HP. Com China Country Manager

Responsibilities:

Managing the Business of China HP.COM website to drive sales revenue and HP branding

  • Sales coverage- Builds well targeted business plans and 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 sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
  • Pipeline management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
  • Deal management- Reviews deals to ensure soundness and problem-free processing by HP back-end operations; Monitors the number of deals with TAS plan reviewed by managers.
  • Business acumen- Exhibits base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitors and improves area-of-control operations to ensure alignment with HPs business direction, the quality of business practices and optimum organization performance.
  • Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect HP's business strategy, to advance market share/penetration, and achieve profitable growth.
  • Competitive Positioning/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.

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/TSG 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; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other HP resources and encourages them to nurture relationships with client influencers and decision makers.
  • 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 10+ years experience in sales.

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