Commercial Account Manager

At HP, the Commercial Account Manager is responsible for demonstrating extensive industry expertise and providing clients with insights that drive innovative and impactful solutions.

This role applies consultative selling techniques to identify and nurture growth opportunities, manage customer relationships, margin recovery activities, and sales targets through effective pipeline management.

Responsibilities

• Owns and coordinates account plans on larger strategic commercial accounts and focuses on value and/or volume portfolio management and selling a range of the organisation's offerings.
• Demonstrates advanced level of subject matter expertise and applies consultative-selling techniques to identify and advance opportunities resulting in profitable revenue growth for the organisation.
• Engages with customers and internal functions to identify their requirements, aligns them with the organisation's capabilities, and selects the appropriate supply chain accordingly.
• Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients.
• Leads the contract renewal process, emphasising the value proposition and securing long-term partnerships, and identifies expansion opportunities.
• Reviews and designs sales policies and strategies to meet sales targets and objectives for the assigned business segment; achieves and manages quarterly, half-yearly, and annual quota and/or margin.
• Collaborates with technical experts and specialists to tailor solutions to clients' specific needs.
• Implements margin recovery activities and strategies in full/ownership depending on account coverage.
• Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.
• Provides guidance and mentorship to junior account managers, sharing expertise and best practices.

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 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.

Benefits

• 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
• 13 paid holidays
• Additional flexible paid vacation and sick leave