3D Emea Distribution Business Manager

This is a unique opportunity to join the HP Personalization and 3D Printing business and have full exposure to one of the most exciting technologies and innovative businesses at HP Inc.
We continue to forge a team of highly qualified professionals that build a business that will significantly contribute to HP growth by applying a start-up mentality and agility within a very powerful company.
This role is responsible for actively contributing to Go-to-Market (GTM) activities in the region of EMEA, directly managing the distribution model (wholesalers) in the region that produces the 3D revenues in a 2-tier selling model.
We are looking for individuals that:
Have proven sales skills
Experienced in the management of products and markets
Thrive in complexity, managing multiple key stakeholders and getting buy-ins
Possess consultative, solution development and business partnership skills
Customer Centric approach
Described as a challenger, and enjoy debating and viewing things differently to others
Passionate about new industry trends, developing new businesses and staying ahead of the game
Passionate about how 3D can transform the world
Key Responsibilities:
Achieve monthly targets and forecast predictability for Sell In
Manage and develop distribution business and partners in region by executing agreed distribution strategy
Build and annually review a stable and effective Distribution Partner landscape, where distributors complement each other with their strategic differentiation towards regions, reseller segments and product groups
Centrally manage the relationship with C-levels / Executives
Drive strategic planning with the Account and coordinate the Quarterly Business Reviews with Top Executives
Execute Business Management Process: Monthly and quarterly Sell In/Sellout/Inventory equation, Forecasting, Order intake, Distributor compensation, Annual account planning, quarterly regional plan, Monthly distributor reviews
Ensure monthly product availability towards tier 2 channel
Collaborate with key links and other peers to maximize target achievement of Quota in EMEA
Full accountability for group performance across EMEA, including targets achievement and forecast predictability
Drive central initiatives to grow resellers' business (credit programs, etc.)
Ensure E2E integration and alignment for T&C's and Channel Efficiency programs, as well as exhibits management
Drive Distributor to operate more efficiently and come up with innovative ideas to allow growth of HP 3DP Business
Ensure full integration of Operations and Supply Chain for an optimized Order to Cash cycle
Work jointly with wholesalers and resellers to ensure appropriate credit solutions are in place to avoid blocking situations.
Manage value added services provided by distributors beyond basic logistic provider's: demoing, benchmarking
Specific Tasks (examples, not limited to these):
Build, develop and manage productive and efficient relationships to all levels within assigned distributors and become their trusted advisor
Stable distributor landscape with focused, proactive and good quality distribution partners: as few as possible, as many as needed to keep them motivated and competitive
Successful and fluent collaboration with all key links
Work on growth initiatives
Achieve quarterly KPI's in revenues/margin/inventory/product availability
Ensure ONE HP approach
Achieve sell-in goals
Partner, Program and Process administration running
Education & Experience Required:
Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
2-4 years of work experience, preferably in category management, P&L management, or a related field or an advanced degree with little or no work experience.
Engineering and/or technical degree highly wanted but not required.
Travel required: >25% of the time (when possible)
Knowledge and Skills:
Excellent analytical thinking, analysis, and problem-solving skills
Ability to communicate abstract ideas clearly and independently manage complex project objectives
Advanced business acumen, technical knowledge within multiple business units, and extensive knowledge in applications and technologies
Very strong verbal and written communication skills, including negotiation, presentation, and influence
Superior group facilitation, interviewing, and influence skills
Balance of sales and structural business management behavior
Consistent, neutral, fact based
Compliant
Rigorous
Strong Team play
Effective and proactive follow-up
Leadership skills to "manage" partners sales force and facilitate all distribution related topics within HP
Impact / Scope / Complexity:
Reports to Business Category manager at Global level.
Participates and often leads cross-functional engagement teams within assigned areas of responsibility.
Presents business cases to EXEC-level and above audiences.
Creates new consulting frameworks for delivery and contributes to tools, templates, and intellectual capital
Decision-making implications extend to multiple functions and/or businesses and impact the business directly
Anticipates emerging trends that may impact the overall business model
What do we offer?
Opportunity to work in a leading Fortune 100 company, an international organization with colleagues coming from all over the world, and multiple growth opportunities
Diverse, continued internal growth and career opportunities. Including HP's own learning platform and LinkedIn Learning
An attractive benefit package:
Health & Life insurance
Lunch at reduced prices at our canteen/ ticket restaurant vouchers
HP product discount
Flex optimization program: Kindergarten tickets, transport discount
Pension plan
Work life balance /flexible working hours
Women, Pride, Young employees, Sustainability and DisAbility! Just a few of our fantastic global business networks you can get involved with locally
Do you like to give back to the community? Then join one of our many volunteering teams or be a part of the incredible HP charity day held on site annually
Job: Sales
Schedule: Full time
Shift: No shift premium (Spain)
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

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