Supplies Enterprise Account Manager

HP is a leading global provider of products, technologies, solutions and services to consumers and business. The company's offerings span IT infrastructure, personal computing and access devices, global services, and imaging and printing. Our $4 billion annual R&D investment fuels the invention of products, solutions and new technologies so we can better serve customers and enter new markets. We invent, engineer and deliver technology solutions that drive business value, create social value and improve the lives of our customers.



Business Environment

hp dreamed of pioneering e-commerce and m-commerce...and it's happening. We dreamed of intelligent appliance, infrastructure and e-solutions...and it's happening, too.

All it takes is imagination. Lots of it. Which is why our approach is not just to sell boxes.

Our sales organization delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions as well as stand-alone products. And that's how we lead the e-services revolution.

The impact of e-services is transforming our customers' business...transforming the experience of their customers...transforming our customers' value...enabling us to become catalysts in creating processes, redefining industry structures and changing the markets in which we operate.

We've built a sales operation with offices throughout the world. In every one of them is a team of inventive, capable people...committed to serving their customers and with the drive to meet demanding targets.

 

job description

 

The location for this position is in Metro New York

 

Proactively drive the sales of HP supplies products in large end-user accounts in your assigned territory, to protect and grow HP's Supplies business in each of these accounts. (Territories will be assigned by your manager, and can be geographical area, specific named accounts, specific industries or account profiles, or combination of these).
Build a sales funnel for your territory that supports your quota/Field Selling Objectives (FSO) expectation.  Actively manage your funnel to ensure that accounts are moving through the sales process.  Maintain this funnel in Salesnet.  Monthly updates required.
Understand the needs and business requirements of your assigned accounts. Align our solutions to their needs.  Assure that these contacts are informed regarding HP supplies products, including features and benefits, "why to buy" messages, Science of Printing, total cost of ownership, competitive positioning, etc.
Maintain in-depth expertise on HP products and programs. Assure that these are effectively leveraged in your accounts. They need to drive customer satisfaction and incremental sales while achieving a good payback or ROI for HP.
Passion for customers. Maintain the highest levels of customer and reseller satisfaction. Make resolution of customer issues a top priority.
Be dealer and channel neutral regarding the end-user's choice of dealer or dealers, providing there are no obvious HP contract violations involved.
Coordinate with other HP Sales Teams (IPG, IPGS, CBM, Reseller account managers, Reseller reps) as appropriate, assuring that the customer selects HP-branded supplies.  Leverage each others knowledge and positions within the account to optimize our solutions offerings into the customer environment.
Report to Management on market conditions encountered, competitor activities and success, and customer needs and expectations. Work closely with your Manager to define processes, programs, literature, and tools needed to effectively drive and support this end-user sales effort.
Be primary owner of the Big Deals process for your assigned customers, assuring that Big Deals documentation and approvals are properly completed on a timely basis.  Utilize

ICA tool for deal input and account management.
Manage expenses within guidelines, particularly travel expenses, by appropriately balancing on- site customer visits with regular phone contact in sales efforts with customers
People and Personal Development: Be the primary owner of your career plan and development.



your profile

 

Bachelor's (undergraduate) degree in business or Master's (graduate) degree in Business Administration (MBA) or an equivalent combination of education and experience



 

Solid business planning and judgment. Proven executive level selling skills, this includes financial acumen, and analytical skills.  Positive attitude and influence on team.  Effective negotiation and consultation skills.  Must be technically proficient to present scientific components of printing environment.

 

Successful end user sales experience in printing or printing supplies industry required.

 

Sound knowledge of IT sales
A self-motivated, go-and-get approach and the will to win
Strong presentation, sales, negotiation and influencing skills
An organized, team approach
Fluent English and local language skills

Experience in one or more of the following areas:


End-user customer sales
Sales with customer visits
Technical assistance providing within selling process
Product demonstrations, customer training and product installation responsibilities
Strategic sales account experience
Definition of specific sales plans
Working with external partners to deliver solution sales
Interface with all levels in customer organization
Average or better quota
Coordination or teamleading with other sales professionals
Project management role
Strategic sales
Business Plan development

Skills Include:


Detailed knowledge of key customer types or customers on given products
Business plan development
Account plans and long term sales funnel development
Selling of complex products
Selling of solutions
Project management -structured work approach
Resource management
Marketing skills
Communication skills
Negotiation skills
Creative ability
Consulting skills
Leadership qualities, credibility
Self-confidence
Willpower