Sales Manager Label and Packaging

Business Environment

At HP, we believe in the power of ideas. We use ideas to put technology to work for everyone. And we believe that ideas thrive best in a culture of teamwork. That is why everyone - at every level in every function, is encouraged to have original ideas, to express them and to share them. We trust anything can be achieved if you really believe in it, and we will invest in your ideas to change lives and the way people work. This vision is what sets us apart as a company. At HP we work across borders, and without limits. Global virtual teams share resources and pool their big ideas to solve business issues and meet personal goals. Everyone is valued for the unique skills, experiences and perspective they bring. That's how we work at HP. And this is how ideas and people grow.

HP is a proven leader in personal systems and printing, delivering innovations that empower people to create, interact, and inspire like never before. We leverage our strong financial position to extend our leadership in traditional markets and invest in exciting new technologies.

HP has an impressive portfolio and strong innovation pipeline across areas such as:

Blended reality technology - our unique Sprout by HP will change the way people do things

  • 3D printing
  • Multi-function printing, Ink in the office
  • Tablets, Phablets, notebooks, mobile workstations

We're looking for visionaries who are ready to make an impact on the way the world works. At HP, the future's yours to create!

Job Description

  • Manage and lead the team of Label sales account managers of territories that cover the United States and Canada
  • Develop and implement new segment strategies and execute 2017 business goals
  • Enhance and expand the infrastructure for the Label market
  • Develop business funnel and conversion of existing funnel
  • 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
  • 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 sales opportunities externally, with clients, and internally within HP; Establishes HP's account presence and extends the customer's account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills
  • Strategic Account Leadership - Actively drives key enterprise and strategic account activities - promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for HP
  • Attract and hire top talent.
  • Supervision - Assesses and manages employee performance to ensure individual and group excellence Builds individual and group commitment to business goals and personal excellence
  • Coaching - Personally develops employee performance to ensure individual and group excellence. Coaches and develops sales personnel in such activities as solution selling or relationship building. Reviews, brainstorms, validates, and troubleshoots selling strategies for individuals & account teams
  • Skill Development/Enhancement - Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force
  • Workforce Planning - Actively monitors, identifies and addresses sales and resource capability gaps within area-of-control
  • Manages "span of control" issues to ensure such goals as adequate account coverage, employee retention, effective succession planning, and optimum implementation of workforce re-alignment models
  • Career Planning and Development - Nurtures and advances the talent required to maintain HP sales force excellence within area-of-control
  • Proactively develops and nurtures solid relationships in key accounts as a basis for expanding HP's business-partnering presence
  • Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial HP initiatives or solutions
  • 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
  • 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

Education Required

University Bachelor Degree or Equivalent Experience

Knowledge and Skills Required

  • Vast sales management experience in the Graphic Arts market and specifically Label and Packaging environments
  • Ability to create intimate relationships with customers
  • 5 or more years proven experience in Graphic Arts
  • Proven management experience of strong diverse individuals
  • Strong business acumen
  • Track record in working in complex organizational situations, solving issues
  • Innovative and out-of-the-box thinking
  • Willingness to work hard, dig deep and get hands dirty, think fast, take calculated risks and focus on complex goals
  • 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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