Commercial Account Manager

HP Inc.; Springfield (IL); On-site; USD 195,000 - 243,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Long term/short term disability

Employee assistance program

Flexible spending account

Life insurance

Generous time off policies

12+ holidays

Flexible paid vacation and sick leave

Job summary

HP Inc. is seeking a Commercial Account Manager to focus on large strategic deals, expanding revenue growth across existing accounts. You will guide a team of account managers, mentor selling techniques, and ensure performance metrics are met.

You will develop account plans and long-term pipelines, navigate complex customer requirements, and lead high-stakes negotiations with major clients to align with HP's goals.

Qualifications

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

Responsibilities

• Focus on large strategic deals to drive long-term revenue growth for the organization.
• Guide and mentor a team of account managers on selling techniques and KPI achievement.
• Develop account plans and long-term sales pipeline focusing on larger deals and portfolio management.
• Navigate complex customer requirements and align with capabilities for optimal direct/indirect supply chain options.
• Build and maintain relationships with high-level clients and understand their business needs.
• Lead contract negotiations and ensure terms align with company goals and profitability.

Skills

Business Development

Account Management

Sales Strategy

Consultative Selling

Salesforce

Customer Relationship Management

Inside Sales

Marketing

Outside Sales

Product Knowledge

Sales Development

Sales Management

Sales Process

Sales Prospecting

Sales Territory Management

Education

Four-year or Graduate Degree in Sales, Marketing, Business Administration

Job description

Commercial Account Manager

Description -

Job Summary

• This role is responsible for focusing on large strategic deals to drive long-term revenue growth for the organization. The role proactively seeks for expansion opportunities within the existing accounts. The role guides a team of account managers while mentoring them on selling techniques and ensuring all performance metrics and KPIs are met.
• Demonstrates an exceptional level of subject matter expertise and thought leadership and applies consultative-selling techniques to identify and advance opportunities.
• Develops account plans and long-term sales pipeline focusing on larger deals, portfolio management, and selling the organization’s offerings.
• Identifies and navigates complex customer requirements, aligning them with the organization’s capabilities, and makes strategic decisions on the most suitable direct/indirect supply chain options.
• Builds and maintains strong relationships with high-level clients, gaining a deep understanding of their unique business needs.
• Directs and coordinates all activities on accounts; advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
• Develops and executes sales strategies, territory account plans, and market penetration strategies to drive revenue growth and expand market share.
• Analyzes and interprets key performance indicators (KPIs) and market trends to provide insights and recommendations to the senior management for optimizing sales performance.
• Engages strategically with partners to improve win rates on selective deals; consistently exceeds and manages quarterly, half-yearly, and yearly sales quotas.
• Leads and oversees high-stakes contract negotiations with major clients, ensuring contract terms and renewals are strategically aligned with the company's long-term goals and profitability objectives.
• Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement and growth to shape the company's future direction.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or any other discipline or commensurate work experience or demonstrated competence.
• Typically has 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 large functions and leads large, cross-division functional teams or projects.

Complexity

• Provides highly innovative solutions to complex problems within established policy.

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 $195,450 to $243,450 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:

• 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) "