Commercial Account Manager
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Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization?s long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.
- Develops account plans and long-term sales pipeline to increase HP's market share.
- Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
- Works with management to develop future business plans; independently determines methods for achieving plans.
- Extensive time spent working with and leveraging a diverse set of external partners.
- Builds strong professional relationships with key IT and business executives, including C level Executives.
- 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.
- Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
- Develops business plan in conjunction with the customer.
- Analyzes client industry and competitive research and information to facilitate rich client dialogue.
- Actively manages the account to protect and grow HP's business; coordinates all account forecasts, planning and reporting.
- Directs and coordinates all activity on account(s).
- Focuses on generating new business and builds, monitors and manages sales pipeline activity.
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
- Enters all opportunities in pipeline tool and updates them weekly
- Builds a list of customers willing to be a reference in person or print.
- 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; Advanced degree or MBA preferred.
- Prior selling experience includes multiple, diverse set of selling responsibilities.
- Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.
- Typically 12+ years of experience as referenced above.
- 5 years commercial account management experience.
- Highly experienced in product specialty (computers, printers, servers, storage).
- Experience in related industry.
Knowledge and Skills:
- Knows how to motivate partners to sell our solutions.
- Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
- Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
- High level of negotiation skills at high level customer management.
- Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.- proactive presentation of value solutions
- Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
- Uses financial-selling techniques with the client and HP internal to position value and advance sales motions.
- Expertise in managing end- to-end sales processes in complex, large deals.
- Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
- Strong 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, large deal basis.
- Excels in competitive selling skills.
- Sell across platform and specialty.
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