Retail Account Manager

3 weeks ago

Forest Hill, Australia Hewlett Packard Full time

**HP** is the world’s leading personal systems and printing company, we create technology that makes life better for everyone, everywhere. Our innovation springs from a team of individuals, each collaborating and contributing their own perspectives, knowledge, and experience to advance the way the world works and lives.

**We are looking for visionaries, like you, who are ready to make a purposeful impact on the way the world works.**

**At HP, the future is yours to create**

**_ Responsibilities: _**
- Lead account representative for HP supporting an industry leading retail account in Australia.
- Serves as the expert to the partner for de information regarding product, services, and software transitions, promotions, and configurations.
- Promotes HP offerings to become a key part of the partner's business and solutions; May be brought by partner to sell HP brand to end-customers.
- Establishes and maintains account plans to promote sales growth.
- Achieves assigned quota for HP products, services and software.
- Creates, fills-in and manages HP funnel for deals with partners and transforms potential leads into joint sales activities.
- Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long
- term business opportunities for HP.
- Provides the business rationale and risk assessment for making HP investments in the partner.
- Ensures partners are compliant with legal and SBC practices.
- May drive SOW growth with distributors who are managing small partners on behalf of HP.
- May recruit and develop business relationship with new partners.
- Develop and maintain strategic growth plans with the retailer to ensure maximized sales and share performance within the account.
- Develop and maintain inventory control mechanics to align with HP and retailer expectations of stock health.
- Develop and lead market leading go-to-market strategies with retailer and internal stakeholders.

**_ Education and Experience Required: _**
- University or Bachelor's degree.
- Typically 8-12 years of selling experience at end
- user account or partner level.
- Experience selling to partners in a complex environment.

**_ Knowledge and Skills: _**
- Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
- Thorough understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
- Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections.
- Effectively sells HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
- Develops strategic plans with the partner to grow the size of the business and HP's share.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Ability to motivate partner's sales force.
- Coordinates and directs efforts across HP sales teams and across business groups.
- Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

**Why HP Australia?**
- Australian Market Leader across PC & Print
- A wide and varied product portfolio to market
- Recognised globally as an Employer of Choice and certified as a Great Place to Work 2023
- Cultivates and encourages a diverse and inclusive culture with multiple Business Impact Groups
- Gold Level, Skilled Workplace Accreditation from Mental Health First Aid Australia
- Market Leading Mentoring Program
- Recognised and one of the world’s most sustainable companies
- Wellness Programs
- Flexible work environment
- Supportive team culture
- Also encourage Aboriginal and Torres Strait Islander people looking to start or continue their career in HP.

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