3D Emea Distribution Business Manager

This is a unique opportunity to join the HP Personalization and 3D Printing business and have full exposure to one of the most exciting technologies and innovative businesses at HP Inc. This role is responsible for actively contributing to Go-to-Market (GTM) activities in the region of EMEA, directly managing the distribution model (wholesalers) in the region that produces the 3D revenues in a 2-tier selling model. **We are looking for individuals that**: - Have proven sales skills - Experienced in the management of products and markets - Thrive in complexity, managing multiple key stakeholders and getting buy-ins - Possess consultative, solution development and business partnership skills - Customer Centric approach - Described as a challenger, and enjoy debating and viewing things differently to others - Passionate about new industry trends, developing new businesses and staying ahead of the game - Passionate about how 3D can transform the world **Key Responsibilities**: - Achieve monthly targets and forecast predictability for Sell In - Manage and develop distribution business and partners in region by executing agreed distribution strategy - Build and annually review a stable and effective Distribution Partner landscape, where distributors complement each other with their strategic differentiation towards regions, reseller segments and product groups - Centrally manage the relationship with C-levels / Executives - Drive strategic planning with the Account and coordinate the Quarterly Business Reviews with Top Executives - Execute Business Management Process: Monthly and quarterly Sell In/Sellout/Inventory equation, Forecasting, Order intake, Distributor compensation, Annual account planning, quarterly regional plan, Monthly distributor reviews - Ensure monthly product availability towards tier 2 channel - Collaborate with key links and other peers to maximize target achievement of Quota in EMEA - Full accountability for group performance across EMEA, including targets achievement and forecast predictability - Drive central initiatives to grow resellers’ business (credit programs, etc.) - Ensure E2E integration and alignment for T&C’s and Channel Efficiency programs, as well as exhibits management - Drive Distributor to operate more efficiently and come up with innovative ideas to allow growth of HP 3DP Business - Ensure full integration of Operations and Supply Chain for an optimized Order to Cash cycle - Work jointly with wholesalers and resellers to ensure appropriate credit solutions are in place to avoid blocking situations. - Manage value added services provided by distributors beyond basic logistic provider’s: demoing, benchmarking **Specific Tasks (examples, not limited to these)**: - Build, develop and manage productive and efficient relationships to all levels within assigned distributors and become their trusted advisor - Stable distributor landscape with focused, proactive and good quality distribution partners: as few as possible, as many as needed to keep them motivated and competitive - Successful and fluent collaboration with all key links - Work on growth initiatives - Achieve quarterly KPI’s in revenues/margin/inventory/product availability - Ensure ONE HP approach - Achieve sell-in goals - Partner, Program and Process administration running **Education & Experience Required**: - Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. - 2-4 years of work experience, preferably in category management, P&L management, or a related field or an advanced degree with little or no work experience. - Engineering and/or technical degree highly wanted but not required. - Travel required: >25% of the time (when possible) **Knowledge and Skills** - Excellent analytical thinking, analysis, and problem-solving skills - Ability to communicate abstract ideas clearly and independently manage complex project objectives - Very strong verbal and written communication skills, including negotiation, presentation, and influence - Superior group facilitation, interviewing, and influence skills - Balance of sales and structural business management behavior - Consistent, neutral, fact based - Compliant - Rigorous - Strong Team play - Effective and proactive follow-up - Leadership skills to “manage” partners sales force and facilitate all distribution related topics within HP **Impact / Scope / Complexity** - Reports to Business Category manager at Global level. - Participates and often leads cross - functional engagement teams within assigned areas of responsibility. - Presents business cases to EXEC-level and above audiences. - Creates new consulting frameworks for delivery and contributes to tools, templates, and intellectual capital - Decision-making implications extend to multiple functions and/or businesses and impact the business directly - Anticipates emerging trends that m