Sales Specialist

Description -

Job Description – Sales Specialist

Job Summary
This role is responsible for developing and executing strategic account plans to deliver solutions aligning with both client objectives and the organization's offerings. The role collaborates with internal teams to identify opportunities for business growth within existing and new enterprise accounts through upselling and cross-selling. The role engages with sales specialists and partners to enhance the organization's capabilities and improve deal success.

Responsibilities

• Develops and executes comprehensive account plans that align with the client's objectives and the organization's offerings.

• Builds and nurtures strong relationships with key stakeholders at the client's organization and understands the client's objectives and challenges to provide strategic insights and solutions.

• Identifies opportunities for upselling, cross-selling, and expanding the scope of services provided to the client.

• Collaborates with internal teams to create tailored solutions that address the client's unique needs and challenges.

• Engages with sales specialists and partners to leverage the organization’s capabilities and improve win rates and delivery of selective deals.

• Leads contract negotiations, pricing discussions, and contract renewals to ensure favorable terms for both the client and the organization.

• Provides feedback to internal teams based on client interactions to improve products, services, and processes.

• Prepares regular reports and presentations for both internal stakeholders and the client to share regular updates on deliverables, roadblocks, etc.

• Stays updated on industry trends, competitive landscape, and emerging technologies that could impact the client's business.

• Dynamics, Forecasting, & Sales Compensation

  • Ensure that MSD and forecast is within +/-5% accuracy for each quarter.

  • Ensure sales compensation is up to date and has no gaps.

  • 3x coverage in MSD versus quota

  • Build Relationship Contacts are updated in dynamics leverage support from sales support.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• Typically has 4-7 years of work experience, preferably in customer relationship management, account management, or a related field or an advanced degree with 3-5 years of work experience.

Knowledge & Skills

• Account Management

• Business Development in acquiring new business accounts

• Business Planning

• Business To Business

• Upselling / Cross-Selling

• Customer Relationship Management

• Finance

• Market Share

• Marketing

• Merchandising

• Product Knowledge

• Sales Management

• Sales Process

• Sales Prospecting

• Sales Strategy

• Sales Territory Management

• Microsoft Dynamics

• Value Propositions

Cross-Org Skills

• Effective Communication

• Results Orientation

• Learning Agility

• Digital Fluency

• Customer Centricity

Impact & Scope

• Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity

• Responds to moderately complex issues within established guidelines.

Disclaimer

• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement