Staples AGM

Management level definitions

Leads a highly strategic national partner within a multifaceted organization across Retail, commercial and online. Responsible for operational success, strategic alignment and integration of activities across the HP organization and Partner. Fully accountable for the success of the designated account and relationship an behalf of HP. Influences strategy and sets policy and direction. Owns a significant number of measurable functional, operational and strategic goals or priorities. Assumes responsibility for the successful implementation of business plans in a defined area of responsibility. Contributes to the overall strategic definition of a function with strong business acumen. Acts as a key advisor to executive management in influencing the strategic direction of the business.

Responsibilities

• Accountable for business growth, increase HP market share and revenue
• Coordinates all HP sales activities in the area-of-control.
• Sets quarterly strategy to deliver category level quota achievement.
• Develops tactics to generate new sales.
• Provides input to team on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
• Ensures optimum sales coverage through direct and partner sales resources and different routes to markets.
• Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. Implementation of master pipeline management.
• Builds lasting, consultative relationships with the Account
• Proactive change management.
• Coach and support sales teams and leadership in developing key and/or difficult account opportunities
• Builds long-term growth opportunities using the Account Business Planning process.
• Develops the consultative, solution selling capability in their organization to develop compelling business cases to differentiate and highlight the value of HP’s broad portfolio.
• Ensures resource deployment encompasses end-to-end selling support
• Engages Global Business Unit, Category and Channel teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of HP’s products, technology offerings and sales growth opportunities.
• Balances short term with long term planning and resource investment
• Demonstrates thought leadership by directing the customer’s application of technology to new business problems.
• Creates a performance driven culture that ensures HP has the best IT sales force in the industry.

Classification Guidance
The sections below help differentiate between levels to enable consistency.

Education and Experience Required

• University or Bachelor’s degree, advanced university or Master’s degree preferred.
• 5-10 years of sales and progressive management experience.
• 10-15 years of industry experience.
• Demonstrated results in growing a business or expanding a market.

Knowledge and Skills

• Strategic Sales Planning & Implementation – Provides input to the development of strategic sales plans that reflect HP’s business strategy to advance market share/penetration and achieve profitable growth.
• Budget Management & Cost Optimization – Manages within set spending parameters to protect HP’s business and sales assets, and ensures their effective engagement.
• P&L Management – Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position.
• Vertical Industry Acumen – Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning – Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management – Collaborates effectively with HP BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• C-Level Partnering – Contributes to enduring executive relationships that establish HP’ consultative professionalism and promotes its total solution capabilities at the highest levels of the client’s organization. Escalation point for customer issues.
• 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.
• Solution Selling – Approaches selling from a business solution perspective to ensure that HP products and services accurately address the client’s true business need in terms of type, scope, level.
• Business and Financial Acumen – Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP’s products/services and how the businesses work together. Understand balance sheet drivers of channel partners and balance with HP requirements.
• Change Management – Acts as an advocate for innovation and change across the organization.
• Problem Solving – Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Leadership – Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, HP and the industry.

Impact/Scope

• Responsible for industry segment or geography.
• Responsible for all go-to-market sales motions.
• Senior level interaction with CXO customers and within HP

Complexity

• Experience in managing a broad and complex portfolio of products and services.
• Managing customers across a broad industry base and/or a large geographic region.