Industry Solutions Specialist

HP • TW2GA - Teleworker/Offsite-USA-GA, IL

2d • $195,000 - $220,000 • Remote

About The Position

The Retail & Industry Solutions Specialist leads the Sales Strategy for the Healthcare & OEM named accounts Nationally. The representative will drive demand creation activity and work with our partner ecosystem to deliver Healthcare solutions. The Sales professional will apply a RAD model to all named accounts in the territory and leverage HP resources as necessary to support the customer requirements. Engaged in developing new retail business you will define and implement sales strategies and plans that will outperform quota and deliver net profit. The role is a quota-results driven position which will assist in the growth of HP in the RIS Solutions segment. You will join a dedicated team of Sales Management Professionals focused on selling and driving the success of HP's RIS Solutions (POS, Digital Signage, Mobility, Kiosk and Self-Service) within the US. You will be the “tip of the spear†and drive a leadership role in the team that identifies, qualifies, and develops key retail accounts. Candidates for the Retail & Industry Solutions Specialist: Sales Executives will have demonstrated experience in field selling to both existing and new acquisition end user accounts; developing & expanding partner relationships; creating & executing territory coverage business plans; and strong business acumen skills developed through executive relationships and interaction. Knowledge of the Healthcare OEM Industry and engagement model is important to further HP relationships and better HP solutions. Additionally, this candidate will have demonstrated performance as an individual contributor to consistently meet and exceed their quota objectives. The RIS Sales Specialist acts as a lead for acquiring net new Healthcare Accounts that represent substantial revenue potential to HP. This role will develop and manage the Healthcare account “C†level relationships and drive higher share of wallet within these named accounts. A strong knowledge of HP’s RIS solution portfolio, understanding competitor's products, partner economics, knowledge of the IT industry and current trends, being able to communicate effectively with varied audiences including partner executives and the ability to close business with partners is required.

Requirements

• Deep experience with selling to and developing accounts in the Healthcare segment.
• Direct related work results in RIS Solutions; including demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Must have extensive sales experience selling Retail Solutions in complex environments.
• Detailed knowledge of key partners types or customers on given solution.
• Typically 3-5 years of experience as referenced above.
• Lead Retail & Industry Solutions Sales Strategy to maximize sales of HP's RIS Solution products for the Healthcare & SLED segment in US commercial and public sector customers.
• Develop and expand key customer relationships.
• Team with other Personal Systems Group, Enterprise and Channel sales managers to achieve goals.
• Develop and implement written business plans to optimize retail solution sales in assigned territory while managing expenses.
• Review plan performance measures quarterly.
• Achieve appropriate sales growth to maintain district performance of 100% of quota or greater.
• Provide timely reporting, forecasting, and recommendations to management.
• Manages and provides monthly updates to manager on funnel, forecast, key wins and team accomplishments.
• Participate as a key member of the regional staff to achieve all targeted revenue and profit goal for the organization.
• Take an active role in assuring customer satisfaction.
• Manage, review and approve or deny expenditures of funds for sales and marketing activities, employee travel and equipment expenses.
• Sound knowledge of Retail Solution sales and Channel Sales Management/Development.

Nice To Haves

• strong organizational skills, detail oriented
• works on problems/projects of diverse complexity and scope
• exercises significant independent judgment to achieve objectives
• ability to stay focused on goals and objectives
• deep technical and ROI/TCO knowledge of product offerings
• willingness to travel - 75% / assigned territory
• ability to operate with minimal tactical direction
• self-motivated, competitive and goal oriented
• high energy drive to close business and exceed assigned sales goals
• strong presentation, sales, negotiation and influencing skills
• organized and has track record of working effectively on a team
• highly effective at qualifying sales opportunities and time management

Responsibilities

• Achieve revenue target for the Retail Named Accounts.
• Sell HP RIS to strategic Accounts.
• Develop and execute tactical and strategic sales plans for the sales territory.
• Create and manage sales funnel and forecast.
• Capture and share win/loss competitive experiences.
• Utilize HP retail and executive management team to support sales team activities.
• Be a retail subject matter expert beyond basic platform knowledge.
• Provides recommendations, direction and guidance on process improvements to the HP division.
• Work with and develop RIS partners to deliver comprehensive solutions to targeted accounts.
• Interfaces at all levels of the Account organization and HP RIS team.
• Significant percentage of time spent directly with the named accounts.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave

What This Job Offers

• Job Type: Full-time
• Career Level: Senior