Commercial Account Manager (Public Sector)
Job Summary
- This role is responsible for building professional relationships with client executives and identifying account's unique business needs and delivering solutions to drive value to the client and the organization in Upstate New York. The role coordinates with pre-sales and inside sales for deal pursuit and works with internal teams to deliver on the clients’ expectations.
Responsibilities
- Coordinates account plans on commercial account(s) and focuses on value and/or volume portfolio management and selling range of the organization’s products and services.
- Works with pre-sales and inside sales to participate in deal pursuit and with internal teams such as marketing, product development, and customer service to deliver comprehensive solutions and address customer needs effectively.
- Builds and maintains strong relationships with commercial clients, focusing mainly on specialty buyers, understands their needs and challenges, and ensures client satisfaction.
- Implements margin recovery activities and strategies in full/partial ownership depending on account coverage.
- Analyzes account win/loss rates and makes recommendations to improve ratios.
- Designs and contributes to sales policies and strategies to achieve sales targets and objectives for the assigned business segment, identifying growth opportunities, upselling, and cross-selling to existing clients.
- Enters and manages all opportunities in pipeline tools and processes, recommends, and implements pipeline management practices.
- Provides support to clients and address any concerns or issues they may have in a timely and effective manner. Acts as the main point of contact for clients, ensuring a smooth and positive customer experience.
- Stays updated on industry trends, market dynamics, and competitors' activities to better serve clients and identify potential business opportunities.
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 2-4 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 little or no work experience.
Preferred Certifications
- Certified Technology Sales Professional (CTSP)
Knowledge & Skills
- 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
Cross-Org Skills
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
Impact & Scope
- Impacts immediate team and acts as an informed team member providing analysis of information and limited project direction input.
Complexity
- Responds to routine 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.
The on-target earnings (OTE) range for this role is $131,500 to $163,305 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related Benefits knowledge, skills, and experience. HP offers a comprehensive benefits package for this position, including:
- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending account
- Life insurance
- Generous time off policies, including;
- 4-12 weeks fully paid parental leave based on tenure
- 13 paid holidays
- Additional flexible paid vacation and sick leave (US benefits overview
[https://hpbenefits.ce.alight.com/]) The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.