Commercial Account Manager - Print

HP; Georgia; Presencial; USD 154.000 - 227.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health insurance

Dental insurance

Vision insurance

Disability insurance

Employee assistance

Flexible spending

Life insurance

Parental leave

Holidays

Vacation leave

Sick leave

Descripción de la vacante

HP is seeking a Commercial Account Manager in the United States to solve complex business issues and drive profitable revenue growth. You will lead cross-functional teams, manage large accounts, and develop joint business plans with customers.

You will engage executives, coordinate internal and external resources, and leverage HP’s broad solutions to meet customer needs. Travel is significant, and the role includes salary incentives and comprehensive benefits.

Formación

• Bachelor's degree required.
• Typically 3-8 years of experience in sales roles.
• Industry experience required.
• Experience with computers, printers, servers or storage.

Responsabilidades

• Builds growth opportunities using the account planning process.
• Extensive collaboration with external partners to deliver solution sales.
• Direct customer engagement at multiple levels, including executives.
• Develops business plan with the customer and aligns with HP offerings.
• Applies consultative selling techniques to drive profitable revenue growth.
• Maintains high customer loyalty and trust through HP surveys and metrics.
• Achieves quarterly and annual quota and margin targets.
• Enters and maintains opportunities in the pipeline and applies best practices.
• Leads cross-functional teams for large deals and ensures accountability.
• Interfaces with international accounts and local teams to coordinate resources.

Conocimientos

Account planning

Partner management

Sales negotiation

Relationship building

Cross-functional coordination

Strategic selling

Industry knowledge

HP solutions knowledge

Executive engagement

End-to-end sales

Educación

Bachelor's degree

Herramientas

Pipeline tool

Descripción del empleo

Description -

This Commercial Account Manager applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

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 3-8 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.

The on-target earnings (OTE) range for this role is $154,000 - $227,000 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US 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.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United States of America)

Travel -

50%

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”