Manager Business Planning and Strategy - MEMA Region PPS Commercial Sales
hewlett-packard
مجموع سنوات الخبرة :23 years, 3 أشهر
• Business Strategy - Working with Director PPS MEMA Sales along with Core Management team. Building Strategies and initiatives to meet business goals. Aligning the sub regions with the same and ensuring the implementation and tracking.
• Business Planning - Creating short and long term growth plans with Sales Director. Tracking and reporting the same with Director and country managers.
• Sales Operations - Driving entire exercise of quota allocation to countries and down to sales reps level. Deciding compensation plans for sales reps. Studying and identifying Hunting and Farming accounts base and deploying eligible sales reps to accounts. Presenting quota allocation file to Director and country Managers before freezing the same in system. Meeting guidelines and timelines from head office to meet company’s vision.
• Management Reviews - Reviewing 8 sub regions on a weekly basis. Collecting info on Forecast, Load, Top deals, Margin and Left to take orders. Ensuring discipline in forecasting by countries and proactive analysis of forecast vs. quota. Driving countries to comply with Business Process and Guidelines from Top Management. Also preparing presentations for MEMA review with Top managements and adhoc reviews by WW teams.
• Market Analysis - Creating regular Market Share Analysis (IDC and HP Internal reports) and sharing well-articulated conclusions with MEMA Managers. Ensuring the key focus areas are highlighted and action is taken to increase market share in region. Maintaining TAM tool (Total Addressable Market) and quality improvement through regular cleanup of accounts.
• Collaboration and Team work - Closely working with all cross-functional teams in region. Finance, Marketing, EMEA Management etc. to ensure smooth operations and alignment with company goals.
• SFDC/Pipeline Quality Management - Regularly monitoring Pipeline status in SFDC, cleanup of overdue leads, Top deals focus in reviews, ensuring right support is provided to sales to win the deals in funnel, country and sales reps level Dashboards on SFDC quality and quantity. Highlighting performing and non-performing sales reps to manager to get attention needed.
• Mentoring - Mentoring a team of Jr BAs and Reporting analysts. Ensuring all daily, weekly, monthly and quarterly reports and Analysis is sent on time and with desired Quality.
• Marketing - MEMA Lead for “HP Discover” (The biggest marketing event of HP where customers and HP leaders come from across the world. HP showcase the strength and the power HP portfolio to HP TOP level customers) Driving the process right from finalizing the list of eligible customers to be invited, their acceptance, travels and stay booking to the lead creation in event. Ensuring sales team works on the leads to get the ROI.
Handling Education attach business and Marketing for HP pan India.
responsible for Order, Revenue and Margin.
Channel Management
Growth strategy and planning
Marketing and brand establishment by Events, Road shows, SEO/SEM
Internal sales incentive programs and motivation
Business Planning for Technology Services group in HP, India. Business analysis, Reporting& Strategy making for Director Technology Services. Long term and short term growth initiatives and programs. Cost saving and process improvement programs.
Core team member in 30% YoY growth initiatives and programs team.
Saved $ 2.8 Mln through country cost saving programs.
Increased reporting and complaince accuracy and performnace to 99%.
Participated in lagre deals of $100 Mln plus, stragetic biding and ducumentation.
Handled 22 nos. North Delhi billing collection centers.
Responsible for Cash and cheque collection reporting
Bank account deposits
Bank and internal account reconciliation
Customer account debit/credit with the amount deposited
Billing related customer issue resolution
Bounce cheque process implementation
Customer satisfaction scores