Dustin is a leading online based IT-partner with operations in the Nordics and the Netherlands.
The Company offers IT products with associated services and solutions to companies, the public sector and private individuals with a main focus on small and medium-sized companies. Dustin functions as a bridge between the manufacturers’ wide-ranging offerings and customer requirements. The Company offers some 255,000 products with associated services where Dustin’s employees support customers in finding the appropriate solution.
Dustin has more than 1,800 employees. Sales for the 2018/19 financial year amounted to SEK 12.5 billion. About 90 per cent of Dustin’s income derives from the corporate market. Dustin Group has been listed on Nasdaq Stockholm since 2015 and has its head office in Nacka, Stockholm.
Dustin is looking for a strong leader as the next VP of Transaction and Category.
We are looking a strategic, commercial and strong leader who will be a key in driving Dustin’s continued growth journey. The person we are looking for has a strong commercial nerve and interest in daily performance while at the same time the height and power to drive the strategic agenda in both traditional hardware transactional sales as well as be a key driving force in making service sales / recurring streams transactional. The person we are looking for will challenge existing ways of working.
This function is at the heart of Dustin. With 100 000 SMB customers, of which a vast majority are without account managers. The transactional sales team is crucial for delivering on sales and profit targets within our hardware business. At the same time our strategy is to also be able to have the entire customer journey for services online targeting those smaller SMBs - a position that we have unique pre-requisites to take in the market. This function is critical in laying out the groundwork to secure the transition to digital services while at the same time growing the core hardware transactional sales.
The VP of Transactional and Category is responsible for a Nordic transactional team that includes Category/product managers, product information, pricing of hardware as well as Dustin’s Ecom. The Nordic team is around 60 people and there are 4 direct reporting managers.
The task for the VP of Transaction and Category is to develop and optimize Dustin’s online product offering and product category plans to secure that Dustin has a competitive and profitable offering both on a daily and more long-term basis. The task also includes traffic acquisition and correct commercial pricing as well as an optimization and development of the store front to support Dustin’s entire business. The responsibility includes all sales (3,5-4 billion SEK) and gross profit derived from the transactional business. This responsibility is partly owned in a matrix with VP SMB relationship sales for the larger customer segments (as these customers buys both via relation sales and transactionally)
To be success in this role a strong strategic and analytical ability is needed as well as a strong commercial interest. Since the business is online-driven, experience from online sales is valuable, especially recurring online sales as this is where Dustin sees strategic opportunities going forward.
The new VP of Transaction and Category needs to be open minded with a strong win as team attitude. Values driven leadership and relationship-building is important in Dustin’s culture.
We are looking for someone who has the leadership and guts to dare to challenge existing ways of working and strategies in a win as at team manner and who can help capture the existing future we see ahead.
Overall responsibilities
· Responsible for the transactional category plan and Ecom strategy and development
· Responsible for daily sales and margin optimization including campaign strategies, targets and tactical activities
· Part of SMB management team, reports to EVP SMB Nordics
· Responsible for the teams category, product information, pricing, Ecom (traffic acquisition, site optimization and digital design)
· Full P&L for the B2C as well as for our new transactional sales in the Netherlands, sales (3,5-4 bn SEK) and margin for transactional business as well as marketing contribution from vendors and cost budgets.
Candidate profile
· Inherent, mature and confident leadership with ability to create involvement and empowerment in organization with an open, inclusive and supportive leadership where team members are expected to step forward and develop themselves, the business and the results
· Curiosity, bravery and guts e.g., in decision making and change management
· Strategic height and analytical mindset (a true numbers person) yet still a doer known for getting things off his/her hands
· Goal and results-orientation with genuine interest in sales, business development
· Down to earth, entrepreneurial mindset with a clear win as team spirit
· High interest in online and digitalization
Background and experience
· At least 10 years of experience of commercially strong organization and knowledge about category strategy and planning, pricing, customer insights, commercial opportunities
· Preferably online experience and / or experience of recurring sales
· Proven track record of delivering stretched targets and results as well as driving a transformation/change agenda
· Experience from matrix organisation and organisations with similar culture/pace as Dustin
· Very strong knowledge of Swedish and English
Interested?
Questions about the position? Please contact Search Consultants charlotte.mardh@capasearch.se, 0730-22 83 53 or jessica.morero@capasearch.se, 0766-36 43 66.