IRAM (Inside Retail Account Manager)

The IRAM applies developed account management skills to drive HP sell out in the consumer segment/retail. He/She has the ability, knowledge and experience required to profile, identify, analyze and develop R4G (Retail for Growth) retailers and provide the support to retailers so as to guide them and help them sellthe HP Brand and to grow HP's share of the retailer's business.

The IRAM secures that quarterly sell out targets per category and per country that IRAM is responsible for are accomplished. The IRAM should have the business acumen and knowledge to build a solid relationship and trust with a set of retailers he/she is responsible for, targeting sell out and YoY/QoQ growth for these accounts. The IRAM carries sell out quota per account, product category and country. His/her primary focus is on selected R4G accounts.

Responsibilities:
-  Achieve assigned quota for HP products on all categories (computing, print HW, supplies).
-  Build constant relationship with group of retailers iRAM is responsible for and create
loyalty and trust (iRAM is the main reference point for retailer to contact).
-  Create and drive field engagement with local RAMs to secure alignment (via weekly calls,
email communication).
-  Support Sales by analyzing opportunities and communicating sales.
-  Promote HP offerings to become a key part of the retailer's preferred brand to end-customers (ensure that partners are taking advantage of promotions and programs launched by HP local categories/sales teams).
-  Focus on new opportunities/funnel management and influence retailers to create new funnel.
-  Serve as the expert to educate and update retailers on new HP technologies/products/offerings. Guide retailers how to sell HP brand to end customers focusing on key selling points and competitive advantages.
-  Establish and maintain quarterly account plans to focus on meeting quarterly sell out targets and promote sales growth.
-  Create, fill-in and manage HP funnel for deals with retailers and transforms potential leads into joint sales activities. 
-  Establish relationship with retailers at all organization levels including senior executives.
-  Build good relationship with local distributors who are managing retailers on behalf of HP, check inventory and communicate it to retailers to close sell out.
-  Identify and propose new retailers (hunt new retailers with growth potential that can be added to R4G retailer's list providing additional sell out value.
-  Communicate and promote dedicated R4G portal and tools like HP Smart/My Sales Guide (online HP tools accessible from HP Unison Portal) so that retailers can register and use it effectively.
-  Increase penetration for Attach and products offering a higher AUP (Average Unit Price) and margin. 

-  Thorough understanding of the IT industry, competing vendors and the channel. Dimensions include competitive positioning.
-  Thorough understanding of HP's products.
-  Ability to communicate the strengths of HP's offerings and overcome objections.
-  Effectively sell HP offerings by building strategic relationships makers and by promoting HP programs and offerings.
-  Develop account plans with retailers to grow HP's share of the business.
- Partner effectively with others in the account to ensure coordinated efficient account management.
- Fluent English and a Native Language speaker for the country that iRAM is reporting.
- Outstanding communication skills (verbal and written).
- University or Bachelor's degree preferred.
- Typically 3-4 years of selling experience at end-user account or retailer/partner level (IT experience is preferred).
- Solid experience in developing positive relationships and selling to retailers in a complex environment.
- Good knowledge of Microsoft Office Applications (Word, Excel, Power Point).
- Positive attitude, willingness to learn and goal orientation with experience in negotiations.
- Strong individual contributor as well as a team player.
- Target success driven.
- Ability to prioritize workload and ability to be multitask.
- Ability to understand and analyze numbers.