Head of Channel and Category Sales National Retail Account

Position Summary

Role and Responsibilities

We are seeking a senior commercial leader to join a top global National Retail Account as Head of Channel and Category this role you will lead the Channel Sales and Category Sales teams to drive sales and market share growth for all product categories across all channels within the accounts under the national retail account (Amazon Best Buy Walmart Costco Sams NFM Microcenter other regional retailers and clubs) by building and leveraging executive-level relationships across retail field and corporate HQ teams. You will own the full P&L for your channels and categories with direct accountability for achieving ambitious revenue and market share targets.

Your primary mission will be to transform these high-level partnerships into actionable innovative large-scale strategic sales and marketing initiatives. You will be responsible for the flawless execution of our quarterly promotional calendars and go-to-market strategy ensuring our products receive preferential placement and investment. This is an executive leadership position focused on turning relationships into revenue.

The ideal candidate is a strategic thinker and decisive leader with a proven track record of leading high-performing teams creating data-driven campaigns and delivering profitable channel growth. You will be a key member of the leadership team responsible for the alignment and success of our entire commercial strategy. Finally the top candidate with display a unique ability to guide their teams with a focus on continuous improvement and cross-functional alignment to translate execution into tangible business results.

Sales Leadership & National Retailer Partnership:

• Lead a set of high-performance sales account teams to develop and execute strategic plans that increase market share and revenue maximize sell through and achieve profitable results through direct customer negotiations.
• Enable channel sales teams to execute category plans flawlessly by providing clear objectives priorities and success metrics.
• Participate in top-to-top meetings with key customer partners to represent each channel and categorys strategic vision and drive alignment.
• Collaborate with cross-functional teams including marketing product development finance and operations to achieve the sales objectives identified by the company.
• Build and maintain positive relationships with customer leadership to pursue new profitable business opportunities and product developments and to increase market share.
• Directly negotiate annual Joint business Plans Volume Incentive Rebates and Annual commercial agreements

Category Strategy & P&L Ownership:

• Own and manage the full P&L for all product categories (smartphone tablet watch accessories PC tws other wearables etc.) within the Retail and Distribution Channels with direct accountability for revenue market share and contribution margin targets.
• Develop and champion a multi-year strategic vision for their categories identifying key growth levers competitive threats and opportunities for differentiation.
• Manage Channel Conflict between retailers and online pure players including Samsungs own internal direct to consumer channels
• Set ambitious annual and quarterly targets for sales volume net revenue and market share in alignment with overall company goals.
• Act as the primary business owner for each category in all executive reviews and strategic planning sessions.

Go-To-Market (GTM) & Quarterly Planning:

• Architect the comprehensive GTM strategy for all New Product Introductions (NPIs) and sustaining products within each category for the retail channels.
• Provide strategic direction for developing promotional calendars collaborating with customer finance business operations and product management to secure preferential placements and promotional SD/MDF investment.
• Partner with Channel Marketing to develop compelling co-marketing programs promotional offers and value propositions that drive sell-through.
• Analyze ROI and effectiveness of all GTM and promotional activities continuously optimizing spend and strategy for maximum impact.
• Drive growth and increased share for Samsung by developing leadership plans and strategies that drive results at the last three feet of consumer experience where sell-through is critical to success.

Product Ranging & Lifecycle Management:

• Lead the strategic engagement with customer portfolio and ranging teams to secure placement for new products and optimize the lifecycle of existing ones.
• Build the business case for product ranging decisions leveraging market data financial modeling and strategic rationale.
• Partner closely with the Technical Product Management team to ensure product roadmaps are aligned with customer technical requirements and ranging timelines.
• Manage the full product lifecycle for the channel from NPI forecasting to end-of-life transitions minimizing inventory risk and maximizing profitability.

Forecasting Analytics & Business Management:

• Own the top-down forecasting process for each category ensuring high accuracy to drive supply chain and financial planning.
• Conduct deep analysis of category performance market trends and competitive activity to generate actionable insights and inform strategic pivots.
• Lead monthly and quarterly business reviews for your categories presenting performance insights and action plans to senior leadership.
• Spearhead the recruitment motivation development and retention of professionals who can deliver sustained (profitable) revenue growth. Instill a culture of accountability and empowerment performance-based management teamwork and other best practices to achieve the goals of the organization.

Skills and Qualifications

• 16 years of progressive experience in senior-level channel sales category management or strategic account management within the telecommunications consumer electronics or mobile device industries.
• Deep firsthand experience developing strategic growth plans and building relationships within major US national retailers is essential
• Demonstrable experience managing a significant P&L or revenue stream (e.g. $1B) with a clear understanding of key financial drivers.
• Proven ability to develop data-driven business strategies conduct complex financial and market analysis and translate insights into actionable plans.
• Exceptional executive presence and communication skills with the ability to influence and align senior-level stakeholders both internally and externally.
• A track record of developing and executing successful complex GTM strategies and sales programs through major retail club or distributor channels.
• Ability to create professional sales and business presentations in writing through emails and reports or orally including complex business matters to an audience of high skills management and operational experience.
• Experience managing and leading a team of teams and a matrixed organization
• Ability to develop business objectives and metrics clearly define results to be achieved make decisions give direction and measure individual/team performance and business results.
• Bachelors degree in Business Finance Engineering or a related field is required

Necessary Skills and Attributes:

Demonstrated ability to develop directly negotiate and execute data-based plans and strategies that drive business results. The ability to influence and convince others in a potentially adversarial environment including customer leadership directors and managers with opposing views to accept/approve plans technical and project recommendations. The ability to plan organize and prioritize multiple strategic programs and simultaneous performance objectives. The ability to write read interpret explain and act based on a thorough understanding of technical documents engineering materials and contracts or related documents. Ability to make professional sales and business presentations in writing through email reports or orally including complex business and technical matters to an audience of high technical skill and operational experience. Ability to support a cross-functional Samsung team to achieve customer contracted objectives and specific team goals within established time frames and requirements.

Physical/Mental Demands:

Work is generally performed in an office environment. Operate a computer keyboard and view a video display terminal between more than 50% of work time including prolonged periods of time. Requires considerable work utilizing high visual acuity / detail numeric / character distinction and moderate hand / finger dexterity. The movement and transportation of equipment most of the time is under 25 pounds. Performs work under time schedules and stress which are normally periodic or cyclical including time sensitive deadlines intellectual challenges and project management deadlines. Machines tools equipment and work aids include PCs printers copiers faxes and other equipment commonly associated with an office work area. May require working additional hours beyond normal schedule. Travel varies depending on position.

Life @ Samsung - @ Samsung - full-time employees (salaried or hourly) have access to benefits including: Medical Dental Vision Life Insurance 401(k) Employee Purchase Program Tuition Assistance (after 6 months) Paid Time Off Student Loan Program (after 6 months) Wellness Incentives and many addition regular full-time employees (salaried or hourly) are eligible for MBO bonus compensation based on company division and individual performance.

* Please visit Samsung membership to see Privacy Policy which defaults according to your location. You can change Country/Language at the bottom of the page. If you are European Economic Resident please click here.

At Samsung we believe that innovation and growth are driven by an inclusive culture and a diverse workforce. We aim to create a global team where everyone belongs and has equal opportunities inspiring our talent to be their true selves. Together we are building a better tomorrow for our customers partners and communities.

* Samsung Electronics America Inc. and its subsidiaries are committed to employing a diverse workforce and provide Equal Employment Opportunity for all individuals regardless of race color religion gender age national origin marital status sexual orientation gender identity status as a protected veteran genetic information status as a qualified individual with a disability or any other characteristic protected by law.

Reasonable Accommodations for Qualified Individuals with Disabilities During the Application Process

Samsung Electronics America is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application you have a disability and require a reasonable accommodation in order to participate in the application process please contact our Reasonable Accommodation Team ) or for assistance. This number is for accommodation requests only and is not intended for general employment inquiries.