Description
Business environment
HP is the worldwide leader in sales of personal computer products. HP’s Value offering, consisting of Workstations, Thin-clients and RPOS, offers the client market unique solutions to personal computing. HP currently has a Value Sales Specialist opening, function in which you will carry the responsibility of selling HP Value product sales to end-user customers.
Our sales organization delivers a unique customer experience to our Corporate, Entreprise, and Public Sector clients. We think of the business as a whole. We work together to sell strategic solutions as well as stand-alone products.
A strong knowledge and experience of a Solution sales approach is important for this assignment in order to achieve top performance. A Workstation sales specialist needs to understand the key vertical segments in which we operate and their critical success factors. During the sales cycle; collaboration with ISV’s, OEM’s and other HP Account managers is key to understanding where the Value HP offering fits into the complex solution which your customer will ultimately be purchasing.
The successful candidate will have a proven track record of quota overachievement in commercial and public sector, as well as having consistently met and exceeded their quota objectives. You will be dealing with a dynamic set of customers and the job requires the ability to travel up to 50% of the time.
Job description
HP is looking for a Value Sales Account Manager. The Value Sales Account Manager will own the development of existing accounts with high potential of growth and several hunting accounts with competitive Value equipment or in some rare cases no usage of other HP PC products.
The position includes direct sales to assigned accounts as well as selling through partners to serve other accounts.
In this role you will be assigned to one or many of HP’ existing CEP accounts. Your mission will be to ensure customer satisfaction, retention and increased sales. You will sell them a subset of PC products, the Desktop Workstations, The performance displays and the Mobile Workstations, but also the Thin-clients, The Retail Point of Sales solutions and the Digital Signage offering.
Value technology leadership and Market expertize
Demonstrate a strong Workstation, Virtualization technology understanding, ensuring both the customer confidence and colleague recognition.
Account Development
With the other Sales representative of the account, build a strong understanding of customer’s business, operations and needs. Identify new areas of workstation opportunities. Apply sales negotiation and closing techniques in meeting with customers
Margin Management :
Maximize margin by focusing on the Workstation/Virtualization solution benefit to the customer and the improve Return on Investment and using up-sell to higher specs.
For the Thin Clients sales articulate with the customer the benefits of a Lower Total Cost of Ownership in order to protect the margin of the product while achieving a high customer Value.
Customer loyalty :
Build a strong customer relationship essential for developing business partnerships and driving strategic opportunities. Ability to become a trusted advisor listened to by the customer and recognized for his valuable market insights and advises.
Account Planning
Develop comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, forecasting accurately, and communicating sales progress
Sales Pipeline management
Build, monitor, and manage sales pipeline to ensure continuous population and movement of near- and long-term opportunities. Drive the other sales representative on your accounts to include the proper qualification of workstation opportunities managed by them.
Qualifications
- Experience in several of the following areas:
- End-user customer sales
- Technical assistance providing within selling process
- Strategic sales account experience
- Definition of specific sales plans and Business Plan development
- Working with external partners to deliver solution sales
- Interface with all levels in customer organization
- Coordination or team leading with other sales professionals
- Solution selling rather than Volume sales
- Depending on the exact need
- Experience in the CEP Accounts and / or
- Experience in Virtualization
- Experience in Manufacturing, Engineering, Research…
- You like Technology, Virtualization, Graphics and processors trends and offering
- You have a degree in Business Administration and/or University degree and bring at least 7 years of successful sales experience (within the ICT/Telco segment)
- Fluent in both local language and English
- High level of negotiation and selling skills with complex product or solutions, at the business manager, IT executive level and purchase department.
- Strong capability to detect Critical Success factors of customer cases
- Skills to direct & coordinate selling and sales support activities on complex sales
- You are customer focused, results-oriented and have explicit can-do attitude
- Strong personal time management and prioritization skills
- You are a strong presenter and team player
- You are a positive-minded and energetic person
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