Channel Transactional and Supplies Channel lead

hace 3 semanas

Barcelona, España HP Inc. A tiempo completo

We are looking for a Transactional and Supplies Channel Manager to join our team at SEMA to drive Sales Center business as well as transformational changes in the reseller channel. Our aim is to develop and lead Transactional and Supplies sales through the Call Center and Field Sales Forces to achieve Channel Sales objectives and specifically develop the SMB and Lower Mid-Market segments, both for hardware and supplies business units.

The candidate, who needs strong sales and business management skills, would be based in the SEMA Market organization and responsible for the Transactional hardware and Supplies channel sales, including understanding, driving and achieving/exceeding sales targets by geography and total market, leveraging the execution of centrally designed initiatives and strategies, as well as leading, together with country channel organizations, call center management and other stakeholders, long-term strategies and resource assignments to secure business results by geo, business unit and GTM.

Execution and long-term strategies include the right business planning and engagement of country transactional and supplies sales organizations, definition of resellers landscape, agents' density and loading, incentives setting, necessary trainings and specific BUs' or Alliances' activities and programs, using global tools and a strong knowledge of HP and Call Center systems and tools.

Engagement with countries and Market management includes consistent and regular reporting on planning and execution against plans, with the capability to quickly take the necessary actions to correct any potential deviation.

Responsibilities:

  • Transactional and Supplies Business Development Planning and reporting. Translates PPS and country business goals and strategy into clearly defined, actionable plans.

  • Business Execution and Country performance by GTM and BU - Drives the sales activities required to meet inside sales revenue and margin goals.

  • Sales Center

  • Enablement - Partner landscape, assignments, loading and density, trainings.

  • Transformation - Continuously seeks opportunities to improve inside selling effectiveness and contribution to HP business success.

  • Inside Sales Facilitation - Applies inside sales operational and sales experience with the Sales center to advance inside sales quota and margin.

  • Supervision and Performance Management - Assesses and manages Call center performance to ensure individual and group excellence.

  • Cross-Sales Collaboration - Actively collaborates across sales to integrate and align responsibilities where a shared quota is involved and to avoid duplication of efforts.

  • Forecasting - Tracks and manages rolling forecasts to ensure timely and accurate roll-ups.

  • Budget Control - Controls budgets to contain costs and ensure good use of HP resources.

  • Sales Process Improvement - Continuously monitors, troubleshoots, and improves sales processes to ensure alignment with business direction, the quality of business practices, optimum organizational responsiveness, and a highly motivated sales force.

  • Partner Management and Development* - Develops and drives partner/channel sales and marketing to ensure compliance to associated policies, and advance HP's go-to-market model.

  • Lower Mid-Market (RAD 0) Pipeline Management - Monitors sales funnels to ensure continuous population and movement of near- and long-term opportunities.

  • Margin Management - Advocates and builds profit margin strategies to protect the business interests of HP.

  • HP Tool and Resource Utilization - Effectively uses the tools, processes, and internal or vendor resources essential for conducting HP's business.

  • HP Businesses and Value Propositions - Represents HP knowledgeably, based on a solid understanding of HP's business direction, capabilities, and the value propositions underlying HP's portfolio

  • Supplies and Transactional programs deployment.

  • Interaction and follow-up of plans with countries transactional managers.

  • Business dashboards & analysis.

Key performance metrics:

  • Sell-thru and growth by BU, GTM, Geo.

  • Hi-margin categories p-rates by Geo, BU, GTM.

  • Reseller coverage, including activation objectives.

  • Specific programs and initiatives performance.

  • Engagement with other stakeholders.

  • Regular reporting and feedback on competition, product availability and promotional readiness.

  • Incentive plans achievements.

Education and Experience Required:

  • University degree from Bachelor or Master program.

  • Typically 5 to 8 years of experience in a related field.

Technical and Personal skills:

  • Strong knowledge of HP systems and tools (ChannelDNA, Chanaplan, PSP, Power BI, MS-Officе etc) including presentation skills.

  • Strong knowledge of HP Channel processes (SFD, target and quota settings, TCA, PFR, forecasts, game plans) and their interlock with Call Center equivalent processes.

  • Project management skills.

  • Good mix of analytical and action-oriented mindset.

  • Good communication skills within Market and on global level.

  • Results orientation and good balance of leadership and negotiation skills.

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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).

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