Territorial Sales Representative
HP Development Company
KunMing, Yunnan, China
1天前

You will have a chance to

  • Coordinates / Owns account plans for strategic commercial accounts in the account planning process
  • Focuses on larger deals / opportunities and value and / or volume portfolio management, and selling a range of HP products and solutions.
  • Uses specialty to leverage existing opportunities and branch into more than one BU in the account.
  • Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
  • Engages partners effectively to improve win rates on selective deals.
  • Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
  • Generates leads for HP volume products and certain value products and collaborates with other specialists or partners as needed.
  • Responsible for achieving / managing quarterly, half yearly or yearly quota.
  • Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
  • Sell solutions that include hardware, software and services.
  • Build and deploy a territory account plan that includes working with partners, specialists.
  • 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 international accounts in collaboration with members of global business teams, and local teams.
  • Identifies customer requirements, matches with HP capabilities and chooses respective HP supply chain accordingly (Direct or Indirect).
  • Reviews and designs sales policy and strategy.
  • Are you a high-performer? We are looking for an individual with :

  • University or Bachelor's degree preferred.
  • Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
  • Extensive vertical industry knowledge and advanced degree of selling skills.
  • Typically 5-8 years of experience as referenced above.
  • Account management experience required.
  • Experience in product specialty (computers, printers, servers, storage).
  • Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
  • Ability to coordinate internal and external partners to deliver appropriate solution sale.
  • Able to interface with senior levels in internal HP and external, client and partner groups.
  • Knows when to adjust business plans based on account and industry segment opportunities.
  • Use consultative selling skills to proactively help customer's with making IT business decisions.
  • Partner organization intelligence aligned with partner management skills.
  • Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
  • Ability to understand the customer's business issues and translate to HP solutions.
  • Ability to prioritize and drive strategic sales activity on a solution basis.
  • Excels in competitive selling skills.
  • Needs a good understanding of the channel and how to partner.
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