Managing Director - NZ

Description -

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 decisions.
  • NZ Consumer market and Omnichannel knowledge and experience
  • Solution Selling - Approaches selling from a business solution perspective to ensure that HP products and services accurately address the client's true business need in terms of type, scope, level.
  • Business and Financial Acumen - Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP's products/services and how the businesses work together. Understand balance sheet drivers of channel partners and balance with HP requirements.
  • Change Management - Acts as an advocate for innovation and change across the organization
  • Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
  • Global Presence - Represents HP on global accounts with the cultural sensitivity and business maturity appropriate to the high degree of corporate access and level of responsibility involved.
  • Previous experience as a Senior  Manager handling a large sized country  team  is required .
  • Leadership - Able to lead effectively in a complex and political environment, and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization; able to communicate effectively across multiple levels in client organizations, HP and the industry.

Why HP New Zealand?

• Competitive salary with performance-based incentives
• Market leader across PC and Print
• A wide and varied product portfolio
• Recognised globally as an Employer of Choice and certified as a Great Place to Work in New Zealand from last 2 years consecutively
• Opportunity to make a difference to community and to cultivate and encourage a diverse and inclusive culture through our multiple business resource groups
• 4 hours of paid volunteering hours per month
• Variety of Wellness programs to be part of including opportunity to become Mental Health First Aider
• Market Leading Mentoring Program and access to wide range of free learning and training courses to accelerate career development
• Recognised and one of the world’s most sustainable companies
• Flexible work environment
• Supportive team culture
• Also encourage Māori-Pasifika people looking to start or continue their career in HP.

#LI-POST

Job -

Sales

Schedule -

Full time

Shift -

No Shift premium (New Zealand)

Travel -

Relocation -

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement