Description
The Commercial Print Distributor Business Development Manager, North America is responsible for driving the growth and performance of HP's Office Print portfolio through assigned Tier 1 technology distributors across the United States and Canada.
As a member of the Print Category organization, this role serves as the Office Print category lead and business owner for assigned distributors. The position is accountable for category performance, including shipment growth, sell-thru performance, market share expansion, share-of-wallet growth, portfolio optimization, strategic investments, product introductions, and achievement of business objectives.
Working closely with Product Management, Sales, Marketing, Finance, Operations, Supply Chain, and Partner Business Managers, this individual develops and executes distributor growth strategies that accelerate category performance and strengthen HP's position within the distribution channel.
Key Responsibilities
- Category Leadership & Business Planning
- Partnership with Partner Business Managers
- Portfolio Management & Product Introductions
- Strategic Investments & Channel Programs
- Market Development & Competitive Strategy
- Business Performance Ownership & Cross-Functional Leadership
Key Deliverables
- Commercial Print category growth strategies
- Annual and multi-year distributor business plans
- Distributor growth and performance plans
- Quarterly business reviews
- Product launch and portfolio transition plans
- Strategic investment recommendations and business cases
- Channel program and growth initiative recommendations
- Competitive assessments and market opportunity analyses
- Category performance scorecards and business dashboards
- Business recovery and corrective-action plans
- Revenue, market share, inventory, forecast, and sell-thru scorecards
- Executive presentations and performance reviews
Success Measures
- Shipment unit growth
- Sell-thru growth and performance
- Commercial Print revenue growth
- Market share expansion
- Share-of-wallet growth
- Achievement of annual and multi-year business objectives
- Success of product introductions and portfolio transitions
- Return on strategic investments
- Forecast accuracy
- Inventory health and optimization
- Distributor execution against HP Commercial Print priorities
- Effective partnership with Partner Business Managers
- Improvement in HP's competitive position within assigned distributors
Candidate Requirements
- 8+ years of experience in category management, business development, channel sales, distribution management, product management, or a related technology industry role.
- Direct experience working with national or Tier 1 technology distributors.
- Proven success driving category growth, market share gains, and revenue expansion through indirect channels.
- Experience developing and executing distributor business plans and growth strategies.
- Experience supporting product launches, portfolio management, and lifecycle transitions.
- Strong financial and analytical skills, including investment planning and return-on-investment analysis.
- Experience influencing cross-functional organizations and leading initiatives without direct authority.
- Excellent communication, presentation, negotiation, and relationship management skills.