Commercial Account Manager

Commercial Account Manager

Job Summary:

This role is responsible for identifying customers’ unique requirements and implementing account planning for growth opportunities. The role acts as a subject matter expert, applies consultative selling techniques, and mentors junior account managers.

• 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 commercial 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.

• Four‑year or graduate degree in Sales, Marketing, Business Administration, or a related discipline, or commensurate work experience or demonstrated competence.
• Typically has 7‑10 years of work experience, preferably in account management, telesales, product specialty (computers, printers, servers, storage), or a related field.

• Certified Technology Sales Professional (CTSP)

• Business Development, B2B, Cold Calling, Conflict Resolution, Inside Sales, Outside Sales, Sales Development, Sales Management, Sales Process, Salesforce, Selling Techniques, Upselling.
• Cash Handling, Cash Register, Merchandising.
• Effective Communication, Results Orientation, Learning Agility, Digital Fluency, Customer Centricity.

Impacts function and leads and/or provides expertise to functional project teams and may participate in cross‑functional initiatives.

Works on complex problems where analysis of situations or data requires an in‑depth evaluation of multiple factors.

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.

Pay range: $195,450 to $243,450 USD annually with additional opportunities for bonus and/or equity (applicable only to United States candidates).

• Health insurance, Dental insurance, Vision insurance.
• Long‑term/short‑term disability insurance, Employee assistance program, Flexible spending account, Life insurance.
• Generous time‑off policies, including 4‑12 weeks fully paid parental leave based on tenure, 11 paid holidays, additional flexible paid vacation and sick leave.

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, veteran status, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition, or carrier status. This statement is retained for compliance and is part of the record.