Commercial Account Manager - Print
Core
Senior sales expert managing complex B2B accounts, driving profitable revenue growth through consultative selling and strategic account planning for HP's print and IT solutions.
Role type
Senior Commercial Account Manager (B2B Sales)
Builds
Strategic account plans and solution sales for enterprise clients
Domain
IT Hardware & Print Services
Required skills
Consultative selling, account planning, margin recovery, cross-functional leadership, executive relationship management, pipeline management, competitive selling, solution architecture, industry trend analysis, strategic negotiation
Preferred skills
Experience in computers/printers/servers/storage, international account management, supply chain coordination
Technologies
HP supply chain (Volume Direct/Indirect), Pipeline management tools
Responsibilities
Build 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. 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).