Business: Inside the Territory Printing Sales Team
Responsibilities:
- Coordinates/Owns account plans on one/multiple commercial accounts. Focuses on deals/opportunities and value and/or volume portfolio management, and selling a range of HP products and solutions.
- Uses specialty to leverage existing opportunities in account. Establishes a professional working relationship with the IT organization at the client, and develops a core understanding of the unique business needs.
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Analyses and understands of win/loss results for owned accounts.- Works with and leverages external partners to deliver solution sales. Utilizes the support of pre- sales and specialists, and depending on account coverage with inside sales to participate in or lead deal pursuit.
- Responsible for achieving/managing quota based on regional guidelines.
- Enters and is accountable for all opportunities in pipeline tools and processes. Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
- Contributes to sales policy and strategy for assigned business segment
Education and Experience Required:
- University or Bachelor's degree preferred.
- Detailed knowledge of key customer types or customers on given products.
- 3-4 year sales experience
- Inside Account experience of large commercial of moderate to large complexity
Knowledge and Skills:
- Native Spanish and Catalan, and Fluent at English language ( recommended C1)
- IT awareness and entry level solution development capability.
- Can differentiate between own offerings and what competitors offer using marketing information
- Applies specialized knowledge to assess client's business and identify opportunities to extend current business in the account
- Work as a member of a team in providing support and giving input regarding account opportunities.
- Ability to provide account planning support to sales team.
- Negotiation skills and ability to frame the value proposition for the customer.
- Be able to utilize resources effectively in or order to pursuit revenue generating opportunities in the account.
- Enough knowledge about product and services to be able to sell contractually.
- Ability to prioritize and drive strategic sales activity on a product and services basis.
- Competitive selling skills.
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