Field Sales Manager, South West, San Diego/HI - District - Samsung Electronics America (Hawaii)
**Position Summary**
**Role and Responsibilities**
Field Sales Manager I
Position Summary
If you have ambitions to be a part of a Best in Class organization and work among the very best talent in the industry on the most innovative products in the world, Samsung’s Retail Team is the place to be. The team is growing and taking on new ventures/opportunities to apply best in class partnerships to strengthen Samsung’s brand presence in the marketplace. The dynamic culture at Samsung offers both great challenge and great reward.
You will be responsible for maximizing SEA's market position, product penetration and profitability in an assigned market. You will be accountable for realizing the full potential of a field sales team in the assigned area. Your success will be determined by your ability to increase sales, brand awareness and driving favorable retail excellence through positive consumer experiences. Your problem resolutions skills and ability to drive logical analysis will be utilized in this role to drive excellent performance.
The Field Sales Manager role is responsible for driving sales and maximizing retail success. With minimal management oversight, this role will build brand awareness and advocacy with both retail sales personnel and consumers. Through training and consumer facing activities the Field Sales Manager will be accountable for driving product awareness, sales, and improving the consumer journey within the assigned territory. This position manages a store territory with no direct reports.
Background/Experience
• High School Diploma or equivalent with 3-5 years of directly related experience; or Bachelor’s degree and 1-3 years of related experience (preferred).
• Prior experience in people management, sales generation and account management required.
• Prior experience in a telecommunications environment preferred.
• Proven history of meeting and exceeding sales quotas required.
• Proven history of analyzing sales and market data to identifying trends and opportunities and mitigate risks within wireless product technologies.
• Must be able to write, read, analyze, interpret, present, and explain wireless terminals technical product and development materials.
• Must have excellent time management skills as FSMs generally establish their own work schedule
• Must have experience with Microsoft Standard Office Suite and extensive use of presentation software.
Duties and Responsibilities
70% - Training, Sales, and Brand Advocacy
Influences the sale of Samsung products and maximizes Samsung market share within assigned territory by developing and maintaining partnerships with retail sales personnel and store leadership. Develop and deliver customer specific training and brand advocacy programs. Through one-to-one and group training, utilizes full discretion to create programs intended to ensure all sales personnel are highly knowledgeable on the unique selling points of Samsung devices and are actively recommending Samsung devices to consumers. Field Sales Managers are responsible for meeting or exceeding goals for level of rep knowledge and rep recommendation rate as measured by in-store mystery shops.
- Utilizes sales reporting and other analytics to identify and prioritize high-opportunity store locations based on risks or capitalizing on momentum. Data analytics include store, region and national level sales data, industry data, store tier mapping to align approach (maintenance visit v. performance gap management visit)
- Manages territory social and promotional goods budget spend and ensures maximum ROI on funds. Has authority to recommend additional budgetary spend for special projects as determined by the FSM. ROI determined by sales lift and/or event attendance (draw).
- Develops and executes a territory-level action plan, which includes a variety of innovative customer-centric tactics including in-store training events, contests, small-scale incentive programs developed at their discretion per individual store, and consumer engagement events to improve sales performance within territory.
- Uses approved training materials to design and develop customized training presentations that include content components created by SEA by compiling appropriate components in combination to present most effectively for situation or audience and by incorporating carrier messaging into training within their full discretion, facilitated in a variety of settings, including one-to-one, small and large groups, internal and external audiences.
- Serves as Samsung brand advocate and spokesperson during trade shows and other events, as necessary.
- Assesses retail sales personnel’s knowledge and advocacy for Samsung brand and customizes training accordingly to specific customer needs as determined by FSM.
- Assesses turnover rate at particular stores to determine risk in store staff knowledge and advocacy
- Develop gap management solutions (60% @ FSM discretion based on situation, off floor training sessions, store leadership lunch and learns or team meetings, consumer engagement events planning and execution, in the moment coaching/ modeling/ effective selling behaviors, 40% predetermined based on known situations- increase/ decrease scheduled visits, rep recognition, etc)
- Effectively aligns store training with key messaging and priorities between carrier, account teams and Samsung
- Keeps accurate and timely records of store visit activities using CRM tool provided by Company.
- Responsible for building trust and effective partnerships with store level leaders and staff to ensure effective and productive outcomes, and ultimately maximizes Samsung market share
20% - Merchandising and Brand Presence
Ensures Samsung’s retail brand standards are maintained by regularly inspecting all Samsung branded displays and marketing materials. Field Sales Managers are responsible for using available merchandising resources and in-store relationships to remedy any items requiring attention or escalating to appropriate parties as appropriate. Field Sales Manager’s effectiveness at maintaining in-store brand standards will be assessed by their District Manager during joint visits.
- Conducts routine survey of all in-store Samsung branded fixtures and displays and accurately records findings in CRM tool.
- Performs general in-store reviews to determine overall customer compliance with contractual obligations.
- Ensures all Samsung display devices are clean, functional, and are available for customers to use.
- Conducts pricing and POP compliance audits
- Partners with store leadership to develop solutions for any non-compliant pricing or merchandising issues.
- Submits fixture R&M requests for any damaged Samsung fixtures through Big Sky portal
- Executes merchandising changes and resets, including placement or removal of devices, security, marketing materials, and POP
10% - Market Sensing and Intelligence
Provides critical insight into trends in customer and RSA sentiments towards the Samsung brand as well as identify any capitalized opportunities or competitor threats in the marketplace. Field Sales Managers are responsible for collecting and accurately reporting raw data on a variety of topics via Samsung’s internal CRM tool for aggregation and review by various stakeholders. Field Sales Managers will also report back on any trends or competitive intelligence via a weekly market insights report.
- Validate, analyze and interpret a broad range of retail-related data including industry trends, competitor pricing and promotional activities, and customer and RSA brand preference/sentiment.
- Uses observations and data collected during store visits to develop weekly market insights reports.
- Research, create and disseminate market intelligence to team members as it relates to Samsung and competitor products.
- Aggregates store-level sales, customer traffic, merchandising, and staffing data during bi-annual retail opportunity mapping process to drive decision making regarding store-level merchandising/marketing investment.
- Completes market sensing surveys in CRM tool, as necessary.
Necessary Skills and Attributes
Driving for Results
• Consistently achieving results, even under tough circumstances
• Understands the meaning and implications of Key Performance Indicators: Uses business analysis to generate, evaluate, and act on strategic options and opportunities.
• Makes in-the-field decisions and provides recommendations regarding potential adjustments to sales strategies, tactics, and resources in response to sales trends and competitor activities.
Customer Focus:
• Building strong customer relationships and develops specific customer-centric solutions.
• Builds rapport with retail sales associates and store managers in order to maximize sell-through of Samsung products.
• Gains insight into customers’ needs and in turn builds and delivers solutions that meet and exceed customer expectations. Establishes and maintains effective customer relationships: Always putting the customer first.
• Keeps up with current and possible future policies, practices, and trends within the organization, with the competition, and in the marketplace
• Maintains expert level knowledge of the mobile industry, including competitor’s products and market trends and leverages this knowledge to develop new and innovative ways to promote Samsung products and services.
Plans and Aligns:
• Uses discretion to plan and prioritize work to meet commitments aligned with organizational goals.
• Breaks down objectives into appropriate initiatives and actions and stages activities with relevant milestones and timelines. Focuses on highest priorities and sets aside less critical tasks
• Attends to a broad range of activities while concentrating efforts on the more important priorities. Uses time effectively and efficiently.
Collaborates:
• Building partnerships and working collaboratively with others to meet shared objectives.
• Easily gains trust and support of peers. Encourages collaboration. Quickly finds common ground and solves problems for the good of all parties involved.
• Relates well to all kinds of people and at all levels, both inside and outside the organization. Develops constructive and effective relationships with customers as well as internal and external stakeholders. Adept at defusing even high-tension situations amicably.
• Understands internal and external stakeholder requirements, expectations, and needs. Takes a proactive approach to shape and influence stakeholder expectations and can serve as a liaison between different stakeholder groups
• Anticipates landmines, plans approach accordingly, and is sensitive to how people and organizations function. Deals comfortably with organizational politics and knows who has power, respect, and influence. Influences up, down and across, the organization impacting business results by driving behavioral change
• Keeps up with current and possible future policies, practices, and trends within the organization, with the competition, and in the marketplace
• Adapts personal, interpersonal, and leadership behavior with the understanding that different situations may call for different approaches. Picks up on situational cues and adjust in the moment: Observes situational and group dynamics and select best-fit approach
Organizational Savvy:
• Maneuvering comfortably through complex policy, process, and people related organizational dynamics.
• Communicates with more senior leadership without undue tension and nervousness. Understands how senior leadership thinks and works and can determine the best way to get things done with them by talking their language and responding to their needs.
Physical/Mental Demands
Work is generally performed in a field environment, 50% - 95% of work time will be in a multi-unit store travel. Travel varies depending on position. Requires considerable (90 %+) 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 challenge, some language barriers, and project management deadlines. Machines, tools, equipment, and work aids include printers, copiers, faxes, and other equipment commonly associated with an office work area. May require working additional hours beyond normal schedule. Consistently demonstrates a commitment to policies and procedures, including but not limited to, attendance, confidentiality, conflict of interest, and ethical responsibilities.
**Skills and Qualifications**
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