For decades, Samsung has been leading the charge on innovation. We see beauty in achieving excellence and our passion for change fuels our discoveries, inventions, and breakthrough technology. We believe that technology can, and should, make the world a better place, so we create new possibilities for people everywhere, push the limits of whats possible, and constantly innovate.
At Samsung Electronics America, we take pride in the creativity and diversity of our talented people they are at the forefront of everything we do. Their skillset and mindset drive our continued success. Only the resilient and resourceful thrive in the daily dose of unexpected at Samsung. We unapologetically push to achieve unforeseen potential in everything we do, both within the workplace and at home. We fearlessly face challenges head-on, conquer the unconquerable, and are comfortable living in the uncomfortable zone. Together we make the impossible possible. Because at Samsung, we Own the Unknown.
Are you ready to #OwnTheUnknown? Join us.
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, Samsungs 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 Samsungs 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.
High School Diploma or equivalent with 3-5 years of directly related experience; or Bachelors 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.
Role and Responsibilities
Duties and Responsibilities
70% - Driving Device Sell-Out Through Implementation of Sell-Out Programs, Customer Experience Events and Customizing Training Approach Based on Business Results
Responsible for driving sell-out of Samsung products across multiple channels within an assigned territory. Implements and executes sales strategies designed to maximizes Samsung market share in order to meet or exceed revenue objectives for the brand. Develop and deliver customer specific sales tactics, training and brand advocacy programs by creating and maintaining partnerships with retail sales personnel and store leadership. 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 sales revenue and unit goals, as well as rep knowledge, rep recommendation rates and training engagements as measured by in-store mystery shops and the Market Communication System.
Utilizes sales reporting and other analytics to identify and prioritize high-opportunity store locations based on Samsung performance: Focusing on sustaining and /or increasing Samsung market share. 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)
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)
Drives sell-out of Samsung products through in store activities, 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 engagements. Through behavioral observations, training approach is modified based on store representatives ability to showcase Samsung products and services. Utilizes discretion to determine best method to deliver training: Including one to one, small and large groups, and consumer engagement events.
Serves as Samsung brand advocate and spokesperson during large scale events such as Consumer Electronic Show, trade shows, account events, ec.
Assesses turnover rate at particular stores to determine risk in store staff knowledge and advocacy: Creates customized plan for high turn over locations (including participating in new hire orientation) to ensure all team members are knowledgeable on products and services.
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.
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).
Conduct meetings with store management in each location to build trust, brand advocacy, and align on mutual goals.
20% - Merchandising and Brand Presence
Ensures Samsungs 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 Managers 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.
Utilize Samsung provided tools to reconcile open merchandising issues: Security, Retail Mode, fixture adjustments, etc.
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: Inclusive of working with partners to record issues as well as setting expectations for follow up
Submits fixture R&M requests for any damaged Samsung fixtures through Big Sky portal
Best Buy: 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 market place trends. Collect consumer insights weekly through the CRM tool: Identifies the root cause of business opportunities and creates disruption strategies when a competitor emerges with promotions and incentives. Equally, the FSM gathers intelligence from stores that are exceeding performance with the goal of scaling best practices.
Validate, analyze and interpret a broad range of retail-related data including industry trends, competitor pricing, competitor incentives, promotional activities, and customer and RSA brand preference/sentiment.
Uses observations and data collected during store visits to develop weekly market insights reports.
Utilizing insights collected, create a territory action plan
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.
Skills and Qualifications
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.
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 competitors 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.
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
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.
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.
Samsung Electronics America, Inc. is committed to employing a diverse workforce, and provides 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.