Sales Manager

Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of non-exempt/exempt individual contributors (typically Expert/Master) and/or MG1s. Has accountability for a large multi-department area(s) or location(s) with significant impact on business unit results and organizational strategy. Acts as a key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages and monitors high-end operational/tactical activities of Staff. Staff members'primary focus is on either high-end tactical or broad strategic issues or a combination of both. Recruits and supports development of direct staff members. Position typically reports to Director or above.

Additional Guidance/Criteria:

  • Directs and controls activities within a sub-region or Region.
  • Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.

Responsibilities:

Managing the Business

  • 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 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- Nurtures and advances the talent required to maintain HP sales force excellence within area of control; 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 highest levels of the client's organization; personally interacts with executives; 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 breadth and depth of 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:

Business Management.

  • 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.
  • Pipeline Management- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for HP.
  • 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.

Sales Development

  • Resource Brokering/Allocation- Collaborates across HP within the field to access, facilitate and direct the use of resources needed for effective selling.
  • Sales Facilitation- Applies influence and organizational savvy to advances.

Strategic Business Planning

  • Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance.
  • Works with others to create mechanisms that shift the focus from "low- hanging," immediate wins to recognizing and providing incentives for large deals/wins.
  • Understands industry drivers and the customer base better to bridge HP solutions with account-relevant problems and opportunities.
  • Builds stronger internal relationships with other groups to ensure seamless selling of total HP solutions and to establish clear expectations for resource alignment and support.
  • Develop effective counter-measures and messages.
  • Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.

Sales Team/Individual Coaching

  • Provides better coaching and mentoring opportunities - less improvization, more planful, more call-related modeling.
  • Reviews and provides counseling on account-team deals.
  • Leverages personal sales experience to participate in pursuit planning for key accounts.
  • Strengthens the alignment of account-team activities and priorities with management's business mission and goals.
  • Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges.
  • Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the "management by spreadsheet" cycle.
  • Vertical Industry Acumen- Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making.
  • Solution Selling- Approaches selling from a business solution perspective to ensure that HP products and services accurately address the customer/client's true business need in terms of type, scope, level.
  • Change Management- Develops methods for supporting innovation and change across the organization.
  • Leadership- Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Drives team performance to best in class.

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