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Senior Director Sales
Samsung
Bridgewater, NJ, United States
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Position Summary
Senior Director Sales (Corporate)
Role and Responsibilities
If you have ambitions to be a part of a Best in Class organization, Samsung’s Wireless Networks team is the place to be. The role of the Wireless Networks Team is to support our carrier customers through innovative technology road map. The dynamic culture at Samsung offers both great challenge and great reward. If you want to work among the very best talent in the industry, working on the most innovative products in the world, Samsung is the place to be.
As a Sales Director II you will be responsible for the definition, development, and management of strategies for the effective deployment of LTE access equipment (Base Station Controllers, Base Station Transceivers, Home Location Registers, and ATM switches) and 5G network equipment and services to achieve corporate performance objectives and cost targets.
Responsibilities will include:
• Will lead and enhance existing business relationships with Vice Presidents, Executive Directors and other key decision makers at Head Quarters, manage effective hardware, software, support (M&S, extended warranty, software requirements and enhancements) and services opportunities, and identify, develop, and implement key infrastructure and professional services roadmaps.
• Will be on point to negotiate and secure nationwide agreements with customers and third party agents for infrastructure sales, software (4G, 5G, Femto) sales and installation specifications, project schedules, performance objectives, and commissioning requirements.
• Will direct all project planning, headcount requirements, P&L analysis, and a standard project updates.
• Lead all nationwide multi-year negotiations ($250M-$500M annually) with customer in regards to Maintenance & Support, Software upgrades, Hardware, and Services. This will cover Femto, 4G Macro, and 5G. Lead the matrix team of Samsung HQ, Vendor Management, and legal to build long term contracts that are beneficial for Samsung and customer.
• Recruit, develop, retain, and manage an effective team of business development people to support customer and assist in future and current opportunities.
• Define, develop, and implement critical sales processes, roadmap alignment, and execution practices to improve product integrity, improve customer satisfaction, reduce costs, and increase operating efficiency. This includes working with Verizon Corp to lock down technical specifications, commercial terms, and delivery schedule.
• Develops and works with SEA operations and other leaders in developing strategic and project plans for hardware and services.
• Prepares plans, schedules, and budgets, manages customer relationships, and reviews and explains variances to ensure positive customer acceptance and P&L performance within SEA objectives
• Manages wireless systems incoming product quality. In conformance to customer specifications, defines and ensures product quality tests and configuration
• Manages customer's product configuration and future roadmap features and capabilities of hardware and software.
• Meets with customer frequently to clarify expectations, answer questions, and identify and resolve issues
• Recommends staffing requirements, hiring, performance evaluations, and firing decisions in conformance with company policies and procedures of directly assigned personnel
• Motivates employees to ensure cooperative working relationships and positive performance results
• Identifies results to be achieved and provides training, guidance, and day-to-day leadership of assigned personnel
• Conducts and manages meetings with subordinates, customers, contractors, and various internal operational, product sales, and planning organizations
• Sets and communicates performance expectations, reports results against plans, identifies issues, and initiates corrective actions were required to ensure the most effective systems deployment.
• Works closely with logistics, sales, and program managers and deployment personnel to define, develop, and implement processes, infrastructure procedures, and methods to improve the effectiveness and profitability of product installations and deployment.
• Defines critical deployment processes, product testing, and commissioning practices to improve product integrity, improve customer satisfaction, reduce costs, and increase operating efficiency.
• Prepares and presents strategic plans, budgets, and reports for local management, executive staff, and headquarters
• Analyzes data and prepares reports of product deployment and operations against project performance plans
Success Criteria:
Technical Acumen
Subject Matter Expert in driving the technical solutions to customer through complex organizational dynamics
Presentations Skills
Leveraging your ability to communicate effectively with all levels of organization as well as HQ leadership on initiatives
Excellence Dealing with Ambiguity
Bringing your experience in problem solving and ability to navigate complex organizations with pivotal shifts
Background/Experience required:
• Bachelor and Masters Degree in engineering or finance with 15+ years of directly related experience is preferred. Must have minimum 10 years dealing with Verizon maintenance and engineering teams as well as engineering planning. Has had direct relationships with Verizon executives and thorough understanding of their organization.
• Has negotiated and executed support services, software roadmaps, feature release documents with Verizon in the past.
• Hands on knowledge of LTE and/or 5G systems engineering, and product support or product deployment experience in a carrier or systems equipment sales and marketing environment
• Must have experience and technical knowledge to create Software Feature Requirments Document with Verizon, Negotiate Schedule, as well as commercial terms. This person will lead all technical project team, including project planning and execution within budget.
• Communicate and negotiate effectively with customer executives for commissioning requirements and contract terms and conditions to identify and resolve product deployment issues for various types of customers and levels of personnel within SEA and customer organizations.
Necessary Skills and attributes:
The ability to plan, organize and prioritize multiple projects, sales and simultaneous performance objectives. Work independently in determining ones personal work schedule to be productive. Work in a team environment, in order to achieve personal and team project milestones and to complete assignments within established time frames. Accept tasks and problems/situations that differ, requiring creativity to search for optimal solutions, when only broad and general guidelines exist for solving problems. The ability to utilize implied knowledge of task alternatives and to make spontaneous decisions using past experience and the guidance and/or successful experiences of others. Demonstrated ability to interact at multiple levels within customers organizations. Negotiate with and convince others, in a potentially adversarial environment, including customer directors, managers and staff with opposing views to accept/approve plans, technical and project recommendations. Make professional technical sales presentations in writing, through email, reports, or orally, to an audience of high technical skills, management and operational experience. Ability to achieve results within established time frames and requirements. Develop accurate proposals and designs to meet customer needs.
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 PC’s, 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. Consistently demonstrates a commitment to policies and procedures, including but not limited to, attendance, confidentiality, conflict of interest and ethical responsibilities.