French Commercial Account Manager en Barcelona

You’ve got fresh ideas. You know it’s all about trust. And you know how to build solid relationships.

At HP, we can help you bring your big ideas to life - and make the world better for your customers.

Join us and you’ll translate our customers’ wish lists into innovative solutions that make a big impact. With the world’s largest technology company behind you, there’s no limit to how far you can go.

HP’s Printing and Personal Systems (PPS) organization offers a product portfolio that encompasses personal computers, technical workstations, printers, graphics solutions, managed-print services and internet services. At PPS, our products are inspired by our customers and reflect our passion to fuse form, function, style and reliability into great computers and printers. This focus, coupled with unmatched global scale, has made PPS the world’s leader in printers and PCs. We attribute our success to the expertise, passion and commitment of our people.

Your job at HP

Based in Barcelona, you will be responsible of selling computing and printing to the French Mid-Market top accounts through HP certified partners. You will be managing your portfolio as a start-up within one of the top 50 company worldwide. In order to achieve targets, you will be asked to :
• Set up an business plan to grow the business in your scope
• Ensure profitability, product mix and added value approach
• Hunt top accounts from the competition
• Drive and tracking your business as an entrepreneur

Responsibilities:

• 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.

Education and Experience Required:

• University or Bachelor's degree preferred.
• French native/proficiency language skills
• Detailed knowledge of key customer types or customers on given products.
• Typically 3-5 years of experience as referenced above.
• Account management experience required
• Experience in product specialty (computers, printers, servers, storage)
• Possible experience in industry.
• Inside Account experience of large commercial of large complexity.

Knowledge and Skills:

• 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 customer's business issues and translate to HP solutions.
• Enough knowledge about product, services and client's 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.