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title: and the channel, competition and drvie corrcetive action where needed through distributors
engage with potential new niche distributors for value and sbso busniess
escalation management across all management levels
prepare and manage quarterly management reviews
education and experience:
university or bachelor degree; advance degree or master preferred
typically 10 years selilng-experience at end-user account or parnter/distributor level - distrbiution experience preferred
experience as successful account/busniess manager, competing vendors, selling to cxo and decision-maker level
knowledge and skills:
deep understanding of the it industry.especially in hp value busniess (workstations, thin clients, attach & services)
monitor hp's relative performance in the market vs, plan andcoordination of forecasting across distributors
develop and drive strategic inititaives with distributors.this includes managing and improving the overall strategic relationship with these distiributors and driving a positive hp spirit within the distributors.distribution saels specialist (f/m)
location: germany-boeblingen
other locations:
this role is part of the hp psg (personal systems group) oranization.
the distribution sales specialist (f/m), as part of the distribution and value sales team, is responsible for all psg commercial and consumer sales towards the assigned distributors. the psg channel sales team owns all pc sales through commercial and retail partner in germany, primarily towards smb (small and medium busniess) and consumer endcustomers.
the primary tasks of a distribution sales specialists (f/m) are:
position and implement hp strategy for the pc business
agree on common (short term long term) business plan and implement plan with distributors
manage inventory/wos, drive actoins especially on aged inventory
manage order taking in line with business plan
develop and grow proftiable cdp attneded partner business to sbso end custmoers
deifne and exeucte markteing actiivties and sales prorgams in line with business plan/roi requierments
in time and accruate repotring and business planning of all necessary key figrues to drive psg distribution business
forceast selling and wos proacitvely take corrective actions in case of devitaions vs. key prorgams & initiatives, sofwtare, structure and business model
know how in hp's products, partner segmentation, and alignment with hp gbu go-to-market strategies, especially in psg product portfolio, dimensions include competitive positioning and business models
deep understanding of hp's organization & operations, and services, including key business rules.principles and decision makers; aligning partner and hp processes; and promoting hp programs and offerings
ability to develop strategic plans with the partner to grow the size of the business and hp's share
partners effectively with others in the account to ensure coordinated efficient account management
ability to manage distribution sales tasks and to plan and drive business in a structured way
ability to motivate partner's sales force
ability to coordinate and direct efforts across hp sales teams
critical competencies to drive business results:
distributor business development
expands distributor business to advance hp's mindshare and partner's value-add
distributor selling support
contributes the support essential for successfully pursuing and winning customer-facing opportunities for the distributor and hp
distributor relationship building
develops enduring distributor business relationships based on trust, business & offers, able to communicate the strengths of hp's offerings relative to competition, professionalism, organizational collaboration, and overcome objections
effectively sells hp offerings by building strategic relationships with partner senior management, and responsive support in line with hp's standards of business conduct
distributor business intelligence
develops a solid knowledge of distributors as the cornerstone of a mutually beneficial hp/distributor business relationship
account management effectiveness
account planning and margin management
sales effectiveness fundamentals
hp tools & resource utilization.

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