Commercial Account Manager

    • Richland, WA

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 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.

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