Job description
HP is a technology company that operates in more than 170 countries around the world. We explore how technology and services can help people and companies address their problems and challenges, and realize their possibilities, aspirations and dreams. We apply new thinking and ideas to create more simple, valuable and trusted experiences with technology, continuously improving the way our customers live and work.
The key roles are to account manage based on a selection of retailers, the products, solution and services of Printing ( hardware and supplies ) and Personal Systems ( PC, Notebooks, Displays and Accessories) and take sales responsibility ( quota & growth ) by leading the relationship with accounts and implement HP consumer strategies at retailer level.
Key duties are:
A. Sales Development
Primary Account Management of direct relationship with key target accounts. Develop long term business partnerships, recognized as such by account and being measured on TCE
Establish strong relationships through strategic business planning to achieve strong trusted advisor relationship
Full accountability of cost and revenues for all relevant PLs
Focus on business opportunities arising from: new product introductions; end-of-life products as part of obsolescence cycle; new retail outlet openings
Implement marketing and category programs in appropriate fashion to meet local market or account requirements resulting in effective promotional activities
work and communicate efficiently with other internal organizations: credit & collection, order processing, logistics, legal, extended sales force, category & marketing & trade marketing
linkage with EMEA functions in case assigned accounts are part of the multinational consumer GTM organization
B. Market Development
Understands and communicates key HP messages including brand strategy and end-user buying preferences
Optimizing investments at the account by looking for the best ROI. Ensure effective use of funds such that associated Product Line objectives are exceeded. Balance between strategic development and promotional support
Maximise HP presence in Retail Instore Environment, leveraging visibility through regular merchandising activities, appropriately selected to address market conditions
Recommends training program requirements and reinforces implementation by HP or third parties, such as merchandisers
Clearly understands the retail market, major competitors and any emergent competitive threat. Well versed in account and marketing strategies of our competitor's product/pricing/promotion/distribution
C. Account Development
Understand channel segmentation and the role the account plays in the market for a specific category or end-user segment
Establish clear and measurable segmentation strategy for the account, tracking end-user insights, sell-through performance and trends
Recommendations on overall contract structure to reflect competitive position:
rebates, price protection, stock rotation/balancing, product returns, service & support delivered, instore execution, general policy
Qualifications:
Business graduate degree or equivalent experience
Account management experience in retail (2-5Yr)
Excellent communication , Strategic& Planning skills
Excellent PC literacy – Office Suite and Outlook
Ability to build relationships internally and externally, interfacing at all levels
High self-organization and advanced planning skills
Fluent English and native Portuguese proficiency