Head Of O2 - B2B (FTC)
Samsung, United Kingdom
Job Description
Position Summary
You will be the Strategic Leader of Samsung’s Enterprise Engagement with O2 – leading Samsung’s engagement into O2 Enterprise business! Your role is:
• To own, retain and improve real sustainable deep strategic relationships positioning Samsung as a strategic business partner of choice across all of O2’s propositions into market.
• Own and grow the full commercial interaction with O2 Enterprise – taking full accountability of forecasting, sell in, commercial propositions by segment, new market commercial propositions and sell out strategy.
• Lead a dedicated Samsung team of 2 Channel Development Managers (SMB & Enterprise), as well as a virtual team of marketing, technical support and commercial support teams to exceed growth and engagement objectives
• You will need to demonstrate stellar experience as a Senior Account Director/Business Leader working in this sector providing technology or technology solutions
Role and Responsibilities
To cement Samsung as a strategic business partner across O2’s enterprise business from SMB/SOHO/Mid Market, large enterprise, public sector and global accounts – with clear objective business plans in each segment.
Deliver vertical and horizontal GTM propositions which place Samsung is at the heart of business transformation, leading true business change with proven return on investment and growth.
Ensure Samsung has strong partnership relationships with all strategic and operational leaders within O2.
Build ambitious commercial propositions to ensure Samsung’s contributions to O2 are the best against our OEM competitors.
Organise, lead and motivate the Samsung team to exceed on their objectives and drive consistent engagement.
Build proactive working engagements with both managers and teams such as, product management, marketing, as well as integration partners and customers to improve all sales opportunities.
Executes the sales strategy to maximise growth opportunities for the business, including the identification of business channels.
Understand the customer’s business plan and how this aligns to the Samsung business model and value chain, carrying out periodic reviews.
Build and develop relationships with O2 at all levels to drive profitable growth, through identifying and acting on market insights and solutions.
Ensure the delivery of an efficient after sales process to deliver the best in class NPS, through leading both internal and external customer relationships.
Drive profitable business growth through a clear understanding and management of financial metrics.
Lead projects within scope of the key account management role, through cross functional or virtual teams to find opportunities for profitable growth.
Lead the customer account planning process by analysing the customer’s portfolio and advising and agreeing on product solutions that maximise profitable growth and ensure long term relationships with the customer.
Carry out regular planning and analysis to find opportunities and gaps, providing solutions to our customers that ensure a positive return on investment.
Lead complex negotiations involving senior customer partners.
Drive preferred partner relationships through consultative selling demonstrating a clear value proposition that fits with customer commercial drivers.
Job Specification
Skills and Qualifications
What do we need for this role?
Lead Samsung’s strategic engagement into one of our largest mobile channel partners
Grow the commercial and personal business relationships in O2 driving increased revenue streams through delivering business transformation solutions
Build, lead and close a fast-growing pipeline of business opportunities across the spectrum of O2’s business
Expand the Samsung’s value position as strategic alliance partner
Internally networking to deliver solutions across regions as applicable
Own and deliver full commercial planning for all the O2 Enterprise businesses.
What does success look like?
Essential Hard Skills:
Individual will hold network of board level contacts
Individual will demonstrate structured process and procedures to promote Samsung as a technology partner to major end customers and to O2
Individual will be able to deliver sustained P&L growth in each segment with the customer – meeting/exceeding budgetary targets with structured commercial planning
Planning and forecasting
Confident leader in customer engagement
Knowledge in solution selling.
Knowledge in vertical business requirements.
Strong leadership and people management skills
Essential Soft skills
Stellar level of personal presentation and confidence
Strong level of organisation and independent working
Strong leadership acumen
Consummate social and networking skills
Strong team work, leadership and collaboration acumen
Positive focus