HP
Retail Account Manager
Morocco, MA - Information Technology and Services
Responsible for driving overall category growth profitability and relationship management in the assigned retail accounts, including business planning, sell-in, demand generation, category management, demand forecasting and fund management.
1. Account Relationship. Responsible for building appropriate alliances with assigned account. The sales rep is the primary face-to-face contact for the account's sales and marketing. Maintains high level of customer satisfaction by collaborating with the account and selling/negotiating win/win agreements that meet HP and Customer objectives. Understands account operations and uses resources and expertise to plan and lead excellence in driving category initiatives.
2.Category Leadership & Demand Generation. Develops and keeps fresh expertise and intimate knowledge of the industry and category within the account. Uses knowledge to act as a consultant to drive sales and growth, to make HP the preferred brand in all selling motions and to ensure alignment between HP objectives and account.
Thoroughly understands account's customer base and purchase process. Understands competitive positioning, market conditions, and financial impact of programs and solutions. Designs and plans promotional activities. Manage how HP products and services are presented to the customer.
3.Business Planning, Sell-in & Profitability (contra funding)
Jointly develops a comprehensive business plan that defines HP's and account's strategies and meets/exceeds mutual objectives. Ensure annual category plan is well documented and aligned with HP business units and assigned account.
Develops a joint business plan. Owns account sell-in process. Develops account investment strategy. Develops, monitors, and communicates category measures and account score card.
4.Operational Excellence. Jointly develops six-month sku level forecast. Manages launch and rollover account strategy.
5. Trade Marketing focus. This role will include trade marketing responsibility including leadership of HP store level sales force and ensuring excellence in in store execution in selected stores.
Qualifications
Education and Experience Required:
•University degree in Business Management or Marketing related discipline
• 5 years of selling experience within retail accounts in a complex business environment
Knowledge and Skills Required:
•Thorough understanding of the printing and personal systems industry, competing vendors, and the channel. Dimensions include competitive positioning and business models
•Thorough understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
•Thorough understanding of HP's printing and personal systems products. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections
•Effectively sells HP offerings by building strategic relationships with retail partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings
•Develops strategic plans with the partner to grow the size of the business and HP's share
•Ability to motivate partner's sales force.
•Coordinates and directs efforts across HP sales teams and across business groups
•Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members
• Demonstrated fact-based negotiation skills/experience
• Demonstrated leadership, prioritization, organization, and business planning skills.
•Acts as a trusted consultant for retail accounts
•Demonstrated set of competencies that are critical to high performing end to end retail account management (sales leadership, marketing planning, logistics and finance acumen)
•Fluency in English and local languages
No salary provided
Posted May 12, 2014 at 05:40PM from LinkedIn http://ift.tt/1gezrCR
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