Commercial Account Manager

hace 3 días

Santiago, Chile HP A tiempo completo

Job Summary
This role is responsible for developing and nurturing strategic partnerships with top-tier commercial clients, serving as a trusted advisor, and aligning solutions with their overarching business goals. The role contributes to sales policies and targets, engaging with internal teams for effective solutions.

Responsibilities

  1. Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and selling the organization’s offerings.
  2. Identifies customer requirements, maps with the organization’s capabilities, and chooses the respective direct/indirect supply chain.
  3. Builds professional relationships with clients up to the executive level and develops a core understanding of unique business needs.
  4. Engages with partners to improve win rates on selective deals; achieves and manages quarterly, half-yearly, and yearly sales quotas.
  5. Develops and executes sales strategies and territory account plans to drive significant revenue growth and expand market share.
  6. Leads contract negotiations with clients to secure profitable deals while maintaining positive relationships.
  7. Monitors and analyzes sales performance metrics, identifying areas for improvement, and implementing corrective actions.
  8. Enters and updates opportunities in the pipeline tool; recommends and implements pipeline management practices.
  9. Leverages existing opportunities to expand into multiple business units within the account.
  10. Conducts regular business reviews with clients to assess their satisfaction, gather feedback, and identify areas for improvement.

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

  1. Data management / portfolio management
  2. ITIL v3/v4 certification
  3. Business Development
  4. Business To Business
  5. Cash Handling
  6. Cash Register
  7. Cold Calling
  8. Conflict Resolution
  9. Customer Relationship Management
  10. Inside Sales
  11. Marketing
  12. Merchandising
  13. Outside Sales
  14. Product Knowledge
  15. Sales Development
  16. Sales Management
  17. Sales Process
  18. Sales Prospecting
  19. Sales Territory Management
  20. Salesforce
  21. Selling Techniques
  22. Upselling

Cross-Org Skills

  1. Effective Communication
  2. Results Orientation
  3. Learning Agility
  4. Digital Fluency
  5. 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.

Job - Sales
Schedule - Full time
Shift - No shift premium (Chile)
Travel -
Relocation -
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

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