Supplies Sales Specialist

What a Supplies Sales Specialist does at HP:

• 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 HP 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 HP 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.

Individuals who do well in this role at HP, usually possess:

• University or Bachelors degree preferred.
• Detailed knowledge of key customer types or customers on given products.
• Typically 3-5 years of experience as referenced above and account management experience required
• Experience in product specialty (computers, printers, servers, storage)
• Inside Account experience of large commercial of large complexity.
• Solid IT acumen and how to align with specific HP 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 customers business issues and translate to HP solutions.
• Enough knowledge about product, services and clients 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.

Sustainable impact is HP’s commitment to create positive, lasting change for the planet, its people, and our communities. This serves as a guiding principle for delivering on our corporate vision – to create technology that makes life better for everyone, everywhere.

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