A dynamic and senior leader who will be responsible for delivering Personal Systems business results - growth across Revenue / OP / Market Share across Commercial and Consumer segments.
Role Overview
Developing and leading a team to exceed revenue targets, increase customer and partner satisfaction and winning new business from competitors, as well as achieve/exceed metrics established on the Personal Systems Scorecard.
Developing and implementing strategy to step-change Personal Systems business in terms of growth rate and profitability will be an extremely critical part of the role.
Opportunity creation and development, pipeline management, coaching and inspection of opportunities and providing guidance to the sales force is a priority.
Balanced day-to-day focus between driving mid- to long-term strategic initiatives and achieving quarterly business results.
Modeling and guiding sales force attributes, behaviors and process that contribute to increased customer satisfaction levels makes this a critical customer facing role.
Primary Position Responsibilities
Strategy:
Own the product / category business for HPI India – the largest IT hardware business in India
Define and execute strategy for Personal Systems in India - make considered changes to drive revenue and profit acceleration
Provide leadership to the product / category account management team
Managing Business Unit with special skills on Product Category Management, P&L Management, Team Management
Formulate 360-degree approach, including defining and enabling functional requirements (marketing, pricing, supply chain, customer service, etc.), to win in Mid-Market (SMB)
Strategic Business focus including design, management & execution of products, marketing & go to market.
Devise strategy to grow displays, accessories and services business multiple fold
Revenue:
Responsible for Product Category Management, P&L Management, Team Management
Responsible across commercial and consumer business - for personal systems
Discover market opportunities and build new revenue streams with wholesalers, creating new partners and scaling the business
Profitability:
Prioritize high-value product lines
Drive optimal premium mix
Provide inputs on compensation policy to region and worldwide
Maximize revenue within assigned contra, ensure target achievements by partners
Business Linearity:
Align and deliver on country financial and market share commits - monthly and quarterly
Own the channel sales forecasting process
Formulate business continuity plans when required
Business Relationships:
Manage C-level relationships with all wholesalers, interacting with CXO’s and leaders of the partner and customer organizations
Drive partner experience, collaborate to improve processes and efficiency
Customer Experience:
Define customer service experience requirements for various customer segments and work with functional leaders to ensure delivery of the same
Work with Retail team to ensure differentiated customer buying experience and OMNI-channel model execution
Enhance coverage & efficiency:
Ensure availability of material required for sell-thru at all locations
Lead marketing initiatives with T1 including sales manpower coverage
New initiatives to reduce cost to serve
Additional information
Are you a high-performer? We are looking for an individual with:
15 + years of managing high end Product sales and marketing team, including extensive demonstrated experience in deal structuring, process and negotiation (internal and external)
Strong leadership skills and experience, enterprise business sector experience is beneficial
Good knowledge of HP and competitive product / solution offerings, strategies and licensing programs
Outstanding oral and written communication, organizational leadership, analytical, creative, and collaborative skills
Bachelor’s degree from an accredited university , MBA (preferred)
Ability to travel 20 to 30% time.
Commercial acumen and basic understanding of commercial terms of business like taxation, etc., and the impact on business to be able to optimize our distribution operations.
To be successful you need:
Strong strategic thinking, open-mindedness and thought process that showcase the capability to perform a variety of complex tasks.
Executive presence to be able to interact and deal with CXO’s in organizations.
Ability to deal with and simplify large scale complexities with a straight-forward approach and sound decision-making process.
Exceptional influencing and collaborative skills that can be effectively leveraged across all levels of the organization to get things done.
Expertise in inventory control and order fulfillment standards and metrics.
Strong leadership skills, to lead a high performing team and building a pipeline of business leaders
Excellent interpersonal and communications skills.
Strong planning and organizational skills.
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