Overview
Position Summary
We are looking for an experienced Head of Sales leader to lead our B2B Reseller team and SamsungOne Engagement platform, within the Mobile eXperience (MX) division. You’ll lead the engagement and drive sales with a team of 9 and up to 24 including our Business Product Specialist colleagues serving our biggest and most strategically significant resellers. This role is a complex leadership role with responsibility for the largest number of customer accounts in MX and one of the largest Team size’s in MX Sales. You’ll drive the sales of hardware (smartphone, tablet, PC) and software (Knox Suite) by building account plans, demonstrating sales investments, fostering positive customer relationships and ultimately driving pipeline and run rate sales of Samsung products. This is a leadership role, so you’ll have full responsibility for building and delivering the strategy of your area to ensure strong growth of the overall MX B2B organisation. With this, you will also lead a team of up to 19 Sales Colleagues and Business Product specialists, ensuring they receive outstanding support and personal development to enable them to build best in class relationships across the B2B Reseller market, enabling growth of existing business and winning net new opportunities for Samsung (MX and the DX Divisions wherever possible).
Role and Responsibilities
Your key responsibilities
* Customer
Develop outstanding relationships with key partners across B2B Reseller at all levels including C-Suite
* Full accountability for overseeing the growth of MX B2B Reseller from partners from 800 today to 1,200 through a Reseller growth strategy to increase both the Managed and Unmanaged Reseller base. This will require direct face to face customer engagement and the overall leadership of the SamsungOne engagement platform
* Serve as the primary point of contact for your customers, offering guidance in navigating the different teams and partners within Samsung
* Full accountability for building and leading Joint Business Plans to enable short, medium and long-term objective's growth, with success measured at Quarterly Business Reviews with key leaders in both Samsung and customer accounts
* You will have full accountability for overseeing your team in the communication, drive and management of commercial investments – Sell Out Allowances, Promotions, Discounts etc
* Ensure the customers share agreed data with Samsung to measure performance – sell out, end customer, in house share etc, as well as identifying new data provision opportunities allowing Samsung to optimise ways of working to drive growth
* Take a strong leadership ‘voice of the customer’ to provide feedback back into your team and the Samsung MX LT to help drive Samsung strategy
* Lead end-customer pipeline of large opportunities and build enhanced Pipeline visibility (>12 Months) to ensure visibility of key renewal opportunities and the opportunity to attach multiple product and services to the customer renewal.
* Implement the wider MX sales strategy to maximise growth opportunities, including the identification of new business channels and product lines
* Commercial
Working within the commercial framework, you lead the team to deliver profitable sales revenue growth by effectively managing Samsung targets, performance indicators, and initiatives, whilst identifying new ways to optimise process to serve our customers better and drive growth.
* Full accountability for the internal commercial planning process for Smartphone, Tablet & PC on your accounts to ensure YoY revenue growth and the achievement of MP.
* Full accountability for meeting and exceeding Quarterly/Half and Annual MP targets, as well as ensuring the strategic and commercial plan allowing Samsung to grow Market Share in all key product segments. This will require you to build a strategy incorporating strategic and commercial innovation and delivering new ‘Never been done before’ strategic initiatives.
* Lead regular planning and analysis to find opportunities and gaps and provide solutions to our customers that ensure a positive return on investment
* Analyse customer and market data to identify growth opportunities and build plans to implement and achieve growth.
* Full accountability for leading the continued development and innovation (content and commercial) of the SamsungOne engagement platform, to enhance user experience to develop best in class customer engagement and drive growth whilst having full responsibility for cost management of the platform.
Your key people management responsibilities
* Full accountability for leading your team on the strategy, team purpose & value and define the key areas of focus and direction.
* Support the development of your team through regular mentoring, coaching and feedback, 1:1s and on the job learning opportunities.
* Organise, lead, motivate and support your overall to help drive sales in their customers
* Role model inclusion for your team to build trust and psychological safety.
* Ensure communication with your team is a core focus area including cascade of information from LT’s and relevant business updates.
* Manage the on boarding, off boarding process and the entirety of the colleague lifecycle process for all team members.
* Lead and manage all annual people management cycles such as goal setting, evaluation and salary reviews to a high quality and in a timely manner.
* Ensure your team is in sync with our processes, compliant, and meets business cycle deadlines while understanding our values.
What we need for this role
To be successful, you will possess the following skills and attributes:
* A demonstrated track record of Commercial growth, multi-level team leadership and C Suite engagement/relationships
* A deep understanding of the Mobile & PC market with extensive knowledge of both the B2B Reseller and Distribution markets in the UK.
* Ambitious, dedicated, and highly motivated. A track record of consistent success in a business environment dedicated to achieving desired outcomes
* Able to sustain a high pace of work, deal with ambiguity and navigate complexity
* Best in class commercial decision making – highly numerate and able to confidently manipulate multiple sources of data across different systems
* Relentlessly positive and inclusive leadership and people management skills
* A creative problem solving approach using data insights and market experience
* Confident, articulate and empathetic communicator with a strong EQ
* A strong interest in technology and a genuine curiosity in topics like Artificial Intelligence
* A good sense of humour and a love of working in a collaborative team environment
What does success look like?
* Delivery of the sales plan – growth in revenue and volume across all product areas
* A happy, successful and highly motivated team of national account managers
* A network of engaged resellers who prioritise Samsung into their end customers
* Strong and mutually beneficial relationships with your Head of Sales peers
* Retention of existing Samsung customer pipeline and acquisition of new opportunities
* Innovation in ways of working – having new ideas and trying new things
Skills and Qualifications
Benefits of working at Samsung include
* Hybrid working – 3 days in the office and 2 days at home per week
* Bonus scheme linked to individual, team and company performance
* Car allowance
* Pension contribution
* Three volunteering days each year
* Holiday - 25 days plus bank holidays and an additional day off for your birthday
* Access to discounts on a wide range of Samsung products
* Access to a discount shopping portal
* Partner Colleagues are not eligible for Samsung Enhanced Paid Sick Leave but may be eligible for statutory payments from their payroll agency
* Up to 20 (pro-rata) Partner Absence days per calendar year to be used in times of need
Weare an equal-opportunity employer and value diversity at our Company. We do not discriminate on the basis of race, religion,colour, national origin, gender, sexual orientation, age, marital status or disabilitystatus. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to requestaccommodation.
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