales team and brand objectives

• Support National Field Sales Managers to develop category-specific territory plan and resourcing to align with retailer door coverage and frequency

• Define and enable program approach to education required to drive partnership and engagement at each retailer, with Beauty retailers and their specific language, vehicles, and education formats.

• Support the development of category specific eventing tailored to retailer needs, particularly in Beauty. Lead the National Field Sales Managers

• Work with the agency to ensure personnel development, identification of opportunities, and proper budget management.

• Ensure execution and focus on partner stores. Monitor key KPIs, sales action plans, and opportunity detection, aiming for these stores to be the greatest expression of the brand

Develop objectives, strategies, and KPIs for Demonstration Program to enable growth at the retailer door level through demonstration of Dyson technology and styling techniques.

• Lead National Field Sales Managers to Mobilize, deploy and lead a large, field-based and consumer-facing Demonstration sales team of Dyson Experts and Stylists

• Ensure that we are building core demo and seasonal flex demo teams

• Enable the delivery of a Dyson Experience with every demonstration through training and support

• Model exemplary leadership through motivating and inspiring communications

• Focus on the development and career plans for the team

• Ensure that demonstration training programs evolve to remain effective and relevant over time

Contribute to the achievement of sales plans for the accounts

• Contribute to achieve sales, profit and inventory goals on a monthly, quarterly and yearly basis per store

• Define sell-out targets per store and communicate effectively with the national field sales managers

• Analyze data and implement high quality solutions and actions to solve problems proactively with the team

• Communicate sales plans, promotions, and activations to ensure proper execution

Develop and manage relationships with retailers

• Represent Dyson to the trade; demonstrate exemplary execution of Dyson principles

• Seek out decision makers and influencers, to best manage the business. Create positive working relationships across all levels of their organizations

• Comprehensive knowledge of customers; ability to communicate that knowledge, serving as the voice of the customer internally

• Establish and execute plans regarding distribution, merchandising, and product placement and various programs with customers

• Problem solve issues to achieve profitable outcomes

Develop new customers and business channels that align with Dyson’s strategy

• Identify opportunities and related risks. Assess situation and propose action

• Expand the partner stores business in Mexico by identifying key locations and analyzing the project's viability from a financial perspective

• Develop and manage new and emerging businesses

• Manage multiple categories within retailers stores

• Contribute to the national accounts sales team

• Serve as an active and high performing member of the team

• Lead team activities, on a rotating basis

• Suggest process improvement. Work as a team towards solutions by sharing knowledge, expertise, and new ways of working

Develop personal business skills, to enable greater levels of contribution to the organization

• Seek out assessment and growth opportunities. Strive for personal excellence

• Act with urgency to make the most of opportunities and accomplish goals and objectives of business

• Develop expertise in all Dyson products

• Relish the opportunity to pick up new activities that fall broadly in the purpose of the role

• Identify problems, root causes, and determine solutions

About you

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

• 7+ years’ experience in premium brand national account sales and account management calling on national retailers

• Diverse experience supporting sales, operations, trade marketing, category management, and financial analysis required

• Strong proven track record of budget/quota delivery

• Experience of being an active and high performing member of a team

• Fluent in English and Spanish

• Demonstrate the ability to penetrate the appropriate customer, customer team, and internal functions to achieve maximum results on sales objectives

• Ability to think strategically and develop long-term plans for channels, retailers, and products

• Proven ability to positively influence buyers and management level decision makers to achieve customer business volume plan

• Well-developed conflict resolution skills

• P&L proficiency and ability to optimize return on investment - ability to determine short and longer term sustainable outcomes rooted in analysis. Ability to provide insights to POS trends within account base

• Proven negotiation and closing skills, both at the account and product sales levels

• Good customer and cross functional interface capabilities

• Excellent presentation and influence skills

• Excellent math and analytical skills

• Ability to accurately forecast demand

• Demonstrated proficiency in Microsoft Word, PowerPoint, and Outlook; advanced proficiency in Excel

• Demonstrate competency with internal and syndicated systems, data and content organization to support the needs of sales management

• Demonstrated ability to manage complex projects and teams

• Low personal ego; high team ego to succeed

• Objective, enthusiastic, committed, flexible, diligent, conscientious

• Accountable – takes ownership of business, customers, and relationships

• Ability to travel up to 50%

• Must be able to adhere to a 5-day office attendance schedule.