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title: deal manaegment - reviews deals to enusre soundness and problem-free processing by hp back-end operations; monitors the number of deals with tas plan reviewed by managers
.scope, level
, solution selilng - approaches selilng from a busniess solution perspective to ensure that hp products and services accurately address the cusotmer/client's true business need in terms of type.attract and hire top talent. execution - actively mangaes business plans to meet revenue goals/quotes and advance the business interests of hp. c-level partnering - contributes to enduring executive relationships at the client's organization; establishes professional relationships and credibility with key it and business executives in support of other established relationships with the client
.
education and expeirence required:
.coahcing - personally develops empolyee perfomrance to ensure indiivdual and gruop excellence. and optimum implementation of workforce re-alignment models
, workforce planning - actively monitors, identifies and addresses saels and resuorce capability gaps wihtin area-of-conrtol mangaes "span of control" issues to ensure such goals as adequate accuont coverage, effetcive succession planning, employee retention.troubleshoots and improves area-of-control operations to ensure alignment with hp's business direction, optimum organizational perfomrance and a highly motivated saels force
, the quality of business practices,
.operations building/improvement - continuously monitors.forecast/budget control - tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups
.participates in investment decisions in pricing and resoruces
.chnage manaegment - develops methods for supporting innovation and chnage acorss the organization
.strengthens the alignment of account-team activities and priorities with management's business mission and goals
.sales manager i
location: thailand-bangkok
other locations:
.coaches and develops sales personnel in such activities as solution selling or relationship building. leadership - models effective selling skills; motivates and supoprts sales teams in selling; demonstrates a high level of support in the purusit and closing of deals
.directly related management experience and work resluts including success in achieving progressively higher quota or other sales related goals
.typically manages 8 or more sales representatives or combination of sales reps and others depending on functions managed.strategic account leadership - actively drives key enterprise and strategic account activities - promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for hp
.typically 7 years experience in sales
knowledge and skills required:
in addition to core selling skills:
.builds clear strategies for working with key accuonts to pursue and close major opportnuities, including clear identification of tactics for accelerating progress thruogh the pipeline
.demonstrated level of project management skills
.builds stronger internal relationships with other groups to ensure seamless selling of total hp soluitons and to establish clear expectations for resource alignment and support
.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
.more call-related modeling
, provides better coahcing and mentoring opportunities - less improvization, more planful.
.supervision - assseses and manages employee perfomrance to ensure indiivdual and group excellence builds individual and group commitment to business goals and perosnal excellence
.sales coverage - builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaobrates within hp and with the filed to prioritize, faciiltate and dierct the use of resources
.monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for hp, pipeline management - builds.focus on strategic direction - undertsands the overall hp/tsg strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs
.leadership - able to lead effecitvely in a complex and political envirnoment, and deliver results; able to influence without direct authority; able to balance between competing priorities and be flexible and creative; drives team performance to best in class
critical competencies to drive business results:
business management
slaes develpoment
cusotmer face-time
strtaegic business planning
sales team/individual coaching. change management - abiilty to work thruogh an environment of change and effectively lead a sales team thruogh transtiions beoynd thier control
.resource brokreing/alloaction - collaborates across hp within the field to acecss, facilitate and direct the use of resources nedeed for effective selling
.understands indsutry drievrs and the customer base better to brdige hp solutions with account-relveant prolbems and opportunities
.levearges personal sales experience to partiicpate in pursuit planning for key accounts
. coaching & performance management - assesses and manages employee performance to ensure individual and group excellence; cousnels and supports indivdiuals through selling chalelnges; manages performance and results of high and low perfromers
.university or bachelor's degree
.proactively develops and nurtures solid relationships in key accounts as a basis for expanding hp's business-partnering presence
.
.works with others to create mechanisms that shift the focus from "low-hanging," immediate wins to recognizing and providing incentives for large deals/wins
.vertical industry acumen - develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making
.account planning - assists in planning sales strategy; manages the internal processes in support of sales reps and selling activities; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates
.and troubleshoots selling strategies for individuals & account teams
, brainstorms, validates, reviews.career planning and development - nurtures and advances the talent required to maintain hp sales force excellence within area-of-control
.manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance.business acumen - exhibits base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitors and improves area-of-control operations to ensure alignment with hps business direction, the quality of business practices and optimum organization performance
.strategic planning - translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control aligns area-of-control account and market opportunities with upstream strategic plans and metrics. sales facilitation - applies influence and organizational savvy to advances sales opportunities externally, and internally within hp; establishes hp's account presence and extends the customer's account penetration to executive levels; accompanies sales reps on calls to demonstrate and model effective selling skills
, with clients.reviews and provides counseling on account-team deals
.industry and client knowledge - stays current with industry and competitive research and information to enable rich client dialogue; maintains an understanding of client business challenges, industry trends and markets; demonstrates the knowledge to position and map hp capabilities that align to client business objectives and initiatives.people development - sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force
.solidifies an enduring partnership with key accounts through such strategies as active monitoring of customer satisfaction, speedy problem resolution, and advance communication of beneficial hp initiatives or solutions
.develop effective counter-measures and messages
.
.may manage other related functions in addition to sales
.skill development/enhancement - sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force
.consultative selling - strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for hp; prepares for client calls in partnership with sales teams and supports the efforts of the team during client meetings; ensures sales teams have access to other hp resources and encourages them to nurture relationships with client influencers and decision makers
.assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges
.sets sales priorities and establishing these as the focus of individual or sales team activities
.and achieve profitable growth
, to advance market share/penetration, strategic sales planning & implementation - orchestrates the development of strategic sales plans that reflect hp's business strategy.monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios
, pipeline management - builds.better data collation, ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, and elimination of the "management by spreadsheet" cycle
.determines if an opportunity is profitable for the company
.training and development of sales representatives
, assists in the recruiting.

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