HP
Server's Business Unit Manager
Turkey, TR - Information Technology and Services
Responsibilities:
• Typically manages a group of 8-10 direct reports
• Sales coverage:
o Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin
o Collaborates within HP and with the field to prioritize, facilitate and direct the use of resources
• Account Planning:
o Assists in planning sales strategy;
o Manages the internal processes in support of sales reps and selling activities;
o Aligns tactical account plans with overall corporate strategy;
o Actively develops and manages geography business plans to meet revenue goals/quotas;
o Develops robust, comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately and communicating sales progress;
o Actively manages and signs off on account business plans through scheduled reviews and updates
• Deal management:
o Critically assesses deals to ensure soundness and problem-free processing by HP back-end operations;
o Monitors the number of deals with TAS plan reviewed by managers
• 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
• Leadership:
o Models effective selling skills;
o Motivates and supports sales teams in selling;
o Demonstrates a high level of support in the pursuit and closing of deals
• People development:
o Nurtures and advances the talent required to maintain HP sales force excellence within area of control;
o Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force
• Focus on strategic direction: Understands the overall HP/EG strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs
• C-level partnering:
o Contributes to enduring executive relationships at the highest levels of the client's organization;
o Personally interacts with executives;
o Establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client
• Consultative selling:
o 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;
o Prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings;
o Ensures sales teams have access to other HP resources and encourages them to nurture relationships with client influencers and decision makers
• Owns full P&L or contribution margin for Servers business in Turkey
Qualifications
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 sales management skills
• Bachelor's degree from a reputable university; Master's degree preferred
• Typically 8+ years experience in sales
• 3+ yrs. management experience
No salary provided
Posted July 22, 2014 at 11:20AM from LinkedIn http://ift.tt/1rmRYiH
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