Inside Sales Manager

 

· Bachelors Degree Desired

· Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals

· Demonstrated level of project management skills

· Additional specialized knowledge in breadth and/or depth

 

 

· 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

· Sets sales priorities and establishing these as the focus of individual or sales team activities

· Execution - Actively manages business plans to meet revenue goals/quotes and advance the business interests of HP Determines if an opportunity is profitable for the company

· Forecast/Budget Control - Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups

· Pipeline Management - Builds, 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

· Operations Building/Improvement - Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with HP's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force Sales Development

· Resource Brokering/Allocation - Collaborates across HP within the field to access, facilitate and direct the use of resources needed for effective selling

· Sales Facilitation - Applies influence and organizational savvy to advances sales opportunities externally, with clients, 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

· 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 Workforce Management & Development

· Supervision - Assesses and manages employee performance to ensure individual and group excellence Builds individual and group commitment to business goals and personal excellence

· Coaching - Personally develops employee performance to ensure individual and group excellence

· Coaches and develops sales personnel in such activities as solution selling or relationship building Reviews, brainstorms, validates, and troubleshoots selling strategies for individuals & account teams

· Skill Development/Enhancement - Sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force

· Workforce Planning - Actively monitors, identifies and addresses sales and resource capability gaps within area-of-control Manages "span of control" issues to ensure such goals as adequate account coverage, employee retention, effective succession planning, and optimum implementation of workforce re-alignment models

· Career Planning and Development - Nurtures and advances the talent required to maintain HP sales force excellence within area-of control Customer Face-Time

· Proactively develops and nurtures solid relationships in key accounts as a basis for expanding HP's business-partnering presence

· 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

Strategic Business Planning -

· Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance

· Works with others to create mechanisms that shift the focus from "low-hanging," immediate wins to recognizing and providing incentives for large deals/wins

· Understands industry drivers and the customer base better to bridge HP solutions with account-relevant problems and opportunities

· Builds stronger internal relationships with other groups to ensure seamless selling of total HP solutions and to establish clear expectations for resource alignment and support

· develop effective counter-measures and messages

· Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline Sales Team/Individual Coaching -

· Provides better coaching and mentoring opportunities - less improvisation, more plan full, more call-related modeling

· Reviews and provides counseling on account team deals

· Leverages personal sales experience to participate in pursuit planning for key accounts

· Strengthens the alignment of account-team activities and priorities with management's business mission and goals

· Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges

· Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the "management by spreadsheet" cycle

· Vertical Industry Acumen - Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making

· Solution Selling - Approaches selling from a business solution perspective to ensure that HP products and services accurately address the customer/client's true business need in terms of type, scope, level

· Change Management - Develops methods for supporting innovation and change across the organization

· Leadership - Able to lead effectively in a complex and political environment, 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.

 

 

 

Strategic Planning

Translates business unit goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control

 

Execution

Actively manages business plans to meet revenue goals/quotas and advance the business interests of HP

 

Forecast/Budget Control

Tracks & manages rolling forecasts and budgets to ensure timely and accurate roll-ups

 

Field Collaboration

Actively collaborates with the field to integrate inside sales capabilities seamlessly and ensure effective/efficient selling practices

 

Coaching

Personally develops employee performance to ensure individual and group excellence

 

Workforce Planning

Actively monitors, identifies and addresses sales & resource capability gaps within area-of-control

 

Pipeline Management

Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities

 

HP Sales Productivity Tools/Processes

Systematically applies HP sales planning & productivity tools/processes to manage work

 

Resource Optimization

Applies partner and internal resources effectively and efficiently to advance sales opportunities

 

HP Sales Initiatives/Goals

Closely monitors HP sales initiatives and goals to ensure alignment with account planning and sales activities

 

Change Management

Develops methods for supporting innovation and change across the organization

 

Problem Solving

Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution