Commercial Distributors Business Development Manager, Print - North America

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.

The role serves as the business owner for the Office Print category within assigned distributors while partnering closely with Partner Business Managers, who lead day-to-day sales execution and partner engagement activities.

Key Responsibilities

Category Leadership & Business Planning

• Serve as the Office Print category lead and business owner for assigned Tier 1 distributors.
• Develop and execute annual and multi-year business plans that drive shipment growth, sell-thru performance, revenue growth, market share gains, profitability, and share-of-wallet expansion.
• Own category performance outcomes and business objectives within assigned distributors.
• Translate HP's product roadmap and category priorities into distributor-specific growth strategies.
• Identify opportunities to expand HP's position within distributor portfolios and the broader commercial channel ecosystem.
• Lead category-focused business reviews, annual planning activities, and long-range growth planning.
• Influence distributor assortment, investments, product focus, and strategic initiatives to support category objectives.

Partnership with Partner Business Managers

• Partner closely with HP Partner Business Managers to translate category priorities, product strategies, investments, and growth initiatives into effective market execution.
• Align on distributor priorities, opportunities, business objectives, and performance expectations.
• Jointly review business performance, execution gaps, and growth opportunities.
• Support development of sales plays, launch plans, promotions, training, and enablement activities.
• Provide category expertise, portfolio leadership, and strategic direction while Partner Business Managers lead day-to-day sales engagement and execution.

Portfolio Management & Product Introductions

• Drive alignment between HP's Office Print portfolio strategy and distributor product plans.
• Support product introductions, portfolio transitions, and lifecycle management activities.
• Ensure distributor readiness for launches through coordinated planning with Product, Marketing, Operations, Supply Chain, and Sales teams.
• Own portfolio performance and proactively manage inventory trends, market demand, and product mix to identify opportunities and mitigate business risks.
• Drive portfolio optimization to improve growth, profitability, market coverage, and competitive position.

Strategic Investments & Channel Programs

• Develop business cases and investment recommendations that support category growth and market expansion.
• Lead or support distributor negotiations related to investments, promotions, buy-ins, and strategic growth initiatives.
• Evaluate investment performance and return on investment.
• Hold distributors and internal stakeholders accountable for execution and performance of funded initiatives.
• Partner with channel program and marketing teams to support partner engagement, product adoption, demand generation, and market activation activities.
• Recommend program enhancements that improve category growth and business results.

Market Development & Competitive Strategy

• Analyze market trends, competitive activity, pricing, distributor performance, and customer demand.
• Develop strategies that increase HP's market share and share of wallet within assigned distributors.
• Identify growth opportunities, whitespace segments, and competitive displacement opportunities.
• Provide market intelligence and distributor insights to Product, Marketing, and Sales organizations.
• Leverage distributor scale and reach to expand HP's Office Print business across the commercial channel.

Business Performance Ownership & Cross-Functional Leadership

• Accountable for business performance across assigned distributors, including shipment units, sell-thru, revenue, market share, share of wallet, profitability, inventory health, and forecast accuracy.
• Establish performance objectives and lead actions required to achieve category business goals.
• Identify business risks, execution gaps, and performance shortfalls and drive corrective actions across internal and external stakeholders.
• Lead quarterly business reviews, forecasts, scorecards, and executive business updates.
• Partner with Product Management, Sales, Marketing, Finance, Operations, Supply Chain, and Partner Business Managers to deliver category growth objectives.
• Influence stakeholders and drive business outcomes across complex cross-functional environments without direct authority.

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

Required Qualifications

• 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.

Preferred Qualifications

• Experience in printing, imaging, office technology, hardware, peripherals, or related technology categories.
• Experience working with distributors such as TD SYNNEX, Ingram Micro, D&H, or similar organizations.
• Knowledge of distribution business models, channel economics, partner programs, and indirect go-to-market strategies.
• MBA or advanced business degree.

Salary

The on-target earnings (OTE) range for this role is $147,300 to $231,300 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.

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

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Equal 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"