Area Sales Manager - IT Hardware

Area Sales Manager- Chennai, Hyderabad, Mumbai

Job Description

You would be an active link to establish and maintain mutual Partnership between HP and the reseller/channel. You would help drive business plans for managing relationship with HP partners to promote the development of HP sales objectives. You will drive the business & sales development initiatives with support of partners in selling HP solutions and manage opportunity pipeline. You will work in conjunction with the leadership team to analyze the local priorities that will drive the growth of the business and map your partners to these priorities.

Key accountabilities:

- Managing channel partners of the region allocating targets and helping them achieve sales.

- Monitoring performance and increasing sales.

- Helping Channel in developing new accounts.

- MIS Compiling weekly reports and sales status.

- Updating channel with product info and new product launches.

- Inventory management and control: Timely Movement of stocks to keeps inventory carrying cost to the minimum, control ageing of Stocks.

- Vendor Management: Relationship management with vendors, continuous engagement to strategize business, structuring deals and aligning run rate business.

- Giving regular Inputs to vendor on Products, Price, Promotions, Competition Strategies & take regular feedbacks and inputs form vendor on regular basis to improvise on Business.

- Working Capital Management: Vendor receivables, timely submission of claims to vendor and follow up for disbursement.

- Ensure near optimal ordering of stock based on past run rate/ branch and vendor forecast.

- Optimum use of credit limits and rotation of stocks.

- Cross-functional Coordination with finance, purchase, credit control and operations to enable smooth and hassle free transactions.

- Collating information on competitors’ activities in the territory and analyzing the same for the business.

- Explore and train new dealers for the product by organizing training programs, channel partner meets, sales promotion activities, etc

Requirement

- MBA with 6- 9 years of work experience in Sales & Marketing preferably with leading MNC’s in an IT environment.

- Experience working with senior management and managing cross-functional & virtual teams

- Skills include negotiation, communication, ability to influence others, risk taker, problem solver, and project management skills

Knowledge and Skills Required:

- Understanding of the IT industry, competing vendors, and the channel, including competitive positioning

- Understanding of HP's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure.

- Understanding of a select set of HP's products, software, and services. Able to communicate the strengths of HP's offerings, and overcome objections

- Effectively sells HP offerings by building strategic relationships with partner contacts; and promoting HP programs and offerings

- Develops account plans with partner to grow HP's share of the business

- Partners effectively with others to ensure coordinated, efficient account management

- Understanding of pipeline management basics and ability to explain benefits to partners

If interested please share your profiles to manjunathan.k@abcconsultants.in