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Commercial Account Manager

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HP

20d ago

  • Job
    Full-time
    Mid & Senior Level
  • Customer Relations
    Sales & Business Development

AI generated summary

  • You need a degree or equivalent experience, 4-7 years in account management or related fields, CTSP certification, and skills in sales, CRM, conflict resolution, and effective communication.
  • You will manage account plans, build client relationships, execute sales strategies, negotiate contracts, track performance metrics, and conduct business reviews to drive revenue growth.

Requirements

  • 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.
  • Certified Technology Sales Professional (CTSP)
  • Business Development
  • Business To Business
  • Cash Handling
  • Cash Register
  • Cold Calling
  • Conflict Resolution
  • Customer Relationship Management
  • Inside Sales
  • Marketing
  • Merchandising
  • Outside Sales
  • Product Knowledge
  • Sales Development
  • Sales Management
  • Sales Process
  • Sales Prospecting
  • Sales Territory Management
  • Salesforce
  • Selling Techniques
  • Upselling
  • Effective Communication
  • Results Orientation
  • Learning Agility
  • Digital Fluency
  • Customer Centricity
  • 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.
  • Responds to moderately complex issues within established guidelines.

Responsibilities

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

FAQs

What is the primary responsibility of a Commercial Account Manager?

The primary responsibility of a Commercial Account Manager is to develop and nurture strategic partnerships with top-tier commercial clients, serving as a trusted advisor and aligning solutions with their overarching business goals.

What kind of experience is preferred for this role?

The preferred experience for this role includes 4-7 years 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.

What educational background is recommended for a Commercial Account Manager?

A four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline is recommended, along with commensurate work experience or demonstrated competence.

What skills are essential for success in this position?

Essential skills include Business Development, Customer Relationship Management, Sales Management, Effective Communication, Results Orientation, and Digital Fluency.

Are there any preferred certifications for this role?

Yes, a preferred certification for this role is the Certified Technology Sales Professional (CTSP).

How does the Commercial Account Manager interact with clients?

The Commercial Account Manager builds professional relationships with clients up to the executive level, conducts regular business reviews, and engages with partners to improve win rates on selective deals.

What are the sales quotas for this role?

The Commercial Account Manager is responsible for achieving and managing quarterly, half-yearly, and yearly sales quotas.

What are some key responsibilities of the role?

Key responsibilities include coordinating account plans, leading contract negotiations, monitoring sales performance metrics, and developing sales strategies to drive revenue growth.

What level of complexity does a Commercial Account Manager handle?

A Commercial Account Manager responds to moderately complex issues within established guidelines.

Does this job involve collaboration with other teams?

Yes, the role impacts multiple teams and may involve acting as a team or project leader, providing direction, and facilitating team activities and decision-making processes.

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HP

Technology
Industry
10,001+
Employees

Mission & Purpose

Our vision is to create a world where innovation drives extraordinary contributions to humanity. This vision guides everything we do, how we do it, and why we do it. Our technology – a product and service portfolio of personal systems, printers, and 3D printing solutions – was created to inspire our vision and we are doing everything in our power across climate action, human rights, and digital equity to make it so. We believe thoughtful ideas can come from anyone, anywhere, at any time. And all it takes is one to change the world.