(Senior) Director, Inside Sales

(Senior) Director, Inside Sales

Description -

Job Summary

As Sales Director for HP Store, you will lead the Sales & Contact Center for HP Store Americas, a dynamic and multifaceted organization responsible for $1 Billion in annual revenue. You will be responsible for leading the salesforce within the organization. Responsible for operational success, strategic alignment and integration of activities with other major organizational functions (i.e. Category, Operations, Demand Generation, Content). Fully accountable for the success of the designated sales department. Influences strategy and sets policy and direction. Owns a significant number of measurable functional, operational and strategic goals or priorities. Assumes responsibility for the successful implementation of business plans for the Sales & Contact Center. Contributes to the overall strategic definition of the sales function with strong business acumen. Acts as a key advisor to executive management in influencing the strategic direction of the Digital Direct business. Will report directly to the SVP of HP Store Americas.

Responsibilities:

• Provides strategic leadership to the inside sales team, including managers and individual contributors, and ensures sales targets are met and/or exceeded.
• Develops and executes the inside sales strategy setting clear sales targets and performance metrics for the team in alignment with the overall organization's sales and revenue goals.
• Leverages insights from the sales data analysis to identify improvement areas and pursue growth opportunities for successful sales efforts.
• Oversees the budget for the inside sales team, making strategic decisions regarding expenditures, resource allocation, and cost management.
• Identifies and negotiates strategic partnerships or alliances that can enhance the organization's market position and offerings.
• Handles escalated customer issues and concerns satisfactorily fostering strong customer relationships while ensuring excellent customer service and satisfaction to promote repeat business.
• Implements best practices, sales automation tools, and technology solutions to streamline operations and enhance efficiency.
• Develops and oversees training and development programs for the inside sales team to enhance their skills and product knowledge.
• Ensures that all inside sales activities and practices comply with relevant laws, regulations, and ethical standards.

Operational Metrics:

• Enable revenue growth by increasing value-added revenue
• Decrease cost/rep
• Responsible for ensuring that the organization is selling the whole portfolio, increasing the attach rates of options and services
• Continue to drive alignment with field and other organization
• Influence and drive common processes, tools and system to increase productivity and improve customer experience
• Drive the business toward direct fulfilment
• Improve the overall sales center metrics
• Execute a pipeline review process with managers to ensure opportunities and marketing/LMG leads are moved through the sales cycle
• Drive strong cross functional executive HP alignment across various business units

Customer Metrics:

• Improve Ease of Doing Business with HP
• Grow overall market share ahead of the market growth
• Utilize partners effectively to grow the business, including adherence to Partner rules of engagement
• Financial Metrics:
• Increase the Commercial Revenue quarter to quarter
• Manage and deliver on budgetary goals
• Achieve revenue & profit (PMM) goals in all businesses

Education and Experience Required:

• University or Bachelor's degree; advanced or Master's degree preferred
• Typically 12-15+ years of directly related management experience and work results including success in achieving progressively higher quota or other sales related goals
• Achieves financial results within a business at country level
• Managed both an Outbound and Inbound Inside Sales organization
• Demonstrated level of project management skills
• Additional specialized knowledge in breadth and/or depth

Knowledge and Skills:

• Account Management
• Business Development
• Business To Business
• Catering Sales
• Cold Calling
• Customer Relationship Management
• Inside Sales
• Inside Sales Management
• Key Performance Indicators (KPIs)
• Lead Generation
• Marketing
• Sales Development
• Sales Management
• Sales Process Sales Prospecting
• Sales Strategy
• Salesforce
• Selling Techniques
• Software As A Service (SaaS)
• Value Propositions
• Strong