Responsible for go-to-market (GTM) aspects of HP Indigo products and solutions in the Label market in the Americas region, driving profitable growth for HP Industrial Print, by delivering world-class sales-driven support surrounding PLC management, segment expertise, programs and promotions, knowledge enrichment and value selling.

Driving the realization of sales goals by ensuring customers know the value propositions of products and making sure the GBU is incorporating customer and market feedback into product development. Responsible for creating sales educational materials, influencing marketing plans and marketing deliverables, supporting sales in front of customers and for positioning the product line balancing both competitive pressures and HP’s financial goals.

The Category Manager is responsible for all products and business models in the market segment they serve, including new products, Certified Preowned (CPO) presses, and presses sold with super click or EaaS model. The Category Manager is also responsible for providing strategic inputs that include market size and market share, and analyzing wins and losses from the GTM organization. You have overall responsibility for meeting sales results and ensuring the funnel is filled for future quarters so we can continue to meet our sales goals.

The role requires effective interaction within a matrix organization including regional sales, strategic accounts, the GBU, Customer Success and supplies, and the Software and Solutions business unit.

Main Objectives & responsibilities

Providing SME input into setting sales goals by quarter and by product
Understanding and communicating Market Size, Total Addressable Market, and Market share goals and results
Tracking sales results vs sales goals and determining what are the causes of gaps in our results and determining the action items to overcome those gaps.
Field-facing product life cycle and New Product Introduction (NPI) management
Provide market-based feedback to the GBU to ensure new product development incorporates value added features
Provide analysis of wins and losses, including gaining customer feedback on why HP lost deals, and how many blind spots we had and why we had those blind spots.
Work with Marketing to ensure proper lead generation and customer awareness of products to meet sales goals
Segment-focused sales support and content development; competitive intelligence & selling against; partner management
Developing product and solution value propositions based on product capabilities and financial goals of our customers
Driving targeted programs specific to market requirements, including competitive selling against programs
Development and execution of GTM programs and pricing guidelines and promotions
Lead cross functional alignment within sales, service, and supplies to ensure seamless programs, pricing, positioning, messaging and promotions to support sales efforts in your market segment, including revenue, profit, supplies and services targets

Job Requirements

College degree in Marketing/Business/Technical, MBA preferred
Deep understanding of the Label market, and HP Indigo products preferred.
Strong business acumen and product marketing skills
Strong communications and inter-personal skills
Ability to navigate between strategic view and detailed analysis
Ability to think strategically (what and why), as well as tactically (how).
Ability to influence individuals and teams without direct “line of authority”.
10 or more years in the Industrial Print business (Graphic Arts industry)
Able to network internally across key stakeholders both internally and externally
Previous Product Marketing/Management experience

The on-target earnings (OTE) range for this role is $178,250 to $279,900 USD annually with a 80%/20% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits

HP offers a comprehensive benefits package for this position, including:

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 (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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