Commercial Account Manager

Marketing y Ventas / Otros Marketing y Ventas

Detalles del trabajo

  • Publicación: hace 2 meses y 19 días
  • contratación cerrada
  • Tipo de trabajo: oferta de empleo
  • Ubicación: Mexico, Mexico City
  • Tipo de empleo: Contrato Indefinido
  • Salario: sin especificar
  • Experiencia requerida:
  • Formación: Grado o Licenciatura

Descripción de la oferta

Description

  • Coordinates/Owns account plans for commercial accounts in the account planning process.
  • Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions.
  • Uses specialty to leverage existing opportunities in account.
  • Establishes a professional working relationship (up to the executive level) with clients, focusing mainly on specialist buyers, e.g. IT.
  • Analyzes win/loss rates and drive recommendation to improve ratios
  • Works with and leverages external partners to deliver solution sale.
  • Refers company volume products and certain value products to other specialists or partners as needed.
  • Utilizes the support of pre-sales and specialists, and depending on account coverage with inside sales to lead deal pursuit.
  • Responsible for achieving/managing quota based on regional guidelines
  • Enters and is accountable for all opportunities in pipeline tools and processes. Recommends and Implements Pipeline management practices.
  • Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
  • Acts as a first interface for owned accounts in collaboration with members of global business teams.
  • May Train/Coach and lead Inside account reps/Inside Sales
  • Contributes to or designs sales policy and strategy for assigned business segment.
  • Account size ranges, may work in a small-medium, enterprise or corporate segment, varied sales cycle.

 

Qualifications

Education and Experience Required:

  • University or Bachelor's degree preferred.
  • Detailed knowledge of key customer types or customers on given products.
  • Typically 3-5 years of experience as referenced above.
  • Account management experience required
  • Experience in product specialty (computers, printers, servers, storage)
  • Possible experience in industry.
  • Inside Account experience of large commercial of large complexity.

Knowledge and Skills Required:

  • Solid IT acumen and how to align with specific company services or product lines.
  • Partner organization intelligence aligned with partner management skills.
  • Assess solution feasibility from a technical and business perspective to determine qualify-in/quality-out status.
  • Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
  • Negotiation skills and ability to frame the value proposition for the customer.
  • Ability to utilize resources effectively in or order to pursue revenue generating opportunities in the account.
  • Ability to understand the customer's business issues and translate to company solutions.
  • Enough knowledge about product, services and client's core business, to be able to sell transactionally, as well as generate leads.
  • Ability to prioritize and drive strategic sales activity on multi-product basis or solution basis.
  • Competitive selling skills.

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Habilidades requeridas

Acerca de la empresa

HP

Crear tecnología que haga la vida mejor para todos
(0) | +50 trabajos publicados
Mexico Mexico
Junio de 2016

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