Director, HE Sales
Samsung Electronics America · Canada
Position Summary
At Samsung Electronics Canada, we take pride in the creativity and diversity of our talented people – they are at the forefront of everything we do. Their skillset and mindset drive our continued success. We want the best of the best at Samsung to join our team, not just those who fit into our Culture but those who will ADD to our Culture and make Samsung an even better place to work.Did we catch your attention yet?
If you want to work for one of the most recognized brands in the world and one of the Top 100 Employers in Canada...and have a ton of fun…. then please keep reading!
Our Perks:
• Fantastic employee discount on all Samsung products
• Competitive Salary and Performance based incentive plan for all levels
• Employer paid Medical and Dental coverage from day one
• Group RRSP plan that helps you save for the future
• Free on-site gym to get your sweat on
• Subsidized Cafeteria; including free Starbucks coffee/latte machine
• Tuition Reimbursement to keep you learning/Access of Samsung U for 24/7 online learning
• Employee Referral program- we want great talent like you!
• Virtual Pet Care-to ensure the well-being and health of your beloved furry companions!
• Additional Well Being Days for better work life-balance!
The incumbent is responsible to provide strategic direction in all aspects of HE Sales Division, including the National, Online, Regional, B2B and Independent Channels. The incumbent will lead and motivate personnel to ensure Samsung maximizes our market position, product penetration and profitability with all channels.
The expectations of this role are to develop a comprehensive business strategy, in conjunction with the Sales team, for Samsung’s Home Entertainment business and clearly articulate rationale based upon: analyses of retailer’s strategy and capabilities, financial analysis, consumer insights, product portfolio, promotions, marketing/multi-channel, inventory and client relationships. The candidate will also exhibit exceptional skills in communication, leading teams, cross-divisional management, regularly managing, mentoring and developing staff, including all administrative functions.
In this role, the Director of Sales will be responsible for new product development effectiveness and marketplace acceptance, manage the current product offering while planning the future product roadmap and migration strategies, and to provide cost effective and quality marketing and divisional communication.
Another key responsibility is to work closely with the Channel management and PM team to create and implement all pricing, programs and marketing promotions.
The Director of Sales will also liaise and align with senior members of other functions, including Finance and Logistics, to support, with the HoD, divisional financial matters including aged receivables, aging inventory and accounts payable.
As a senior member of the team, the Director of Sales is expected to navigate the organization and join into periodic executive calls and meetings with SEC, including travel to Korea.
Role and Responsibilities
Essential Duties and Responsibilities:
- Provide effective communication of business trends, strategy and analysis to internal executive leadership and to the client customer.
- Hold direct responsibility for the entire Home Electronics Business Canadian sales team including TV, Sound Device, Memory and Monitor Products (B2C) in addition to the business development sales position.
- Provide leadership, direction and coaching to sales team including organizing weekly team calls, assisting with team development, and advising on critical decisions.
- Develop and negotiate customer sales agreements on behalf of SECA for assigned products.
- Drive the sales team to identify and develop new business opportunities and business relationships which result in the achievement of increased revenue, profitability and market share.
- Meet regularly with the senior levels of Samsung partners to become a trusted advisor who can effectively communicate Samsung’s vision and interface at all levels within their organization to obtain support for strategy and tactical plan, including negotiating necessary agreements.
- Join meetings with and periodically communicate directly with global business units (SEC) within Samsung, when required.
- Lead and, as necessary, persuading cross-functional teams in executing strategy and tactical plan.
- Monitor and explain performance variations and any necessary action plans to leadership teams.
- Provide strategic direction, driving the business forward, and delivering sell-thru and other specified results.
- Provide ongoing communication with the sales teams to ensure satisfaction; support negotiations to continue and grow business opportunities.
- Support the account managers on analyzing and integrating retailer sales data, market metrics, competitor landscape; identifying insights that lead transformational ideas; and influencing strategic and tactical choices.
- Ensure that customer negotiated commitments are achieved according to plan; ensuring availability of products and delivery schedules to support sales opportunities.
- Develop and maintain consistency in all marketing vehicles to further leverage the Samsung brand and products.
- Prepare program budgets, and project plans, management, progress, expenditure, and other related reports to identify performance and successful achievement of objectives or variances.
- Develop trusted relationships with internal functional partners, including Finance and Logistics to analyze and resolve divisional financing matters including aging inventory, receivables, payables and other matters core to the relationship between Samsung and our retail partners.
- Provide oversight over account planning process to develop mutual performance objectives, financial targets, forecast achievement and critical milestones.
- Manage weekly product forecast by model by dealer and ensure inventory forecast matches promotional calendar by account.
- Make product presentations, both new product introductions and present product offering to customers and prospects as prescribed by the Company sales guidelines.
- Implement and drive the Samsung Sales Framework (including tools and planning approach) for the HE Division.
- Participate in the development, implementation and communication of Corporate and Departmental policies, standards and procedures, to ensure consistency across all bases of the business. Compile and report KPIs as required.
- Assist with the development and management of the departmental annual budget. Liaise with internal customers to understand needs and resolve problems in a timely manner. Handle project related tasks as required and participate in cross-functional team activities, in special circumstances, providing expertise.
- Perform duties in accordance with established policies and procedures while considering personal safety, and the safety of co-workers and customers.
- Work with Executive team to formulate overall strategic direction. Formulate mid-term sales strategy broke down into the 4 P’s of marketing – Product, Price, Promotion & Place. Lead key strategic and operational decision making for channels/distribution/customer performance.
- Oversee the creation and implementation of all pricing, channel programs and marketing promotions developing strategies to maximize sales among customers based on geography, channel type, business model and target market, expand market share and pursue aggressive growth targets.
- Communicate effectively and liaison with the product management teams, sales teams and the retail partners to develop and execute strategies and drive plans for the retail channel that are consistent with our overall distribution strategy and goals. Work with HOD and Channel Manager to establish a channel distribution strategy that delivers our results as a company.
- Manage potential channel conflict among sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement. Manage Sales team and collaborate with the PM team to execute on the sales & marketing plan.
- Develop and maintain exceptional partner relationships (both internally and externally) and arrange & attend, as necessary, strategic partner/Customer review meetings.
- Optimize Retailer MDF budget and related spending to maximize ROI. Lead development of activities that best address customer’s needs, while coordinating the involvement of all necessary company and partner personnel.
- Lead key sales members to identify and drive new business opportunities that go beyond retail and move into business such as, B2B, Builder, Premium and Incentives and potentially new channels such as DIY.
- Expect to travel as required to fulfil role for ongoing meetings across Canada, US and Korea.
Requirements
Education:
· University education preferred (min. Bachelor’s), MBA (a plus)
Knowledge:
· Intimate knowledge of the Electronics industry
· Strong relationship management
· Demonstrated ability to interact with the sales organization, gain mindshare and grow relationship and sales
· Proficient in Excel, Word, PowerPoint and other software products
· The ability to lead a team in planning, organizing and prioritizing multiple and simultaneous related opportunities and programs in a changing DA industry
· Effective communication skills at all levels
Experience:
· Minimum 12 years of related experience preferred
· Experience with and knowledge of CE channel and main reseller players
Skills and Qualifications
Samsung is an equal employment opportunity employer.
Samsung has an accommodation process in place and provides accommodations for job applicants with disabilities as appropriate. Assessment and selection materials and procedures can be made available in accessible formats and methods as appropriate. If you require a specific accommodation because of disability or medical need, please let us know when selected to take part in our recruitment process so that reasonable arrangements can be made for the appropriate accommodations to be in place as you move through our process.
We thank you for your interest in working for Samsung. Only candidates selected for an interview will be contacted.
Please note that we reserve the right to remove or modify job postings at any time.
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