Overview
This role sits in the Mobile B2B Operator team, a key growth area in Samsung for the next 2-3 years. In B2B, we have an opportunity to grow to be the same share of the market as our consumer colleagues by delivering incremental revenue through our key B2B channel partners. The team is focused on growth through a strong B2B proposition, including hardware, security (Knox) and a range of service propositions. The 2025 plan requires energy, creativity and execution to deliver growth and make the B2B Operator channel a star of the UK business. The team sits within the MX B2B Operator group and is responsible for revenue and market share growth across strategic products and services.
Responsibilities
* The purpose of the Enterprise Channel Development Manager is to grow revenues and share of wallet across our Operator Partner's Large Enterprise (+250) business channels (public and private sector) by influencing and building propositions to engage end user business customers.
* Focus on key strategic pillars in 2025 including Enterprise Edition devices, rugged portfolio and Sales enablement platform; revenue streams include Smartphone, Tablet, PC and Knox services.
* Build and manage the Operator's Enterprise run rate business alongside the pipeline of new opportunities, upskilling and supporting their Enterprise Sales teams with industry insight, end customer engagement and product updates.
* Work in close partnership with the Samsung Enterprise Sales Team to deliver against core KPIs: sell-in revenue, stock management and sell-out revenue within a centrally defined commercial framework. Responsible for all Samsung device and service sales into the Operator's Enterprise Business Unit (Public and Private Sector).
* Deliver agreed target sell-in and sell-out revenues from the Operator's Enterprise division to contribute to quarterly B2B targets with accurate forecasting and delivery of large business opportunities.
* Build and deliver commercially viable propositions and solutions across strategic products (Enterprise Edition and Rugged) to grow market share and revenue in each of the Operator's Enterprise business channels.
* Build and sustain close relationships with the Operator's trading teams, Heads of Sales, sales teams and channel teams to roll out key initiatives across Enterprise.
* Coordinate and manage engagement of the dedicated Business Product Specialist and Samsung Enterprise Sales Team with the Operator's Enterprise Sales teams and end customers to support their entire journey.
* Identify and develop opportunities to grow leasing, services and Knox in addition to core mobile business (smartphone, tablet and PC).
* Build and implement a channel account plan to ensure the Operator effectively positions Samsung's products and services.
* Drive adoption of the Samsung sales enablement programme (Samsung One), including achieving high engagement and operational success.
* Forecast Enterprise run rate and large deals on Salesforce.com to build an agreed sell-in volume for B2B with the Operator's sales operations and supply teams.
* Coordinate the quarterly commercial planning process for the Operator B2B account in partnership with the consumer team.
* Input and maintain forecasts for business channels by analysing historical data and improving data availability from the Operator. Input quarterly forecasts in the supply chain tool and maintain weekly with consumer counterparts and the SME Channel Development Manager.
* Effectively manage available stock in B2B channels, coordinating with the sales operations team to clear buffer stock and drive growth. Demonstrate resilience, tenacity and creativity in the face of blockers to success, and build strong relationships across internal and external stakeholders.
* Contribute to improvements in how the B2B team inputs into consumer commercial planning while focusing on Enterprise channel growth within the broader BT B2B account.
* The interview process will be confirmed and typically includes multiple stages:
1. Stage 1: competency-based interview with Account Director focusing on experience and transferable skills.
2. Stage 2: interview with Account Director and Head of B2B Operator, including an exercise or presentation.
3. Stage 3: additional stage with Director of B2B if required.
Qualifications
* Seasoned relationship management professional with experience in the same or similar industry.
* Exceptional knowledge of Enterprise business, including customer decision journey (Public and Private sector) and a proven track record to influence outcomes.
* Excellent analytical skills with high attention to detail.
* Experience in commercial planning, forecasting and stock management.
* Strong interpersonal skills and the ability to develop relationships with Telco B2B executives.
* Excellent communicator, able to present effectively in 1:1 and group settings across all levels from CxO to Sales teams.
* Agility and resilience to work within a Samsung matrix environment at Local, Regional and Worldwide levels.
* Passion for learning, continuous improvement and sharing standard processes.
* Thrives in a fast-moving, high-growth environment.
* Experience with Salesforce or similar CMS.
* Energetic and impactful, with attention to detail and ability to inspire change within the team and wider business. A great teammate who challenges and is challenged.
Benefits
* 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
* Discounts on Samsung products and access to a discount shopping portal
* Partner Colleagues are not eligible for Samsung Enhanced Paid Sick Leave but may be eligible for statutory payments
* Up to 20 partner absence days per calendar year (pro-rata)
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