Commercial Account Manager
hace 6 meses
**_ Responsibilities: _**
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
- Extensive time working with and leveraging external partners to deliver solution sale.
- Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
- Develops business plan in conjunction with customer.
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
- Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
- Ability to implement margin recovery activities/strategies.
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
- Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Volume Direct or Indirect).
**_ Education and Experience Required: _**
- University or Bachelor's degree.
- Detailed knowledge of key customer types or customers on given products.
- Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
- Typically 8-12 years of experience as referenced above.
- Industry experience required.
- Experience in product specialty (computers, printers, servers, storage).
**_ Knowledge and Skills: _**
- Has good leadership skills and cross functional expertise.
- Must have good time management skills.
- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
- Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
- Hi level customer management relationship building, working at management and executive level in lines of business.
- Partner organization intelligence aligned with partner management skills.
- Advanced sales negotiation, and deal closing skills.
- Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
- Expertise in managing end
- to-end sales processes in large deals.
- Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
- Knowledge of HP's breadth of solutions and engages specialist resources as needed.
- Ability to understand the customer's business issues and translate to HP solutions.
- Ability to prioritize and drive strategic sales activity on a complex solution basis.
- Excels in competitive selling skills.
- Sells across platform and specialty.
About HP
You're out to reimagine and reinvent what's possible—in your career as well as the world around you.
So
are we. We love taking on tough challenges, disrupting the status quo,
and creating what's next. We're in search of talented people who are
inspired by big challenges, driven to learn and grow, and dedicated to
making a meaningful difference.
HP is a technology company that operates in more than 170 countries around the world united in creating technology that makes life better for everyone, everywhere.
Our history: HP's commitment to diversity, equity and inclusion - it's just who we are.
From the boardroom to factory floor, we create a culture where everyone is
respected and where people can be themselves, while being a part of
something bigger than themselves. We celebrate the notion that you can
belong at HP and bring your authentic self to work each and every day.
When you do that, you're more innovative and that helps grow our bottom
line. Come to HP and thrive
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