Retail & Industry Solutions Sales Manager- North Region

HP is a world-class solution company that is growing the Retail Solutions business. HP is seeking a highly qualified candidate to be the Retail and Industry Solutions: North Region End User Sales Manager. As a caretaker for End User Sales and Named Account Relationships, the Retail End User Sales Manager holds a unique and important position towards ensuring HP’s success in the market. The ideal candidate will develop and manage the End User sales team that seeks out new acquisition accounts and develops existing partners who will sell HP's Retail Solutions (Point of Sale, Digital Signage, Kiosk, Store Mobility). In addition to having end-to-end responsibility for our Specialized End User the Leader will also have responsibility for our Industry Solutions with focus on healthcare & OEM solutions and lead the entire portfolio responsibility for Canada.

Job Description:

The Retail End User Sales Manager leads the team of retail End User sales representatives who will drive new account acquisition pipeline and focus on growing our existing user base by expanding and refreshing our portfolio in these strategic accounts. The role is a quota / results driven position which will assist in the growth of HP in the Retail & Hospitality segment and carry full solution responsibility for Canada. Additionally, this Leader will drive our portfolio offer into key Adjacent Industries – Healthcare & OEM.

You will join a dedicated team of Sales Management Professionals focused on selling and driving the success of HP's Retail & Industry Solutions (POS, Digital Signage, Store Mobility Self-Service, and Kiosk) within the US & Canada. You will play a key role in leading the team that identifies, qualifies, on-boards, and develops key End User partners.

Candidates for the Retail Solutions: End User Sales Manager will have demonstrated experience in field selling to both partners and end users; developing & expanding partner relationships; creating & executing territory coverage business plans; and strong business acumen skills developed through executive relationships and interaction.  Knowledge of the End User partnership and engagement model is important to further HP relationships and better enable partners to sell HP solutions. Additionally, this candidate will have demonstrated performance to lead a team of sales representatives to consistently meet and exceed their quota objectives. 

The RIS North Region End User Sales Manager acts as a lead for acquiring net new account relationships that represent substantial revenue potential to HP. This role will develop and manage investments to further those relationships and drive higher share of wallet with targeted solutions. A strong knowledge of HP’s Retail & Industry Solutions portfolio and strategy, understanding competitor's products, partner economics, knowledge of the IT industry and current trends, being able to communicate effectively with varied audiences including partner executives and the ability to close business with partners is required.

Responsibilities include:

- Achieve revenue target for the Retail End User sales team.

- Sell HP Retail Solutions to strategic partner.

- Recruit and develop strategic retail solution partners.

- Develop and execute tactical and strategic sales plans for sales team.

- Create and manage sales funnel and forecast.

- Capture and share win/loss competitive experiences.

- Utilize HP retail and executive management team to support sales team activities.

- Be a retail subject matter expert beyond basic platform knowledge.

- Provides recommendations, direction and guidance on process improvements to the HP division.

- Work with sales team on partners of significant dollar and strategic value.

- Interfaces at all levels of the partner community.

- Significant percentage of time spent directly with the partners.

- Involvement with end customers of appropriate size via the partner.

Attributes:

Applies advanced subject matter knowledge to complex business issues, and is regarded as a subject matter expert in Retail Solutions.  Frequently contributes to the development of new ideas and methods.  Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving sales objectives.  Leads and/or provides expertise to sales teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. 

- strong organizational skills, detail oriented

- works on problems/projects of diverse complexity and scope

- exercises significant independent judgment to achieve objectives

- ability to stay focused on goals and objectives

- deep technical and ROI/TCO knowledge of product offerings

- willingness to travel - 75% / assigned territory

- ability to operate with minimal tactical direction

- self-motivated, competitive and goal oriented

- high energy drive to close business and exceed assigned sales goals

- strong presentation, sales, negotiation and influencing skills

- organized and has track record of working effectively on a team

- highly effective at qualifying sales opportunities and time management

Required Experience

- Deep experience with selling to and developing End User partners in the retail segment.

- Direct related work results in Retail Solutions; including demonstrated achievement of progressively higher quota, diversity of business customers, and higher level customer interface.

- Must have extensive sales experience selling Retail Solutions in complex environments.

- Must have successful history of building and managing highly aggressive and successful sales teams.

- Detailed knowledge of key partners types or customers on given solution.

- Typically 5-8 years of experience as referenced above.

Qualifications

Your profile

Lead a End User sales team to maximize sales of HP's Retail Solution products for the US commercial and public sector customers.

• Develop and expand key customer relationships. 

• Team with other Personal Systems Group, Enterprise and End User sales managers to achieve goals. 

• Develop and implement written region business plans to optimize retail solution sales in assigned territory while managing expenses.

• Review plan performance measures quarterly. 

• Achieve appropriate sales growth to maintain district performance of 100% of quota or greater. 

• Evaluate, review and counsel each employee on their performance as required to manage their development; complete performance reviews and performance plans on time. 

• Recruit, interview, and hire employees to meet the needs of the district. 

• Provide timely reporting, forecasting, and recommendations to management. 

• Manages and provides monthly updates to manager on funnel, forecast, key wins and team accomplishments. 

• Participate as a key member of the regional staff to achieve all targeted revenue and profit goal for the organization. 

• Take an active role in assuring customer satisfaction.  

• Manage, review and approve or deny expenditures of funds for sales and marketing activities, employee travel and equipment expenses.

• Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business Administration (MBA) or relevant experience.

• Sound knowledge of Retail Solution sales and End User Sales Management/Development.