Head of US Distribution Channel SalesDescription -Vice President, U.S. Distribution Channel SalesThe Company We are a technology company born of the belief that companies should do more than just make a profit. They should make the world a better place.Our efforts in climate action, human rights, and digital equity prove that we are doing everything in our power to make it so.With over 80 years of actions that prove our intentions, we have the confidence to envision a world where innovation drives extraordinary contributions to humanity.And our technology – a product and service portfolio of personal systems, printers, and 3D printing solutions – was created to inspire this meaningful progress.We know that thoughtful ideas can come from anyone, anywhere, at any time.And all it takes is one to change the world.Who we areWe are the leading printing and personal systems technology company in the world, and we are here to create technology that makes life better for everyone everywhere.In an ever-changing, connected world, HP Inc. keeps reinventing itself, its technologies, and what tomorrow holds—so industries, communities, and individuals can keep reinventing how they operate, ideate, and create what matters the most to them.We operate with the heart, creativity, and energy of a startup, and with the brain, muscles, and determination of a Fortune 100 corporation. We will use this unique combination, along with our 50,000 world-class employees and 76-year legacy of innovation, to engineer experiences that amaze our customers.What we stand forWe believe in a Blended Reality created by the fusion of the physical and digital worlds. We believe everyone is a creator when empowered by intuitive, accessible technology. And we believe technology should work for you and adapt to your needs, context, and environment.SummaryHP is seeking an experienced and results-driven Vice President of US Distribution Channel Sales to lead our sales team and drive revenue growth. The successful candidate will be responsible for the go to market strategy and sales execution of the U.S. Commercial Channel Distribution Channel Sales Team. This organization is the biggest commercial channel route to market from a revenue standpoint with a financial quota goal of nearly $4 billion for 1H24. Key ResponsibilitiesHead of the US Distribution Channel Sales is expected to plan and implement strategies and manage a sales team to achieve the growth goals of U.S. Distribution Channel from the Print, Personal Systems, Poly, and services business. This position will be required to collaborate with the Category Leadership in a distribution sales capacity in addition to other departments such as the Global Channel Sales Innovation & Operations, marketing, and finance to maximize sales results inclusive of our HP distribution partners. They will be accountable for business growth, increased HP market share and revenue thru our strategic distribution partners. RequirementsCoordinates all U.S. Distribution Channel sales activities in the area-of-control.Sets quota and goals for the organization.Provides input to team on overall distribution business management, channel sales strategy, priorities, and action plans (e.g., Executive Business Management Review, Share Gain Plans, Financial incentives, and programs for distribution partners to drive growth, Amplify Distributor programs and more.)Develops sales resources and management talent to ensure a pipeline of qualified sales talent to support future growth. 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 and channel program.Balances short term with long term planning and resource investment.Demonstrates thought leadership in how to win with our distribution partners with the industry mega trend of Generative AI, Hybrid Work, Sustainability, Security & Services. Creates a performance driven culture that ensures HP has the best U.S. Distribution Channel sales force in the industry.Accountable for business growth, increase HP market share and revenue.Develops tactics to generate new sales thru our distribution partners.Builds lasting, consultative relationships with our distribution partners to drive the momentum of HP as the Partner of Choice.Proactive change management to ensure our sales team and distribution partners are “Future Ready.”Coach and support sales teams and leadership in developing key and/or difficult opportunities.Builds long-term growth opportunities using the multi-year Joint Business Planning process with our partners.Demonstrates in depth knowledge of the channel value and provides external leadership to industry, community, press.Engages Global Channel Sales Innovation & Operations to align our strategy and programs with our Global distribution partners.CompetenciesLeadership: 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; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; Able to communicate effectively across multiple levels in client organizations, HP and the industry.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.Competitive Positioning/Strategy: Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer’s buying decisions.Solution Selling: Approaches selling from a business solution perspective to ensure that HP products and services accurately address the client’s true business need in terms of type, scope, level.Business and Financial Acumen: Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP’s products/services and how the businesses work together. Understand balance sheet drivers of channel partners and balance with HP requirements.Change Management: Acts as an advocate for innovation and change across the organization.Global Presence: Represents HP on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.Strong Business Acumen: The successful candidate will have demonstrated the ability to identify customer needs and use end-user knowledge to evolve services and create effective strategies and programs to drive business growth. This person must have the skills, experience, and market/customer insight to identify and capitalize upon emerging business trends and opportunities and exceed customer expectations.Setting Strategy: The successful candidate will have the ability to set a vision, communicate that vision, and develop the goals and objectives to enable that vision. He / She will be able to combine their strategic acumen with their operating strength to ensure strategies and programs are grounded in a deep understanding of customer needs. This person provides clear direction, sets clear priorities, and allocates resources to the highest value opportunities. Further, they understand how to optimize decision making and track / measure success to maximize value and drive revenue.Results Driven: The successful candidate will set compelling goals and will be tenacious in accomplishing them. He / She has an ability to set priorities, allocate resources, take accountability, and achieve results.Leading People: The successful candidate will be a collaborative leader with a high degree of emotional intelligence who inspires, manages, coaches and respects people. He / She will have an inclusive style; they will build trust, frank dialogue and respect, and foster teamwork. This person will also have a clear commitment to developing key talent and building future leaders. He / She empowers team members and fosters a culture of accountability.Collaborative: The successful candidate will have experience collaborating across a matrix as part of driving best practices. Driving Change: The successful candidate will have the experience to evaluate a current state operating model, identify performance improvement initiatives, and drive those initiatives into the organization without disrupting client service. QualificationsUniversity or Bachelor’s degree, advanced university or Master’s degree preferred..5-10 years of sales and progressive sales leadership experience.12 – 20+ years of industry experience.Demonstrated results in growing a business or expanding a market.Job -SalesSchedule -Full timeShift -No shift premium (United States of America)Travel -25%Relocation -EEO Tagline - HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.
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