Distribution Sales Account Manager

Position Summary

At Samsung we approach everything we do with the spirit of a ‘joyful pioneer’- daring to defy barriers and striving to excel limits. At the heart of our DNA is the pursuit of excellence and bringing innovation to everyone, faster than anyone.

We realise it’s our people who really make this possible and we welcome dynamic people with a growth mindset and a passion for excellence to join us in making our vision their own. In return we offer people opportunities to grow and express themselves in a truly global enterprise.

With our endless ability to predict the next big wave (and create a few of our own), joining Samsung Electronics will put you in touch with the future and keep your career at the cutting edge of tomorrow’s technology.

The Opportunity

The responsibility of Distribution Sales Account Manager (Pro Display/AV) is to achieve revenue targets & key KPI’s within the Distribution channel, focusing on Sell In to our Distribution partners.

Role and Responsibilities

Duties and Responsibilities

The Distribution Manager will be working with key accounts in distribution, and is responsible for the following:

• Achieve sales targets across our Display business into our Distribution Partners.

• Sales achievement is measured by the following MBO’s (KPI’s)
  • National Distribution Sales Results – Sell In & Sell Thru
  • Sales Forecast vs Demand Forecast (AP1/AP2 Consensus)
  • Week of Stock (WOS) Planning
  • Account Planning, Monthly, Quarterly, Full Year

• Responsible for Account Development across Distribution, working with Distribution on maximising tail accounts revenue generation activities.

• Achieve assigned sales targets Monthly, Quarterly and FY to meet the Display Business revenue targets.

• Forecasting Sell In of inventory 12 weeks in advance with weekly sales execution in to distribution.

• Manage stock sales into our distribution partners in line with sales plans and targets.  

• Manage the internal inventory planning with appropriate balance between Samsung and distributor inventory levels. Ensure internal inputs and reporting is complete for supply chain management.

• Stock allocations and co-ordinating weekly stock dispatch with Product Management team and internal and partners logistics team.

• Training Distribution Partners key staff members; Sales, PMs and Technical Support staff across our product range, roadmaps and demonstrations.

• Provide market intelligence gathered to product management team – market changes, key developments, opportunities and threats.

• Commercial management in terms of distribution agreements, and terms and conditions (Rebates, MDF / Coop, incentives)

• All claims and returns are validated, actioned in line with agreed terms

• Conduct formal Quarterly Business Reviews (QBR’s) with Distribution Partners and maintain set formal monthly meeting structures to manage all order management, forecasts and other required administrative management requirements.

• Working with the Samsung Marketing & Product team in the execution of key marketing and promotion activities.

• MDF Marketing / Co-op – Assist with the planning, development, creating and carrying out of marketing / co-op activities in accordance with agreed budgets, sales volumes, values, product mix and timescales.  This will include the processing of claims and payments to the distributors to ensure payments are made within policy guidelines.

• Salesforce update – ensuring Salesforce (CRM) is up to date with latest business opportunities including roll out forecasts.  This role is to coordinate information flow between Product Managers and the reseller.

• Analysis - Prepare regular reports and analysis of sell in / sell out, business achievements / targets including Quarterly review meetings.      

Skills and Qualifications

• Minimum of 5 years’ experience as a B2B Distribution Sales Manager within an IT / AV vendor
• B2B business development experience working in channel environment (distribution / reseller channel) is essential
• Hold existing relationships with key Distribution and Reseller Partners is preferred while having proven sales track record in Distribution/ Reseller sales
• Strong relationship building and communication skillset is required