Commercial Acct Mgr IV
HP - San Juan, PR

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Commercial Acct Mgr IV - 1076205
    Description
    • 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).
    • Works very closely with external partners.
    Qualifications
    Education and Experience Require:
    • 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 Required:
    • 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.

    Job - Sales
    Primary Location - Puerto Rico-Puerto Rico-San Juan

    Schedule - Full-time
    Job Type - Experienced
    Shift - Day Job
    Travel - Yes, 25 % of the Time

    HP - 20 months ago - save job - block
    About this company
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    Hewlett-Packard Company, or HP, is an American multinational information technology corporation headquartered in Palo Alto, California, USA...