Commercial Account Manager

HP Inc.; Des Moines (IA); On-site; USD 186,000 - 231,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Employee assistance program

Flexible spending account

Life insurance

Parental leave

Paid holidays

Job summary

HP Inc. is seeking a Commercial Account Manager in the United States to identify customer requirements and implement account plans for growth. The role leverages consultative selling, mentors junior managers, and focuses on strategic commercial accounts and larger deals.

Responsibilities include developing sales strategies, owning account plans, and aligning HP solutions to client needs while managing the sales pipeline and quarterly/annual quotas.

Qualifications

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or related discipline.
• Typically 7–10 years of work experience in account management, tele sales, product specialty (computers, printers, servers, storage).
• CTSP certification is preferred.

Responsibilities

• Identify customers’ requirements and build account plans for growth.
• Act as subject matter expert and mentor junior account managers.
• Develop and execute sales strategies to drive revenue growth and expand market share.
• Lead contract negotiations with major clients and manage renewals.
• Manage the sales pipeline and perform regular strategic business reviews with key clients.

Skills

Business Development

Account Management

Consultative Selling

Relationship Building

Sales Strategy

Negotiation

Mentoring

Market Analysis

Pipeline Management

Education

Bachelor's or Graduate Degree in Sales/Business

Tools

Salesforce

Job description

Commercial Account Manager

Description -

Job Summary

This role is responsible for identifying customers’ unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert, applies consultative selling techniques, and mentors junior account managers.

Responsibilities

Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.

Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.

Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.

Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization’s solutions accordingly.

Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.

Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.

Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.

Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.

Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.

Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

Education & Experience Recommended

Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.

Preferred Certifications

Certified Technology Sales Professional (CTSP)

Knowledge & Skills

Business Development

Business To Business

Cash Handling

Cash Register

Cold Calling

Conflict Resolution

Customer Relationship Management

Inside Sales

Marketing

Merchandising

Outside Sales

Product Knowledge

Sales Development

Sales Management

Sales Process

Sales Prospecting

Sales Territory Management

Salesforce

Selling Techniques

Upselling

Cross-Org Skills

Effective Communication

Results Orientation

Learning Agility

Digital Fluency

Customer Centricity

Impact & Scope

Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity

Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

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.

Salary

The on-target earnings (OTE) range for this role is $185,700 to $231,300 USD annually with a 60%/40% (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 (https://hpbenefits.ce.alight.com/) )

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.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United States of America)

Travel -

Relocation -

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 (https://www8.hp.com/h20195/v2/GetDocument.aspx?docname=c08129225) or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal (http://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) ""