HP
Global Sales Development Manager
Greater New York City Area, US - Financial Services
Summary Description:
The Global Sales Development Manager will play an active role within the Global Sales Council, which consists of the Sales Leaders from the Americas, EMEA and APJ Regions. The role will focus on areas of the business that have a direct impact on the global sales force, such as Sales Training, Account Planning, Sales Tool development and Sales Recognition.
Responsibilities:
- Global Sales Council (GSC)
- Support the GSC governance and prioritization of sales initiatives
- Organize and schedule content and agenda of the GSC meetings
- Support and co-develop the strategies for improving the effectiveness of the global sales force and ensure GSC alignment to the company strategies
- Support the GSC in driving a consultative sales approach/methodology that differentiates HPFS from its competitors while positioning HPFS sales as a trusted advisor to the HP sales teams and end-user customer
- Support the GSC in enhancing/developing sales recognition and reward programs to ensure that top talent are recognized for exceptional performance and kept motivated
- Leveraging a consultative approach identify best practices in the areas of improvement to processes and sales tool. Implement solutions across the global sales force
- Participate in the selection process of new hires where appropriate
- Develop and enhance sales processes that align with HP and are supporting our sales force in delivering a positive customer experience - Ultimately integrated and driven by our CRM platform (SFDC)
- Responsible for launching several annual surveys
- HP Sales satisfaction survey - Includes promoting results with the regions and determining the course of action
- HPFS Sales Time Spent Survey – measuring selling time of the sales force to help identify areas of improvement
- Strategic initiatives
- Sales Training & Development – Build curriculum aligned to each of the various roles within the sales organization - Including the Direct sales, Outsourcing Services sales and TVS Sales
- Continuous refinement of the Account Business Planning processes and tools that ensure HPFS alignment to HP top accounts
- Pipeline management and forecasting process improvements and integration into the CRM platform(SFDC)
- Support the annual Sales Incentive Design Process for all sales compensation plans
- HPFS Field Advisory Board (FAB)
- Coordinate and drive the meeting agendas, membership and priorities
- Support the FAB by coordinating company resources to align with priorities and delivering timely solutions
- Develop, monitor and actively promote an HPFS sales community that fosters sharing of best practices across the WW sales force on a peer to peer basis
- Sales Development
- Work with the GSC & L&D to assess skills and competencies of the sales force and develop a learning culture to address knowledge gaps in the sales people/manager roles
- Develop, Role Development Plans (RDP) for sales roles across the business
- Work with the GSC to develop, communicate, promote and project manage all sales development initiatives
- Work closely with Learning & Development (L&D) to develop, implement and evaluate sales training programs required to strengthen sales skills and competencies
- Actively participate in the rollouts of sales training and leverage learning’s to improve the effectiveness of the training program in a real time manner
- Sales Force Automation (Tools)
- Working with GSC/GMC/CDC support the evolution of various sales tools required to support the global sales force in being more responsive to our customers
- Examples: Pricing tools, CRM/Salesforce.com, HP Connections, TCO Tool, Customer Portal, etc.
Alignment
• Global Sales Council (GSC)
• Global Sales & GTM Council
• Global Marketing Council
• Global Customer Delivery Council
• HP Learning & Development (L&D)
Qualifications
Competencies:
- Solution selling in med/large accounts
- Proficient with the full Microsoft Office suites
- Competent in project management and meeting facilitation
- Capable of executing on strategies and business plans
- Sound business judgment
- Ability to multi-task
- Ability to inform and influence business decisions
- Ability to build strong working relationships across all areas of the business
- Strong interpersonal skills – strong written/oral communications and presentation skills. Ability to give and receive feedback.
- Strong leadership skills – ability to drive globally dispersed teams towards consensus
- Strong knowledge of all HP Financial Services capabilities
- Working knowledge of HP organization and strategies
- Understanding of the current trends and issues in the IT industry and how to relate HP Financial Services capabilities to those
- Strong understanding of customer financial statements and implications that arise from them
Experience:
- 5+ years sales experience, selling to major accounts, achieving and exceeding revenue targets
- Previous leasing sales experience
- Demonstrated ability to develop and maintain executive relationships within HPFS and HP
- College degree required, post graduate degree a plus
- Demonstrated ability to develop a strategic account business plan and to work with that plan
- Ability to manage virtual teams across multiple time zones
- Ability to appreciate different points of view and remain an effective motivator and facilitator
Strong influencing & negotiating skills
Global orientation and reasonable business judgment
Effective organizational, time management, prioritization, follow-up and execution skills
Ability to travel (approx. 20 – 25%)
No salary provided
Posted July 06, 2014 at 09:00PM from LinkedIn http://ift.tt/1vOngy0
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