Commercial Account Manager 3, Systems

Description -

Job Summary

• This role is responsible for identifying and executing opportunities for substantial revenue growth within key accounts, significantly influencing the organization's financial success. The role manages strategic accounts, builds strong client relationships, and achieves sales quotas. They collaborate with global teams and implement pipeline management practices to drive growth opportunities.

Responsibilities

• Builds strong relationships with clients, understands their business goals and objectives, matches them with organization capabilities, and selects appropriate supply chain options; reviews and designs sales policies and strategies.

• Leverages expertise to identify upsell and cross-sell opportunities across multiple business units, within the account.

• Manages and coordinates account plans for strategic commercial accounts, focusing on larger deals and value-based portfolio management.

• Collaborates effectively with partners and specialists to create and implement territory account plans and improve win rates on selective deals.

• Achieves and manages sales quotas on a quarterly, half-yearly, or yearly basis.

• Monitors key performance indicators (KPIs) for assigned accounts, analyzing trends and recommending strategies for improvement.

• Manages an organized and up-to-date sales pipeline, ensuring accurate forecasting and planning; recommends and implements pipeline management practices.

• Demonstrates the ability to implement margin recovery strategies in full or partial account ownership.

• Serves as the primary interface for international accounts, collaborating with global business teams and local teams.

• Conducts product presentations and training sessions for clients to enhance their understanding and utilization of products.

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 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field or an advanced degree with 3-5 years of work experience.

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 multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity

• Responds to moderately complex issues within established guidelines.

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.
 

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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 status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you'd like more information about HP's EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement