Key Account Manager – B2B at Samsung Electronics

Job Purpose:

• The job holder will be responsible for carrying out account development and relationship management to maximise sell-in/out of the EB (Enterprise Business) product portfolio to the corporate market [Customers] in accordance with the agreed business plan.
• EB Product Portfolio: HTVs, Signages, Video Walls, Monitors, Flips among others
• The role could at later stage be extended to offer Business Opportunity sourcing support for System AC and Built In categories.

Key Responsibilities

ACCOUNT MANAGEMENT

• To build a healthy business pipeline in line with the business target across the EBT solution portfolio to ensure and manage closing of deals
• To Identify clients’ needs and review their marketing requirements in order to sell tailored solutions to increase hit rate
• To construct and present presentations/proposals to clients based on their marketing objectives to ensure quick decision making
• To support neighbouring markets to develop EBT business though product information sharing and driving business generation.
• To manage existing accounts and expand client base by setting up meetings and calling marketing decision makers and agencies to increase loyalty and generate repeat business
• To achieve quarterly revenue targets in line with the set-up guidelines to ensure profitability
• To provide revenue forecasts in line with the business pipeline and targets set to ensure revenue realization
• To demonstrate a deep knowledge understanding of the B2B/EBT corporate solutions, market demand and competitive environment to ensure differentiation and superiority of brand.
• To work with the marketing team to design and manage marketing campaigns to ensure targeted visibility is achieved and to build brand loyalty
• To manage internal customers [other SEEA divisions] and leverage on opportunities by cross marketing to ensure all revenue opportunities are covered

Reporting

• To populate the reporting system with BO’s related to the target for achievement reporting.
• To generate a closed deals report monthly to show achievement rate from the existing BO’s in the reporting system
• To generate timely reports as required by Management to show progress, growth, market data, losses and overall performance.

Distributor Management:

• To ensure the execution of negotiated Joint Business Plans (JBPs) from activities such as Distributor Conferences/Strategy meetings for the CE business unit.
• To ensure that all assigned Distributors have the relevant product information (product line ups/POSM guidelines/Flooring plans) as received from the Product Manager.
• To ensure responsible system utilization (GPPM, GCSM, PVI) by Distributors and Master Channel partners.
• To ensure service delivery through effective performance management, motivation and retention of assigned Distributors.

Supply Chain Management

• To ensure effective six (6) months demand planning/business development with proper follow up negotiations to ensure assigned stretch targets are met.
• To recommend process and systems improvement to enhance quality and efficiency within the business.
• To be responsible for the collections of Account Receivables (A/R)

Customers of this Position

• Internal: Other divisions, business leaders, management
• External: Channel Partners, Corporate organisations

Knowledge, Skills, Qualifications and Experience required for this Role

• Graduate in Marketing or Business-related degree or equivalent experience
• 10 years’ experience in Business and Marketing, with 5+ years in Account Business Management.
• Proven successful B2B and account management experience
• Marketing training
• Sound knowledge of Consumer Electronics operating environnent
• Proven experience in motivating distributors, Channel and Field Force Teams to double their efforts to improve business within the assigned region.
• Business processes, objectives and strategies.

Competencies required for this Role

• Drive for Results- Individual contributor
• Creative intelligence- Individual contributor
• Navigating organizations- Individual contributor
• Building Best teams- Individual contributor
• Inspiring others- Individual contributor