Commercial District Manager

Commercial District Manager<p></p><p><b>Description -</b></p><p>Applies expert subject matter knowledge to manage staff activities in solving most complex business/technical issues within established policies. Manages activities of non-exempt/exempt individual contributors. Has accountability for a large multi-department area(s) or location(s) with significant impact on business unit results and organizational strategy. Acts as a key advisor to senior management on the development of overall policies and long-term goals of the organization. Plans, manages and monitors high-end operational/tactical activities of Staff. Staff members' primary focus is on either high-end tactical or broad strategic issues or a combination of both. Recruits and supports development of direct staff members. Position typically reports to Director or above.<br/><br/>Additional Guidance/Criteria:</p><ul><li>Directs and controls activities within a sub-region or Region.</li><li>Typically manages 10 or more direct reports. Span of Control guidelines may differ from these numbers.</li></ul><p></p><p></p><p><b><i>Responsibilities: </i></b><br/><b><i>Managing the Business</i></b></p><ul><li><b>Sales coverage</b>- Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates within HP and with the field to prioritize, facilitate and direct the use of resources.</li><li><b>Account Planning</b>- 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 <span>strategies/requirements</span> 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.</li><li><b>Pipeline management</b>- Builds, 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.</li><li><b>Deal management</b>- Reviews deals to ensure soundness and problem-free processing by HP back-end operations; Monitors the number of deals with VAS (Value Added Selling) plan reviewed by managers.</li><li><b>Business acumen</b>- 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.</li><li><b>Strategic sales planning &amp; implementation</b>- Orchestrates the development of strategic sales plans that reflect HP's business strategy, to advance market share/penetration, and achieve profitable growth.</li><li><b>Competitive Positioning/Strategy</b>- Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.</li></ul><p></p><p><br/><b><i>Leading &amp; Managing Sales People</i></b></p><p></p><ul><li><b>Coaching &amp; Performance Management</b>- Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of individuals through selling challenges; manages performance and results of high and low performers.</li><li><b>Leadership</b>- Models effective selling skills; motivates and supports sales teams in selling; demonstrates a high level of support in the pursuit and closing of deals.</li><li><b>People development</b>- Nurtures and advances the talent required to maintain HP sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.</li><li><b>Change management</b>- Ability to work through an environment of change and effectively lead a sales team through transitions beyond their control.</li></ul><p></p><p><br/><b><i>Selling as a Sales Manager</i></b></p><p></p><ul><li><b>Focus on strategic direction</b>- Understands the overall HP strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.</li><li><b>C-level partnering</b>- Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.</li><li><b>Consultative selling</b>- Strategizes and coaches team on how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profi