at HP Inc. in Springfield, Illinois, United States
Job Description
Applies advanced subject matter knowledge to manage staff activities in solving common and complex business/technical issues within established policies. 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. Staff members’ work may involve strategic issues. Recruits and supports development of direct staff members.
Territory will be focused on accounts that are not considered current HP customers (Acquisition Accounts). This can vary slightly by acquisition sales territory.
Responsibilities :
+ Sales coverage- Builds well targeted acquisition business plans and acquisition strategies for allocating resources and driving sales activities to achieve margin; collaborates within HP and with the field to prioritize, facilitate and direct the use of resources.
+ Account Planning- Assists in planning acquisition sales strategy.
+ Pipeline management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities.
+ Deal management.
+ Strategic acquisition sales planning & implementation- Orchestrates the development of strategic acquisition sales plans that reflect HP’s business strategy, to advance market share/penetration, and achieve profitable growth.
+ CompetitivePositioning/Strategy-Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer’s buying decisions.
+ 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.
+ 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
Education and Experience Required :
+ Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
+ Typically, 7+ years’ experience in sales, including sales management.
+ Strong coaching experience in developing employees and ensuring commitment to business goals and personal excellence.
+ Ability to translate business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control.
+ Execution- Can actively manage business plans to meet revenue goals.
+ Experience in driving key enterprise and strategic account activities – promotes vision and models executive relationship building practices.
+ Demonstrated level of project management skills.
+ University or Bachelor’s degree preferred.
Equal Opportunity Employer (EEO):
HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
