Head of Sales – Custom Install Channel

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Position Location: OPEN

Sony Electronics Inc. currently has an opportunity for a dynamic business leader in our Home Entertainment and Sound group. The Head of Sales will oversee all aspects of the sales, business management and business development for the Custom Install Channel for the North American region. This position will lead engagement across a customer base spanning Distributors, AVS, Custom install dealers and buying groups; with a portfolio of product categories including televisions, projectors, receivers, blu-ray and portable audio products.

The key sales focus areas include achieving growth of both sales revenue and profit within the custom install marketplace, forecasting KPI’s, establishing channel strategies and developing and executing related business plans covering multiple product categories, and maintaining key executive customer relationships with focus accounts and buying groups. In addition to building and executing strategic business plans, the business development core responsibilities also include managing product launches, and translating and advocating the VOC (voice of customer) to product teams in US and Japan to influence product development as it relates to the Custom Install channel.

The Head of Sales for the Custom Install channel is also responsible for the leadership and management of dedicated account teams and trainers, which includes direct reports and resources from rep firms.

This role requires analytical and P&L capabilities including people management skills to encourage development, creativity and motivation to drive the business to new heights.

Position requirements

• BA/BS Degree in Accounting/Finance/Economics Business or related field (MBA preferred)
• Minimum of 8 years of experience in the custom install marketplace including managing sales teams and/or rep firms. In lieu of a degree, a minimum of 12 years of experience is required.
• Strong Business Acumen required – must know the marketplace and our competitors, and be proficient in analyzing and assessing financial aspects of business and implementing strategies and plans that reduce costs, enhance revenues, and improve profits
• Demonstrated proficiency in driving team to achieve sales KPIs.
• Excellent interpersonal and negotiation skills including the ability to effectively engage with customer base (including C-suite) and channel partners to understand changing business needs and priorities, and respond with solutions that result in win-win outcomes
• Strong Prioritization skills with the demonstrated ability to focus on what’s important and set related goals and objectives; and anticipate/eliminate unnecessary roadblocks
• Excellent organizational management and leadership skills, including building effective teams
• Logical, analytical and detail-oriented, along with strong proactive problem solving skills
• Must be willing and able to travel, at a minimum, of 40% of the time

Sony Electronics Inc. currently has an opportunity for a dynamic business leader in our Home Entertainment and Sound group. The Head of Sales will oversee all aspects of the sales, business management and business development for the Custom Install Channel for the North American region. This position will lead engagement across a customer base spanning Distributors, AVS, Custom install dealers and buying groups; with a portfolio of product categories including televisions, projectors, receivers, blu-ray and portable audio products.

The key sales focus areas include achieving growth of both sales revenue and profit within the custom install marketplace, forecasting KPI’s, establishing channel strategies and developing and executing related business plans covering multiple product categories, and maintaining key executive customer relationships with focus accounts and buying groups. In addition to building and executing strategic business plans, the business development core responsibilities also include managing product launches, and translating and advocating the VOC (voice of customer) to product teams in US and Japan to influence product development as it relates to the Custom Install channel.

The Head of Sales for the Custom Install channel is also responsible for the leadership and management of dedicated account teams and trainers, which includes direct reports and resources from rep firms.

This role requires analytical and P&L capabilities including people management skills to encourage development, creativity and motivation to drive the business to new heights.

Position requirements

• BA/BS Degree in Accounting/Finance/Economics Business or related field (MBA preferred)
• Minimum of 8 years of experience in the custom install marketplace including managing sales teams and/or rep firms. In lieu of a degree, a minimum of 12 years of experience is required.
• Strong Business Acumen required – must know the marketplace and our competitors, and be proficient in analyzing and assessing financial aspects of business and implementing strategies and plans that reduce costs, enhance revenues, and improve profits
• Demonstrated proficiency in driving team to achieve sales KPIs.
• Excellent interpersonal and negotiation skills including the ability to effectively engage with customer base (including C-suite) and channel partners to understand changing business needs and priorities, and respond with solutions that result in win-win outcomes
• Strong Prioritization skills with the demonstrated ability to focus on what’s important and set related goals and objectives; and anticipate/eliminate unnecessary roadblocks
• Excellent organizational management and leadership skills, including building effective teams
• Logical, analytical and detail-oriented, along with strong proactive problem solving skills
• Must be willing and able to travel, at a minimum, of 40% of the time

Sony Electronics is an Equal Opportunity Employer that values employees with a broad cross-cultural perspective. We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, citizenship status, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.

Disability Accommodation for Applicants to Sony Electronics, Inc.

Sony Electronics, Inc. provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. For reasonable accommodation requests, please contact us by email at talenthelp@am.sony.com , or you can mail your resume to: Sony Electronics, Human Resources Department, 16535 Via Esprillo, San Diego CA 92127. Please indicate the position you are applying for.