Zonal Manager - IT Hardware Sales

Job Description- Zonal Manager

Key Responsibilities

- Strategy & Planning : Defining Sales priorities based on Region/Country priorities, analysis and customer knowledge in the accounts. Managing resource deployment within affordability guidelines

- Sales : Managing dedicated Sales team to quota targets, including achieving direct sales objectives. Ensuring alignment and execution of Sales programs within the portfolio. Managing pipeline to guarantee forecast, linearity, predictability, & maximum margin. Driving implementation of account planning process. Building customer knowledge. Influencing implementation of TCE improvement

- Marketing: Providing input to the integrated segment marketing organization on required support. Identifying key individuals that marketing needs to touch in order to accomplish the plan. Driving programs increasing the HP portfolio sales and margin

- Management Leadership: Setting high standards of performance for the Sales team. Influencing and supporting Sales individuals to successfully execute their plans and provide timely coaching and feedback to individuals in sales teams.

Critical Competencies to Drive Business Results

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 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

Sales Development

- 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 sales opportunities externally, with clients, and internally within HP; Establishes HP’s account presence and extends the customer’s account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills

- Strategic Account Leadership – Actively drives key enterprise and strategic account activities – promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for HP

Customer Face-Time

- Proactively develops and nurtures solid CxO-level relationships in key accounts as a basis for expanding HP’s business-partnering presence

- Solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial HP initiatives or solutions

Strategic Business Planning

- 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 “lowhanging,” 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

- Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline

Sales Team/Individual Coaching

- Provides better coaching and mentoring opportunities – less improvisation, 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

Please contact freeda.mary@abcconsultants.in