Account Manager - Key Accounts

Company:

HP’s vision is to create technology that makes life better for everyone, everywhere — every person, every organization, and every community around the globe. With the heart, creativity, and energy of a startup, and the brain, muscles, and determination of a Fortune 100 corporation, we continue to deliver ground-breaking new technologies to build on our 80+ year legacy of innovation.

Key Role and Responsibility:

Managing existing accounts: (50% of time)

• Maintain a good engagement with key accounts and keep a close track on accounts’ sales performance, deal opportunities, market feedback, competition, etc.
• Collaborate with Ops team on customers’ order fulfillment.
• Provide rolling sales forecast updates every month and POR forecast updates twice a year.
• Plan and execute programs to drive revenue growth with focus on hp supplies.
• Promote new products in managed territory.
• Drive partner/customer loyalty to hp TIJ technology.
• Keep existing account profile updated in CRM system.
• Maintain account documents in one-drive, including sales performance, contra-rev program, key meetings notes, and competition.
• Follow SPTS contract process and ensure relevant agreements/contracts are signed and updated timely.
• Collaborate with CQE team and AE team to solve product issues and meet customer requests.
• Provide feedback to ww teams regarding products, pricing, customer requests, competitor moves, etc.

Developing new accounts and new projects: (50% of time)

• Actively Explore, screen and evaluate new biz opportunities through new accounts development and/or new projects with existing accounts.
• Enter qualified sales leads and prospect info in CRM timely. Maintain sales funnel info updated in CRM and account documents in one-drive.
• Lead project management in new account development and new project development by following SPTS process.
• Support local marketing programs both in planning and execution, and drive hp TIJ awareness and preference in managed territory.
• Provide market feedback and request for ww product roadmap planning.

Performance measurement:

• Revenue achievement of owned accounts.
• YoY growth and seq growth of owned accounts.
• Partner/customer relationship and loyalty.
• Sales funnel development and maintenance.       
• Quality of sales funnel, measured by $ growth opportunity.
• Project management in new account/new projects.
• Account information and sales funnel maintenance in CRM and one-drive.
• Product and market knowledge.
• Internal and external communications.
• Leadership and teamwork.
• Compliance to hp guidelines, policies and process.

Knowledge and Skills:

• Knowledge of printing technologies and printing industry including both digital and analog.
• Strategic thinking and planning.
• Project management skills
• Good presentation skill and effective communication
• Negotiation skill and closing deals
• Relationship building and maintenance
• Adaptability and resilience
• Self motivation in continuous learning and development

Qualifications:

• University degree, engineering degree is preferred.
• 8-10 years of sales experience with good track record.
• Good communication in English and local language
• Printing industry experience is preferred
• Outstanding leadership and teamwork spirit
• People oriented personality