Director – Omnichannel Lead India

Job ID: 3100148

The HP Store organisation is responsible for the hp.com Online Store business across US, Asia, Europe, LATAM & Canada. This is a multi-Billion US$ business operating in 30 countries across 10 markets, every country where HP has an online store. This organization is accountable for HP’s direct sales to consumers and small businesses, though multiple routes-to-market: online sales, inside tele-sales, and HP Brand Online Stores in online marketplaces like Amazon and eBay.

The HP Store organisation is an end-to-end business unit inside HP, a mini-HP inside HP, HP’s start-up online business with its own P&L. The organisation includes teams focused on digital marketing, online UX & merchandising, customer management, sales, category, operations, order fulfilment and post-sales service. You can consider the HP Store as HP’s retailer.

India is a key growth market for HP. In India, HP commands significant leadership in all the key customer segments – Consumer, SMB & Enterprise. Digital transformation is leading to significant shifts in customer behaviour and journey which impact the existing business models & cost to serve. The HP Online Store is a key pillar in HP’s future GTM strategy to enable best in class D2C, Brand Online Store in Marketplaces & Omnichannel model which provide a consistent & personalized experience at any and every digital or physical touch point customer chooses to engage HP. The intention is, hyper-grow the HP Online Store business & build a seamlessly pervasive omnichannel model which contributes to highly profitable annual revenue. The organisation moves at start-up speed driving change management across HP to capture the online market opportunity.

The ideal candidate must have demonstrated success in leading P&L for both online commerce & physical retail coupled with strategic start-up mindset, transformational thought leadership, strong execution skills, conflict resolutions abilities & exemplary executive presence. Only qualified candidates will be considered for interview discussions.

Responsibilities

This role spans across customer Digital touch points across D2C, Brand Online Stores in Marketplaces and Omnichannel business models. The key responsibilities include:

• P&L accountability for India HP Store Digital D2C business across Consumer & SMB segments. Hyper scale D2C business in near to mid-term. Hyper acquire new customers & optimize cost to serve through a differential customer coverage model across – digital, inbound call / chat & outbound touch points. Demonstrate strong sales funnel management & RAD modelling strategic leadership to improvise conversion, development & retention of customers.
• Establish Customer Value Centric 4P strategy and execution for D2C engine
• Continuously Evaluate compelling D2C customer value proposition and PFV benchmark internally within HP and externally in online environment.
• Lead team of segment managers responsible for respective segment 4P execution.
• Lead business development activities for CEPP, Gaming, establishing partnerships with ISV to support SMB growth initiatives, contractual/subscription services & business models.
• Collaborate & provide leadership to various functions within Digital Direct organization like Demand Gen, Digital Trading, UX, Sales Operations & Analytics.
• Planning: quota guidelines, game-plan execution, forecast monitoring and proposal of corrective actions when gaps to track.
• KPIs: Meet Revenue, GM & OP targets, HP Store inner share of business targets, and external online penetration targets.
• Hyper Grow HP Official Stores in 3P marketplaces like Amazon, Flipkart, TataCliq etc. which presents the biggest opportunity in coming years.
• Enable best in class seamless Omnichannel Business Model with HP World brand stores encompassing the following
• Endless aisle, click & collect business models.stablish a robust coverage model to maximize online reach, uncover opportunities in underserved or under indexed geographies / segments.
• Support digital reach and coverage through tail end final tier outlets.
• Help scale channel ROI on HP business to build a competitive advantage for brand HP.

This role reports to the Head of HP Store Asia

Education and Experience Required:

• Bachelor’s & Masters’ degree from a premier university preferred.
• +10 years of strong sales and progressive management experience.
• +10 years of consumer & small business segmet experience
• +10 years channel management experience.
• +3 years of recent Consumer PC category experience highly desirable
• +3 years of D2C, Online commerce highly desirable
• Good understanding of Digital Marketing & Online Merchandizing levers.
• Demonstrated results in growing a business or expanding market.

Knowledge and Skills:

• Strategic Sales Planning & Implementation – Provides input to the development of strategic sales plans that reflect HP's business strategy to advance market share/penetration and achieve profitable growth.
• Budget Management & Cost Optimization – Manages within set spending parameters to protect HP's business and sales assets and ensures their effective engagement.
• P&L Management – Sets and manages the business investments and resource allocations essential to ensuring the financial growth of business group. Should focus on balance sheet. Optimized operation to improve balance sheet position.
• Vertical Industry Acumen – Develops and exercises a profound understanding of business dynamics within area of control, as a basis for informed business decision making.
• Workforce Planning – Executes acquisition and development strategies targeted to ensuring workforce readiness, and market opportunity responsiveness.
• Execution Management – Collaborates effectively with HP BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives. Acts decisively once decision is taken.
• C-Level Partnering – Contributes to enduring executive relationships that establish HP' consultative professionalism and promotes its total solution capabilities at the highest levels of the client's organization. Escalation points for customer issues.
• Competitive Positioning/Strategy – Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.
• Business and Financial Acumen – Exhibits authoritative business and financial acumen to develop meaningful business recommendations; Understands the portfolio aspect of HP's products/services and how the businesses work together. Understand balance sheet drivers and balance with HP requirements.
• Multitasking & decision making – Demonstrates strong ability to multitask yet continue to deliver on core metrics. Decisive & yet demonstrates an all-inclusive decision-making mindset.
• Problem Solving – Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
• Leadership – Able to lead effectively in a complex and political environment and deliver results; Able to influence without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to best in class; Able to create and build highly effective sales teams and organization.
• Strong Interpersonal Skills – Demonstrates strong relationship management skills at every level of the organization to build strong credibility & affinity for HP Store organization internally.
• Change Management – Acts as an advocate for innovation and change across the organization.

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HP Inc. is an American multinational information technology company headquartered in Palo Alto, California, that develops personal computers, printers and related supplies, as well as 3D printing solutions.