Channel Sales Specialist - Distribution

Channel Sales Specialist - Distribution

Description -
Applies developed subject matter knowledge to solve common and complex business issues within established guidelines and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Exercises independent judgment within generally defined policies and practices to identify and select a solution. Ability to handle most unique situations. May seek advice in order to make decisions on complex business issues.

Looking for a Dynamic Channel Sales Specialist to drive HP’s Consumables business through our reseller ecosystem. This role is ideal for someone who understands channel sales dynamics, thrives in a target-driven environment, and can build deep, trust-based partner relationships.

Key Responsibilities

• Manage & scale HP Consumables sales through Sub-distributors, Retailers & other partners.
• Deliver monthly/quarterly sallthrough & sell-out targets across assigned territory.
• Drive partner engagement through programs, promotions & visibility initiatives.
• Ensure channel hygiene—pricing discipline, stock norms, and compliance.
• Conduct MBR/QBR reviews with partners and track execution of growth plans.
• Collaborate with Category, SCM, Marketing for smooth business operations.
• Track market intelligence—competition, grey-market threats, counterfeit risks.
• Strengthen HP brand visibility via retail merchandising & sales enablement.

Key Skills

• Strong channel sales management & distribution handling experience.
• Excellent communication, negotiation & relationship-building skills.
• Analytical strength (forecasting, data interpretation, Excel skills).
• Ability to influence partners and drive execution in fast-moving environments.

Education and Experience Required:

• University or Bachelor's degree preferred.
• Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
• Extensive vertical industry knowledge and advanced degree of selling skills.
• Typically 5-8 years of experience as referenced above.
• Account management experience required.
• Experience in product specialty (computers, printers, servers, storage).

KPIs (Key Performance Indicators)

• Sales Achievement: % of monthly & quarterly revenue targets met.
• Seles Growth: Seles uplift across partner ecosystem YoY/quarterly.
• Channel Hygiene: Partner price discipline, stock ageing, and inventory norms.
• Partner Coverage: Expansion of active partners & productivity improvement.
• Program Execution: Adoption & impact of HP promotions, claim accuracy & timeliness.
• Retail Visibility: Merchandising execution score & compliance at key outlets.
• Forecast Accuracy: Variance between forecasted & actual sell-in/sell-out.
• Compliance Management: Zero tolerance metrics on grey market / counterfeit / policy violations.

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Job -
Sales

Schedule -
Full time

Shift -
No shift premium (India)

Travel -
50%

Relocation -
YesEqual Opportunity Employer (EEO) -

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"