Managing Director
4 months ago
The NZ MD is responsible for developing and deploying strategies that will advance market share penetration and drive profitable growth. This position will manage a GTM team in the country with a focus on driving sales through established routes to market as well as lead the extended in-country NZ team. The position will report to the Australia & NZ market MD and will be part of HP’s Commercial Organization.
Responsible for operational success, strategic alignment and integration of activities through collaboration with other cross Organization functions. 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 in a defined area of responsibility. Contributes to the overall strategic direction of the NZ landscape displaying strong business acumen. Acts as a key advisor to executive management in influencing the required outcomes of the business.
**Responsibilities**:
- Accountable for profitable business growth, increase HP market share and meet revenue objectives.
- Co-ordination and management of the sales activities across Commercial. Retail and Enterprise RTMs.
- Strong understanding of P&L management & Opex controls partnering with finance to deliver on expecattions.
- Sets quota and goals for organization.
- Implements required strategies to drive business goals - Channel coverage model / Enterprise account mapping and Retail initiatives.
- Supports and drive robust business management system on a weekly basis ensuring the respective health and objectives of the business are driven and maintained.
- Develops HP talent building a high performing team and ensuring appropriate succession within NZ.
- Builds lasting, consultative relationships with customer and partner accounts.
- Proactive change management.
- Coach and support sales teams and leadership in developing key and/or difficult account opportunities.
- Develop a “One HP” culture ensuring strong collaboration across the various lines of business and supporting a strong Account Planning and Management process.
- 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.
- Demonstrates in depth knowledge of the vertical segment and provides external leadership to industry, community, press.
- Engages Global Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of HP's products and technology offerings.
- Continue to optimise resourcing across NZ ensuring appropriate alignment to opportunities.
- Balances short term with long term planning and resource investment.
- Demonstrates thought leadership by balancing operational and strategic initiatives.
- Creates and fosters a high performing HP team.
- Fosters a People culture that supports the various Business resource groups.
**Education and Experience Required**:
- University or Bachelor's degree, advanced university or Master's degree preferred.
- 10 years of sales and progressive management experience.
- 10-15 years of industry experience.
- Demonstrated results in growing a business or expanding a market.
- Knowledge and Skills:
- ** 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.
- ** C-Level Partnering** - Contributes to enduring executive relationships that establish HP' consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Escalation point for customer issues.
- ** 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 decis
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