What are the responsibilities and job description for the Commercial Account Manager position at Hewlett Packard?
Job Summary
As Commercial Account Manager, you will be responsible for selling HP’s products, services and solutions while focusing on developing new accounts while working effectively in a team environment towards goals. Primary responsibilities include prospecting, qualifying, selling and closing new business to new customers. The Commercial Account Manager brings a Point of View to the Customer engagement; uses all resources to address customer needs with appropriate Products, Services and Portfolio.
You’ll be joining a dynamic team in a fast-moving environment, gaining valuable experience. We are looking for a qualified Sales Account Manager who will represent the organization to external customers/clients and partners. You will be responsible for developing long-term relationships with customers and overseeing sales.
Responsibilities
- This pure hunter role is responsible for delivering growth by acquiring new enterprise named account through outcome-based sales methodologies.
- 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 enterprise 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, acquisition sales, product specialty (computers, printers, servers, storage), or a related field.
Knowledge & Skills
- Business Development
- Acquisition sales
- Business To Business (B2B)
- Outside Sales
- Product Knowledge
- Sales Prospecting
- Sales Territory Management
- Selling Techniques
- Upselling
- C-Level relationship building
- Services Sales
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.
HP offers a comprehensive benefits package, including:
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The typical base pay range for this role across the U.S. is $191,250.00 - $278,900.00 annually with additional opportunities for pay in the form of bonus and/or equity. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
Salary : $191,250 - $278,900
