Retail Sales Manager

7 mesi fa

Cernusco sul Naviglio, Italia Hewlett Packard A tempo pieno

Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.

**Responsibilities**:
Managing the Business
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.
Account Planning
- Assists in planning sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
Pipeline management
- Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
Deal management
- Reviews deals to ensure soundness and problem-free processing by HP back-end operations; Monitors the number of deals with TAS plan 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.
Competitive Positioning/Strategy
- Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.

Leading & Managing Sales People

Coaching & Performance Management
- Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of individuals through selling challenges; manages performance and results of high and low performers.
Leadership
- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.
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.
Change management
- Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.

Selling as a Sales Manager

Focus on strategic direction
- Understands the overall HP/TSG strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.
C-level partnering
- Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.
Consultative selling
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.

**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 project management skills.
University or Bachelor's degree.
Typically 7+ years experience in sales.

**Knowledge and Skills**:
In addition to core selling skills:
Business Management.
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 nea

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