Senior Sales Director, Americas 3D Print

Senior Sales Director, Americas 3D Print

Description -

Senior Sales Director, Americas 3D Print

This role leads a large 3D sales team across the Americas (AMS) theatre and is accountable for operational success of the area, strategic alignment with key stakeholders, and integration of activities with other major organizational functions across 3D Print (P3D). Specifically, this role is responsible for sales results for 3D hardware, services, and consumables and is fully empowered and accountable for the success of the department. This role will own of a significant number of measurable functional, operational and strategic goals or priorities, including sell in, sell out, channel inventory, revenue, controllable margin, and managing contra. In addition, it will influence organizational strategy and set policies and direction. This role serves as a key advisor to executive management in influencing the strategic direction of the business.

This role reports to the Vice President of P3D Sales.

Responsibilities

• Accountable for business growth, increase HP market share and revenue and profit.

• Coordinates all HP sales activities in AMS.

• Sets quota and goals for the organization.

• Develop 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 customer accounts.

• Proactive change management.

• Coach and support sales teams and leadership in developing key and/or difficult account opportunities.

• Manages strategic account personnel.

• 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 (solution partners, Application Engineers, ISR, resellers, etc)

• Demonstrates in depth knowledge of key segments and provides external leadership to industry, community, press.

• Creates and manages resource plan including staffing of country sales team to ensure pursuit and closure of opportunities, and perpetuation the existing installed base revenue.

• 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.

Education and Experience Required

• 7+ years of sales and progressive management experience

• Significant knowledge and experience in the 3D Print industry

• Demonstrated results in growing a business or expanding a market and driving change.

• University or bachelor’s degree, advanced university or master’s degree preferred

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.

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