HP Recruits IT Graduates

Regional Sales Leader

Job Description

A wholly owned subsidiary of Hewlett-Packard Company, HP Financial Services supports

and enhances HP’s global product and service solutions, enabling customers worldwide

to acquire complete IT solutions, including hardware, software and services.

HP Financial Services helps customers manage to the lowest total cost of ownership -

from planning and acquiring technology all the way to retiring and replacing it. We

make it easy and economical for customers to deploy world-class technology on terms

tailored to their unique needs. And we help customers manage the risk of dealing

with obsolete or unneeded IT equipment.

Desired Profile

Role Description

This position will oversee a large team of individuals in India and will carry

volume targets and other key HPFS metrics. Strategic activities including monitoring

business development and credit approvals, education and consultation with Sales

team to maintain a uniform process for the growth and development of the HPFS

organization.

And, integrated with the APJ sales team and liaising with marketing, portfolio and

service teams, you’ll ensure that we deliver the most coherent, best in class

solutions to delight our customers.

It’s essential that you have strong sales experience, and have had experience in and

exposure to leasing and financing.

Role Excellence

Strategic Planning

Translates business unit goals into actionable plans and strategies that reflect the

requirements and opportunities within area-of-control

Synthesizes input from functional resources, geography management and account

teams to assess proposed strategies for comprehensiveness & feasibility

Builds well-targeted business plans & strategies for allocating resources and

driving sales activities to achieve margin

Advocates business practices & priorities that reflect HP’s long-term business

interests & solution selling orientation

Execution

Actively manages business plans to meet revenue and volume goals/quotas and advance

the business interests of HP

Aligns tactical account plans with overall corporate ‘big picture’ strategy

Systematically tracks, measures and reports progress-to-plan using appropriately

sensitive tools, methods and processes

Effectively adapts to - and shifts priorities to accommodate - changing business

goals, requirements or opportunities

Forecast/Budget Control

Tracks & manages rolling forecasts and budgets to ensure timely and accurate roll-ups

Manages & troubleshoots aggregate, complex budgets to ensure accurate roll-ups –

monthly/quarterly/annual

Controls/contains costs & expenditures within budget/allowance parameters through

effective monitoring & creative management of cost-drivers

Ensures that upper management is appraised of business performance responsively and

as required to support business planning & decision-making

Sales Facilitation

Applies influence and organizational savvy to advance sales opportunities

externally, with clients, and internally, within HP

Capitalizes on corporate status/position to facilitate entry to potential

opportunities, generate customer interest in HP’s offerings and establish

consultative relationship

Expedites HP internal approvals and buy-in through ‘internal selling’ to key

decision-makers

Troubleshoots threats to effective selling or order fulfilment to minimize their

impact on the business

Coaching

Personally develops employee performance to ensure individual and group excellence

Provides consistent, effective coaching & feedback to teams, individuals and

reports

Models effective selling skills to ensure authenticity and effective transfer to

practice

Focuses attention on teaming and team dynamics to develop well functioning account

teams that effectively leverage individual strengths

Workforce Planning

Actively monitors, identifies and addresses sales & resource capability gaps within

area-of-control

Differentiates the sales capabilities and experience required to sell and builds

targeted career paths that capitalize on individual strengths

Anticipates new skill requirements from changing industry or market indicators

Builds & maintains aggregate workforce readiness within area of control

Sales Fundamentals

C-Level Partnering

Contributes to enduring executive relationships that establish HP’ consultative

professionalism and promote its total solution capabilities at the highest levels of

the client’s organization

� Applies understanding of C-level (CEO, CFO, CIO, COO) concerns, metrics, and

decision making to sales planning

� Ensures that proposed solutions address benefits and needs of interest to CEOs,

CFOs, and CIOs

� Ensures adequate preparation and contributions of account team members at senior- level management meetings

HP Sales Productivity Tools/Processes

Systematically applies HP sales planning & productivity tools/processes to manage work

� Uses HP sales processes, systems and sales automation tools appropriately to promote consistent, efficient and systematic sales processes — planning, price quoting/configuration, order tracking, etc.

� Uses sales tools, contacts and collateral effectively to gain customer commitment and advance the sale for HP

� Uses HP’s Customer-Driven Sales Methodology

Professional

Problem Solving

Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution

� Gathers the most critical problem-related information and uses it to assess impact on planning or milestone completion

� Synthesizes the insights of colleagues, management and other resources to accurately understand all dimensions of a proposed solution

� Identifies alternative strategies before committing to action

Continuous Improvement

Actively seeks out opportunities to improve business and operational processes/procedures

� Helps others understand their work from a process perspective

� Diagnoses and suggests business or operational process improvement

Advocates for continuous improvement of practices with management and colleagues,

Additional Skills

� Proven ability to lead, inspire and direct a large and diverse organization.

� Commands respect of a diverse audience from executives to team members.

� Experience of the Sales and Marketing functions, with emphasis on consultative

selling, channel management, partner management and business development

� Experience of the Sales and Marketing functions, with emphasis on consultative

� Strong analytics, measurement and metric orientation

� Strong influencing, communication, and presentation skills

� Executive presence, business acumen and the ability to build strong executive

relationships

� Excellent collaboration, consensus-building, teamwork and interpersonal skills,

particularly cross boundaries

� Strong customer and solutions focus

* Ability to work across and collaborate with various functions within HPFS to

achieve organisational goals and sales targets.

Experience 1 - 6 Years

Industry Type IT-Hardware & Networking

Role Regional Mgr

Functional Area Sales, BD

Location Gurgaon

Keywords Regional Sales Leader

If you meet the above mentioned criteria, apply online

click here

HP Recruits IT Graduates

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