Account Director – Business Acquisition

Position Summary

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 -driving new relationships and increasing adoption of all Samsung MX products and services into these accounts.
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 and the PC range!

Role and Responsibilities

Your key responsibilities

Delivery of commercial targets

• Own and define the UK sales strategy to each of your targeted prospects/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 your prospects and accounts

• Identify sales opportunities in the developing elements of the B2B proposition (New Computing, AI) and work with the subject matter experts 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 experts into your customers from the rest of the business.

Implement demonstrating the wider Samsung team

• Introduce the relevant subject matter experts into your customer as appropriate from MX hardware, Knox, 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

• Demonstrate 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

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

• Success in delivering new logos in a similar or related IT business

• A can-do demeanour with strong execution, communication and relationship management skills!

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

• The ability to act largely independently in and navigate around large, complex Enterprise 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 target and lead. Ownership of identifying growth opportunities and bringing in members of the wider Samsung community to support in delivering these opportunities.

The interview process

Skills and Qualifications

Benefits of working at Samsung include

• 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

• Access to discounts on a wide range of Samsung products

• Access to a discount shopping portal

A note on equal opportunities

We are an equal-opportunity employer and value diversity at our Company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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