Channel Retail Sales Specialist (36)

Channel Retail Sales Specialist

The Retail Channel Sales Rep will recruit incremental new Retail Solution partners and develop existing partners for HP. Engaged in developing new partner business you will define and implement sales strategies and plans that will outperform quota and deliver net profit. The role is a quota results driven position which will assist in the growth of HP in the Retail Solutions segment.

You will join a dedicated team of Sales Management Professionals focused on selling and driving the success of HP's Retail Solutions (POS, Digital Signage, Store Mobility and Kiosk) within the US. You will play a key role in leading the selected US region to identify, qualify, on-board, and develops key retail channel partners.

Responsibilities include:

• Achieve revenue target for the Retail Channel sales team.
• Sell HP Retail Solutions to strategic partner.
• Recruit and develop strategic retail solution partners.
• Develop and execute tactical and strategic sales plans for their respective sales region.
• Create and manage sales funnel and forecast.
• Capture and share win/loss competitive experiences.
• Utilize HP retail and executive management team to support sales team activities.
• Be a retail subject matter expert beyond basic platform knowledge.
• Provides recommendations, direction and guidance on process improvements to the HP division.
• Work with sales team on partners of significant dollar and strategic value.
• Interfaces at all levels of the partner community.
• Significant percentage of time spent directly with the partners.
• Involvement with end customers of appropriate size via the partner.

Attributes:

• Applies advanced subject matter knowledge to complex business issues, and is regarded as a subject matter expert in Retail Solutions.
• Strong organizational skills, detail oriented
• Works on problems/projects of diverse complexity and scope
• Exercises significant independent judgment to achieve objectives
• Ability to stay focused on goals and objectives
• Deep technical and ROI/TCO knowledge of product offerings
• Willingness to travel - 75% / assigned territory
• Ability to operate with minimal tactical direction
• Self-motivated, competitive and goal oriented
• High energy drive to close business and exceed assigned sales goals
• Strong presentation, sales, negotiation and influencing skills
• Organized and has track record of working effectively on a team
• Highly effective at qualifying sales opportunities and time management

Required Experience:

• Deep experience with selling to and developing channel partners in the retail segment.
• Direct related work results in Retail Solutions; including demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Must have extensive sales experience selling Retail Solutions in complex environments.
• Must have successful history of building and managing a large territory of Retail Partners and drive mutually rewarding business outcomes.
• Detailed knowledge of key partners types or customers on given solution.
• Typically 3-5 years of experience as referenced above.

Qualifications:

Lead a channel sales region to maximize sales of HP's Retail Solution products for the US commercial and public sector customers.

• Develop and expand key customer relationships.
• Team with other Personal Systems Group, Enterprise and Channel sales managers to achieve goals.
• Develop and implement written region business plans to optimize retail solution sales in assigned territory while managing expenses.
• Review plan performance measures quarterly.
• Achieve appropriate sales growth to maintain district performance of 100% of quota or greater.
• Evaluate, review and counsel each employee on their performance as required to manage their development; complete performance reviews and performance plans on time.
• Recruit, interview, and hire employees to meet the needs of the district.
• Provide timely reporting, forecasting, and recommendations to management.
• Manages and provides monthly updates to manager on funnel, forecast, key wins and team accomplishments.
• Participate as a key member of the regional staff to achieve all targeted revenue and profit goal for the organization.
• Take an active role in assuring customer satisfaction.
• Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business Administration (MBA) or relevant experience.
• Sound knowledge of Retail Solution sales and Channel Sales Management/Development.

Salary:

The on-target earnings (OTE) range for this role is $180,500 to $220,000 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America 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)

Job - Sales

Schedule - Full time

Shift - No shift premium (United States of America)

Travel - 75%

Relocation - No

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).