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 Manager. 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.
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.
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.
Deal management- Reviews deals to ensure soundness and problem-free processing by HP back-end operations; Monitors the number of deal plans, 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.
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.
Focus on strategic direction- Understands the overall HP strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
Consultative/ Contractual selling- Strategizes and coaches team on how to apply consultative/contractual 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.
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.
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.
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.
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.