Position SummaryThe incumbent is responsible to provide strategic direction in all aspects of EBD Sales Division, including the Key Accounts, Channel and Business Development. The incumbent will lead and motivate personnel to ensure Samsung maximizes our revenue achievement, market position, product penetration and profitability.
The expectations of this role are to develop a comprehensive business development strategy, in conjunction with the Sales team, for Samsung's B2B EBD business. The Director of Sales will also be responsible for BO development and analysis, weekly forecast management, and competitive insights. 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 and marketplace acceptance, managing the current product offering routes to market while planning the future market development, and to provide effective divisional communication.
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 if necessary.
Role and Responsibilities- Building the strategy and leading the entire EBD B2B Sales Organization to achieve revenue, market share and profitability targets.
- Providing effective communication of business trends, strategy and analysis to internal executive leadership and to the client customer.
- Holding direct responsibility for the entire B2B EBD Canadian sales team across all four EBD product categories (LCD Signage, B2B Monitor, LED, HTV include software).
- Providing leadership, direction and coaching to sales team including organizing weekly team calls, assisting with team development, and advising on critical decisions.
- Developing and negotiating customer sales agreements on behalf of SECA for assigned products.
- Driving the sales team to identifying and developing new business opportunities and business relationships which result in the achievement of increased revenue, profitability and market share.
- Meeting regularly with the senior levels of Samsung customers and partners to become a trusted advisor who can effectively communicate Samsung's vision and interfacing at all levels within their organization to obtain support for strategy and tactical plan, including negotiating necessary agreements.
- Manage EBD aged inventory to 3.5% global KPI
- Joining meetings with and periodically communicating directly with global business units (SEC) within Samsung, when required.
- Leading and, as necessary, persuading cross-functional teams in executing strategy and tactical plan.
- Monitoring and explaining performance variations and any necessary action plans to leadership teams.
- Providing strategic direction and driving the business forward and delivering sell-in, sell-thru and other specified results.
- Providing ongoing communication with the sale teams to ensure satisfaction; support negotiations to continue and grow business opportunities.
- Ensuring that customer negotiated commitments are achieved according to plan; ensuring availability of products and delivery schedules to support sales opportunities.
- Providing oversight over strategic account planning process to develop mutual performance objectives, financial targets, forecast achievement and critical milestones
- Expect to travel as required to fulfil role for ongoing meetings across Canada, US and Korea.
- Be based out of our Mississauga Office, Ontario and will report directly to the HOD for EBD.
- Successfully complete in a timely manner at any certifications as mandated by HQ.
- Manage weekly product forecast and BO development targets.
- Make product presentations, both new product introductions and present product offering to customers and prospects as prescribed by the Company sales guidelines.
- 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.
- Responsible to 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.
- Effectively communicates and liaisons 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. Working 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.
- New Business Development - Leading 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.
- The manager is responsible for providing daily direction to all staff by delegating and scheduling work to the assigned team, and monitors work completion and quality according to procedures and deadlines. Recruits, coaches, and manages staff performance, by providing appropriate feedback and assisting with staff development and/or improvement plans. Provide the necessary resources and tools for staff to perform their duties, and help foster a culture of openness, innovation, and support within the work environment. Ensure all direct reports successfully complete all required corporate and departmental training. 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 giving primary consideration to personal safety, and the safety of co-workers and customers.
Skills and QualificationsEducation:
- University education preferred (min. Bachelor's), MBA (a plus)
Knowledge:
- Intimate knowledge of the IT industry
- Strong relationships management
- Demonstrated ability to interact with the sales organization, gain mindshare and grow relationship and sales
- College or University education (Bachelor's) preferred
- 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:- 10+ years of related experience preferred
- Experience with and knowledge of EBD customers and partners.
