Commercial Account Manager - Print

## Commercial Account Manager
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All Cities, Georgia, United States of America time type:
Full time posted on:
Posted Todayjob requisition :
3162793

Commercial Account Manager
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** Description
- ** This Commercial Account Manager applies
*** advanced
* ** subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies.

Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.
*** Responsibilities:
**** 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).
*** Education and Experience

Required:

**** 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 3-8 years of experience as referenced above.
* Industry experience required.
* Experience in product specialty (computers, printers, servers, storage).
*** Knowledge and

Skills:

**** 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…