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Account Director – Finance

6 months ago

Lyne, United Kingdom SAMSUNG Full time

Position Summary

Why Join our Team?

This role takes ownership of a group of Samsung accounts in the Finance & Business vertical in the Enterprise segment. This role will drive the sales of the entire MX portfolio (product and services) into these accounts and the role will be measured against annual sales targets as part of the B2B annual management plan. This will be responsible for driving breadth into these relationships and increasing adoption of all Samsung MX products and services.

Reporting to the Head of Key Account Management in Enterprise Sales, be responsible for a nominated list of Finance & Business customers in the Enterprise market. Be responsible for the achievement of sales targets (based on customer sell out) associated with these customers delivered via our channel partners (resellers and operators mainly but not exclusively) and be responsible for driving adoption of our premium and rugged hardware, AI services as well as solutions including the Knox portfolio

To achieve the candidate will be required to have a broad and deep understanding of the IT and Mobility landscape as well as significant experience selling to and working with organisations across the Finance & Business vertical (including Banking, Professional Services and Business customers) to establish individual credibility with senior partners in these businesses. This will go well beyond simply having an understanding of the Samsung products and services portfolio.

Be key in driving Samsung advocacy within these accounts and will also own driving the One Samsung story into these organisations

Role and Responsibilities

Your Key Responsibilities:

Delivery of commercial targets

Own and define the UK sales strategy to each of your nominated customers, identifying opportunities for growth across hardware and software, maximising the Samsung share of wallet in the customers.

To have an activity rate of meetings and calls to generate sufficient opportunities and sales in your account base to hit commercial targets and to build engagement in your accounts.

Identify sell through and sell with opportunities as appropriate with your end customers. This process will be driven by your knowledge of the IT strategy and commercial strategic drivers of your customers as well as the specifics of the specified vertical you are working within.

To understand Samsung’s security platform and products, including development of AI and 5G and how this may impact and deliver new opportunities into your customer base.

Identify sales opportunities in the developing elements of the B2B proposition (Samsung Capital, Samsung Care Plus for Business, New Computing) and work with the subject matter authorities to deliver against the targets in these areas.

Expansion of the Samsung customer relationship

Ownership of senior (C Suite/Director) relationships – across clients. These relationships will typically include (where appropriate) CTO, CIO, IT Director, Workplace Director, Systems Director, Procurement Director, HR Director.

Keep update to date with customer needs and requirements and provide feedback and communication into Samsung HQ to help influence any required changes to ensure that SEUK is a preferred supplier of secure digital mobile devices for customers.

Using the wider Samsung team - introduce the relevant subject matter authorities into customer as appropriate from MX hardware, Knox, Samsung Capital, New Computing and services to help deliver the optimal commercial outcome for Samsung

Lead growth projects across the virtual team to deliver incremental revenue and wallet share opportunities for Samsung

Harness best practice from HQ and in particular ETO to demonstrate our credentials to unlock further opportunities in customers

Use the power of the One Samsung initiative to both elevate our own touchpoints but also to open doors for other divisions and liaise across Display, DA, OSS, SEACE as appropriate

What we need for this role

To be successful, you will possess the following skills and attributes:

Demonstrable experience of working at a senior level across Enterprise accounts, ideally with some experience in the Finance and Professional Services vertical

A can-do attitude with strong execution, communication and relationship management skills

Strong presentation and analytical skills able to articulate, develop and implement a strong plan

The ability to act largely independently in and navigate around large, complex organisations

Proven sales background with the ability to meet and exceed targets and build a comprehensive and long sales pipeline through careful management and identification of sales cycles to build new opportunities and relationships.

The ability to communicate and network at all levels of an organisation – from procurement, HR, IT, Finance to CIO/CTO and able to lead and build consensus for activity within both the customer and SEUK

Ideally experience of working in a global organisation and understand the cultural differences that can apply to working with a headquarters outside of the UK

What does success look like?

This role will be the internal champion for the accounts that they handle. Ownership of identifying growth opportunities and bringing in members of the wider Samsung community to support in delivering these opportunities.

Success will be measured:

Delivery of the commercial targets in all product categories (Mobile, Tablet and PC (NC), Services)

Status of relationships in nominated accounts (breadth, depth up to and including C-Suite where appropriate)

Clear account-level planning in key accounts including customer buy-in

Positive internal relationships across the SEUK MX business and supporting teams (Suwon, SRUK, SRPOL, ETO, Harman)

Skills and Qualifications

Benefits of working at Samsung include

Regular

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

Private medical – family cover

Income protection

Enhanced pension contribution

Three volunteering days each year

Flexible benefit portal and contribution of £55 per month - including travel insurance, gym membership, season ticket loan, Tastecard, dental insurance and more

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