**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 Bachelor's 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 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.
- 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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