Senior Account Manager – Builder Channel

Position Summary

Reports to:
Regional Sales Director – Northeast, Builder Sales

Travel Required:
Up to 50% travel


Senior Account Manager – Builder Channel

If you have ambitions to be a part of a Best in Class organization, the Samsung Digital Appliance Team is the place to be. We continue to grow our market share by providing the most Innovative products in the market, and we are dedicated to builder channel & segmentation growth that makes this the destination company for the world’s top talent. From JD Powers to CES, the awards keep mounting. 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, representing the most innovative products in the world, Samsung is the place for you.

The Senior Account Manager – Builder Channel will oversee the implementation of all sales programs and pricing (quote-proposal management and negotiation) with regional & national market Builder Distributors and Builders. The role is accountable for achieving or exceeding annual sales and margin objectives. The position is responsible for training & cultivating all inside distributor sales personnel and working with outside distributor sales personnel in closing new business opportunities with Single Family home builders, multi-family principals/contractors and remodeling companies. The AM has the responsibility to ensure all sales programs are known to distributor personnel and are leveraged to drive sales revenue and market share. This front line role will fortify sales relationships while helping to facilitate Samsung’s “order-to-cash” process with distributor administrative management to ensure compliance and efficient execution. The AM role converts regional execution plans into local market actions with trade customers and builders to achieve specific quarterly & annual goals and objectives.

Role and Responsibilities

• Accountable for achieving monthly, quarterly and annual sales targets and margins while positioning the business for continued growth in future years
• Enabling Builder Distributor sales teams (inside and outside) to know and understand the Samsung brand, leverage value proposition, performance and features of our products and services
• Along with distributor sales personnel, review products, and programs with new & existing home builders, multi-family contacts, design centers and interior designers
• Develops lead generation and in-depth knowledge and expertise with regard to all new & existing single family and multi-family construction in their market, as well as being knowledgeable of builders and interior designers within assigned market
• Provide competitive market intelligence feedback to the RSM and National Sales Director/General Manager
• Identifying business opportunities for distributor sales people and work with them to develop business relationships and close contracts
• Maintain an up-to-date sales call plan with objectives and document all communications and committed to actions to distributor personnel and AM follow through
• Coordinate with other AM’s on behalf of distributors to coordinate a multi-market builder or out-of-market business opportunity such a multi-family project
• Participates in regular builder tracking meetings with Specification Representative
• Has total working knowledge of all marketing support materials and how they can be best utilized

Skills and Qualifications

• 10 plus years of direct experience or equivalent industry experience (Bachelor Degree preferred)
• Become an active member of local industry associations such as NAHB, NKBA, ASID and attends key meetings and joins selective committees
• Participates in regional or national trade shows
• Communicates product /forecasting needs to Supply Chain, Logistics Planning and Sales Leadership
• Responsible for sales mix and margin expansion and applying relationship management skills on an on-going basis, i.e., “The Challenger Sale”
• Focus of sales productivity…high percentage of time, 70%, involved in selling activities (face time with trade customers) with 30% (home office) in sales administration
• Business and trade customer performance and overcoming objections and adept problem resolution
• Highly effective business negotiation
• Product training expert on home appliances and home automation
• Managing sales proposals and quote/pricing practices
• Excels in multi-tasking and priority setting
• Computer savvy – Internet, creative Power Point, Word and Excel spreadsheets
• Self-motivated with the ability to work under little supervision in an enabled environment
• Must be able to exercise independent judgement and demonstrates solid time manageme