Imaging & Printing State Local & Education Account Manag

business environment

HP is the largest seller of personal computers, printing solutions and system infrastructure systems. We are the 5th largest software company in the world, with over 328,000 employees and annual revenues surpassing $100 billion

job description

This position is located in New York City, New York with travel up to 50% of the time in the territory.  The Account Manager can reside in:

• New York City, New York
  
• New Jersey
  
• Long Island
  
• Connecticut 
  

Maximize sales and services solutions of HP's printing and imaging products to strategic local government and education customers in in New York City Metro.

Develop and expand key customer relationships.  Develop and execute territory sales plan to achieve assigned quota.  Team with other Imaging & Printing (IPG) and other HP business sales reps to achieve goals.   Maintain and manage ongoing sales funnel.  Develop, maintain and expand end-user contacts and add them to the customer database.  Maintain HP profit expectations on all sales.  Maintain maximum level of customer satisfaction.  Establish channel relationships where necessary.  

• 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 and can be geographical area, specific named accounts, specific industries or account profiles or a combination).
  
• 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 (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 or Master's degree in sales, marketing, business or technical field or a combination of education and experience; prefer 2+ years public sector sales experience..

Experience in one or more of the following areas:

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

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
Acuteness
Willpower
Intellectually flexible
Synthesis

Excellent communication - Fluent in English language with excellent oral and written skill sets