Commercial Distributors Business Development Manager, Print - North America

HP•Vancouver, WA

19h•$147,300 - $231,300

About The Position

The Commercial Print Distributor Business Development Manager, North America drives the growth and performance of HP’s Office Print portfolio through assigned Tier 1 technology distributors across the United States and Canada. As a member of the Print Category organization, this role serves as the Office Print category lead and business owner for assigned distributors, with accountability for shipment growth, sell-through, market share, share of wallet, portfolio optimization, strategic investments, product introductions, and business objectives. The role develops and executes distributor growth strategies in collaboration with Product Management, Sales, Marketing, Finance, Operations, Supply Chain, and Partner Business Managers. It translates HP’s product roadmap and category priorities into distributor-specific plans, leads category business reviews and planning, and influences distributor assortment, investments, product focus, and strategic initiatives. The role partners with Partner Business Managers, who lead day-to-day sales execution and partner engagement. The position also leads or supports portfolio planning and product launches, investment recommendations and negotiations, channel programs, market and competitive analysis, forecasting, scorecards, and corrective actions. It influences stakeholders across complex cross-functional environments without direct authority. Travel is 25%.

Requirements

At least 8 years of experience in category management, business development, channel sales, distribution management, product management, or a related technology industry role.
Direct experience working with national or Tier 1 technology distributors.
Proven success driving category growth, market share gains, and revenue expansion through indirect channels.
Experience developing and executing distributor business plans and growth strategies.
Experience supporting product launches, portfolio management, and lifecycle transitions.
Strong financial and analytical skills, including investment planning and return-on-investment analysis.
Experience influencing cross-functional organizations and leading initiatives without direct authority.
Excellent communication, presentation, negotiation, and relationship management skills.

Nice To Haves

Experience in printing, imaging, office technology, hardware, peripherals, or related technology categories.
Experience working with distributors such as TD SYNNEX, Ingram Micro, D&H, or similar organizations.
Knowledge of distribution business models, channel economics, partner programs, and indirect go-to-market strategies.
MBA or advanced business degree.

Responsibilities

Serve as the Office Print category lead and business owner for assigned Tier 1 distributors.
Develop and execute annual and multi-year distributor business plans and growth strategies.
Own category performance and business objectives, including shipment growth, sell-through, revenue, market share, profitability, share of wallet, inventory health, and forecast accuracy.
Translate HP product roadmaps and category priorities into distributor-specific growth strategies.
Lead category-focused business reviews, annual planning, long-range growth planning, quarterly reviews, forecasts, scorecards, and executive updates.
Influence distributor assortment, investments, product focus, and strategic initiatives to support category objectives.
Partner with HP Partner Business Managers to align distributor priorities, business objectives, performance expectations, and market execution.
Jointly review performance, execution gaps, and growth opportunities with Partner Business Managers.
Support sales plays, product launch plans, promotions, training, and enablement activities.
Drive alignment between HP’s Office Print portfolio strategy and distributor product plans.
Support product introductions, portfolio transitions, lifecycle management, and distributor launch readiness in coordination with internal teams.
Manage portfolio performance, inventory trends, market demand, and product mix; identify opportunities and mitigate risks.
Drive portfolio optimization to improve growth, profitability, market coverage, and competitive position.
Develop business cases and investment recommendations for category growth and market expansion.
Lead or support distributor negotiations related to investments, promotions, buy-ins, and strategic growth initiatives.
Evaluate investment performance and return on investment; hold distributors and internal stakeholders accountable for funded initiatives.
Partner with channel program and marketing teams on partner engagement, product adoption, demand generation, and market activation.
Recommend program enhancements to improve category growth and business results.
Analyze market trends, competitive activity, pricing, distributor performance, and customer demand.
Identify growth opportunities, whitespace segments, and competitive displacement opportunities; develop strategies to grow market share and share of wallet.
Provide market intelligence and distributor insights to Product, Marketing, and Sales organizations.
Establish performance objectives and drive actions to achieve category business goals.
Identify risks, execution gaps, and performance shortfalls and lead corrective actions across internal and external stakeholders.
Partner cross-functionally with Product Management, Sales, Marketing, Finance, Operations, Supply Chain, and Partner Business Managers to deliver category growth objectives.
Influence stakeholders and drive outcomes across complex cross-functional environments without direct authority.