About the job
Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. Manages non-exempt/exempt individual contributors and/or supervisors. Has accountability for results of a major program in terms of cost, direction and people management. Provides guidance on process improvements and recommends changes in alignment with business tactics and strategy for area of responsibility. Plans, manages and monitors operational/tactical activities of Staff. Recruits and supports development of direct staff members. Manages and controls activities within a single country or a sub-region which is part of a larger geographical Region. Span of Control guidelines may differ from these numbers.
Managing the Retail Business
Sales Coverage – Develops well-targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates with the retail team to prioritize, facilitate, and direct the use of resources effectively.
Store Planning – Assists in planning retail strategy; manages internal processes to support store teams and selling activities; aligns tactical store plans with overall corporate strategy; actively develops and manages store business plans to meet revenue goals; creates plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately, and communicates sales progress; actively manages and signs off on store business plans through scheduled reviews and updates.
Inventory Management – Builds, monitors, and optimizes retail inventory to ensure continuous supply of products; manages the stock levels, assortment, and quality of products; analyzes overall sales trends and inventory turnover rates.
Promotion Management – Reviews promotions to ensure effectiveness and problem-free implementation in retail stores; monitors the number of promotions reviewed and approved by managers.
Retail Acumen – Exhibits a base level of retail, financial, and legal acumen to develop meaningful business recommendations; continuously monitors and improves retail operations to ensure alignment with the company’s business direction, the quality of retail practices, and optimum store performance.
Strategic Retail Planning & Implementation – Orchestrates the development of strategic retail plans that reflect the company’s business strategy, to advance market share/penetration and achieve profitable growth in retail outlets.
Competitive Positioning/Strategy – Uses competitive intelligence in retail planning and activities to develop counter strategies that will neutralize competitive influence on customers’ buying decisions
Leading & Managing Sales People.
Coaching & Performance Management- Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers.
Leadership- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.
People development- Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
Change management- Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.
Selling as a Sales Manager.
Focus on strategic direction- Understands the overall HP strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
C-level partnering- Contributes to enduring executive relationships at the client’s organization; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.
Consultative selling- Strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP;
Industry and client knowledge- Stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates the knowledge to position and map HP capabilities that align to client business objectives and initiatives.
Education And Experience Required
Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
Demonstrated level of project management skills.
University or Bachelor’s degree.
Typically 7+ years experience in sales.
Knowledge And Skills
In addition to core selling skills:
Strategic Planning- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.
Execution- Actively manages business plans to meet revenue goals/quotes and advance the business interests of HP. Determines if an opportunity is profitable for the company.
Forecast/Budget Control- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
Operations Building/Improvement- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with HP’s business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.
Resource Brokering/Allocation- Collaborates across HP within the field to access, facilitate and direct the use of resources needed for effective selling.
Attract and hire top talent.
Workforce Management & Development.
Supervision- Assesses and manages employee performance to ensure individual and group excellence Builds individual and group commitment to business goals and personal excellence.
Coaching- Personally develops employee performance to ensure individual and group excellence. Coaches and develops sales personnel in such activities as solution selling or relationship building. Reviews, brainstorms, validates, and troubleshoots selling strategies for individuals & account teams.
Skill Development/Enhancement- Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
Youre out to reimagine and reinvent whats possiblein your career as well as the world around you.
So are we. We love taking on tough challenges, disrupting the status quo, and creating whats next. Were in search of talented people who are inspired by big challenges, driven to learn and grow, and dedicated to making a meaningful difference.
HP is a technology company that operates in more than 170 countries around the world united in creating technology that makes life better for everyone, everywhere.
Our history: HPs commitment to diversity, equity and inclusion it’s just who we are.
From the boardroom to factory floor, we create a culture where everyone is respected and where people can be themselves, while being a part of something bigger than themselves. We celebrate the notion that you can belong at HP and bring your authentic self to work each and every day. When you do that, youre more innovative and that helps grow our bottom line. Come to HP and thrive!