NA DesignJet Contractual Channel PBM

Description -

Job Summary
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities

● Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates. 

● Extensive time working with and leveraging external partners to deliver solution sale. 

● Significant percentage of time spent directly with partners and customer; interfaces with all levels; highly diverse set of functions and buyers; focus on C-level / management level. 

● Develops business plan in conjunction with partners. 

● Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP. 

● Maintains high-level of partner loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports. Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin. 

● Enters all opportunities in pipeline tool and updates them weekly. Recommends and implements industry leading pipeline management practices. 

● Ability to implement margin recovery activities/strategies. 

● Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams. 

● Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Volume Direct or Indirect)

Education & Experience Recommended

● University or Bachelor's degree. 

● Detailed knowledge of key the wide-format printing industry, products, verticals, applications, and Contractual RTM partners.  

● Viewed as wide-format printing expert within the company; sought out by other Sales Representatives and/or first level managers for input.

● Typically, 5-8+ years of customer, partner, and wide-format printing experience

Knowledge & Skills

● Has good leadership skills and cross functional expertise. 

● Must have good time management skills. 

● Broad understanding of the partner's and customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market. 

● Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale. 

● Hi level customer management relationship building, working at management and executive level in lines of business.  

● Partner organization intelligence aligned with partner management skills. 

● Advanced sales negotiation, and deal closing skills.

● Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results. 

● Expertise in managing end-to-end sales processes in large deals. 

● Relevant knowledge of our Contractual partners; keeps abreast of trends and lead discussions C-level / senior leadership on strategic directions and linking discussions. 

● Knowledge of HP's breadth of solutions and engages specialist resources as needed. 

● Ability to understand the customer's business issues and translate to HP solutions. 

● Ability to prioritize and drive strategic sales activity on a complex solution basis. 

● Excels in competitive selling skills. 

Cross-Org Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope
• Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity
• Responds to moderately complex issues within established guidelines.

Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

The on-target earnings (OTE) range for this role is $133,000 to $204,800 annually, with a 60/40 (salary/incentive) mix. There may be additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only).  Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 
  • 4-12 weeks fully paid parental leave based on tenure
  • 13 paid holidays
  • Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement