Senior Commercial Account Manager

HP; Kansas; On-site; USD 195,000 - 280,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Life insurance

Parental leave

Job summary

HP is seeking a Senior Commercial Account Manager to identify customer needs, craft account plans, and drive growth for major commercial accounts. You will apply consultative selling, build executive-level relationships, and manage renewals and negotiations.

You will lead territory plans, analyze KPIs, and coordinate cross-functional teams to expand market share and revenue in a dynamic environment. A four-year degree and 7+ years of experience are expected.

Qualifications

• This role requires a four-year or graduate degree in a related field or commensurate work experience.
• Typically 7–10 years of work experience in account management, tele sales, or related fields.
• CTSP certification is preferred.

Responsibilities

• Identify opportunities through consultative selling and develop account plans for strategic commercial accounts.
• Own territory plans, drive larger deals, and coordinate portfolio management and solving customer needs.
• Build relationships with high-level clients and align solutions to business goals.
• Develop and execute sales strategies, conduct strategic business reviews, and monitor KPIs and market trends.
• Lead contract negotiations, manage renewals, and maintain the sales pipeline with accurate updates.

Skills

Business Development

Inside Sales

Sales Management

Sales Process

Sales Territory Management

Salesforce

Selling Techniques

Upselling

Customer Relationship Management

Sales Prospecting

Education

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

Tools

Salesforce

Job description

Senior Commercial Account Manager

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.

The on-target earnings (OTE) range for this role is $195,450 to $280,000 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 - 50%

Relocation - No

No 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 statu