Account Director - Majors

Why join our team?

This role takes ownership of a group of large existing Samsung relationships in the Enterprise segment. This role is responsible for driving 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. The role 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, you will be responsible for a nominated list of major existing Samsung customers in the Enterprise market. You will lead 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 will be responsible for driving adoption of our premium and rugged hardware, AI services as well as solutions including the Knox portfolio.

To achieve this you will be required to have a broad and deep understanding of the IT and Mobility landscape allowing you 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!

The role will be key in driving Samsung advocacy within these accounts and will also own driving the One Samsung story into these enterprises!
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.


• To understand Samsung's security platform and products, including development of AI and 5G and how this may impact and deliver new opportunities into the nominated accounts


• 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 - in the nominated customers. These relationships will typically include (where appropriate) CTO, CIO, IT Director, Workplace Director, Systems Director, Procurement Director, HR Director.


• Identify sell through and sell with opportunities as appropriate with your end customers as well as identifying D2C/EPP opportunities where it can enhance our sell out to the customers. This will be driven by your understanding of the IT strategy and commercial strategic drivers in your customers allied to your broad industry knowledge and ability to match Samsung capability to customer opportunity.


• Act as the voice of the customer back into Samsung and introduce the subject matter authorities into your customers from the rest of the business.


• Maximising the wider Samsung team


• Introduce the relevant subject matter authorities into your 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 standard process from HQ and in particular ETO to demonstrate our credentials to unlock further opportunities in the nominated accounts


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


• Positive internal relationships across the SEUK MX business and supporting teams (Suwon, SRUK, SRPOL, ETO)
  
  Proven experience of working at a senior level across Enterprise accounts


• 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 Enterprise organisations


• Shown 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 agreement 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
  
  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