Job Description

Enduser Account Manager

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End User Account Manager – Large Format Printing – Latex & Dye sublimation, UK&I

About HP

Today HP is a $50+ billion Fortune 50 company with just under 50,000 employees worldwide across 190 countries. We are a technology company born of the belief that companies should do more than just make a profit. They should make the world a better place. Our efforts in climate action, human rights, and digital equity prove that we are doing everything in our power to make it so.

With over 80 years of actions that prove our intentions, we have the confidence to envision a world where innovation drives extraordinary contributions to humanity. And our technology – a product and service portfolio of personal systems, printers, and 3D printing solutions – was created to inspire this meaningful progress.

We know that thoughtful ideas can come from anyone, anywhere, at any time. And all it takes is one to change the world.

The role

We are looking for an End User Account Manager with experience in working in the large format printing industry. We are a team of 6 Sales specialists managing the Large Format Printing business in the United Kingdom and Ireland territory. If you are looking for a true opportunity to change a market, drive a transformation and lead the way to HP’s future success, this role managing our End-User sales in the UK&I is the place for your next career step.

What you bring to the job

We believe the following skills and experiences are important for success in the job:

• You enjoy being out in the field travelling 60%+ of the time, mainly in the UK&I but also internationally, meeting with our end customers and partners.
• You love to hunt for new sales opportunities and close them with a positive outcome.
• You have a strict discipline to manage your funnel size, shape and win rate.
• You thrive in complex sales cycles, influencing and getting buy-ins from both internal and external stakeholders.
• You excel working in teams and pursue common goals and work pro-actively with the local Partner Business Manager.
• You love to represent the organization to external customers/clients.
• You are always ahead of the game, developing broad market and competitor knowledge.
• You have an analytical approach when planning and undertaking financial responsibilities.
• You are able to contribute to the development of new ideas and methods.

Responsibilities

• Your main objective is to drive profitable growth through the sale of high-end Latex printers (R-Series and <3.2 mtr wide), supplies, services, and solutions and to increase HP’s Large Format Print market share in the UK&I territory. Secondary objective to promote and drive the HP Latex 1.6m portfolio with customers and partners.
• Engages with key customers in assigned territory on opportunities for high-end Latex products.
• Builds network into relevant end customers such as Print Service Providers (PSP’s), signage companies but also manufacturers within defined customer segment plans – such as wallpaper and/or window blinds or other decoration application segments – to extend funnel beyond core customers (PSP, signage) and increase addressed market.
• Builds funnel / sales opportunity pipeline and drives individual opportunities thru sales cycle to closure; collaborates closely with related resellers in demo and deal closing but owns the HP relationship to end customer.
• Supports end user deal pricing for both HW and supplies in country, in collaboration with regional category and central Latex business support.
• Works actively with local partners and central team in Barcelona to identify local installed base replacement opportunities on legacy products. (MIF)
• Gives input to regional category / marketing to generate leads for MV product portfolio.
• Work closely together with the local Partner Business Managers responsible for managing the sales channels/partners in the country.
• Responsible for forecast accuracy for UK&I
• Establish and maintains account plans and account management strategy to promote sales growth aligned with the overall PBM strategy.
• Achieves assigned bi-annual sales quota for HP products, services, and software.
• Conducts quarterly business reviews with the customers, HP executives and other stakeholders.
• Actively engage HP resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for HP.
• Reports to the Channel Manager in the UK&I.

Education and Experience Required

• University or Bachelor’s degree.
• Typically, 5-10 years of selling experience at end- user account level with a proven track record, managing complex accounts / experienced with partner business management.
• Consistently achieving/overachieving targets/KPI’s.
• Ideally, you will have experience in the large format printing industry in the UK&I.

Knowledge and Skills

• Effectively sells HP offerings by building strategic relationships with end-user decision makers, promoting HP programs and offerings.
• Thorough understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition and overcome objections.

• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.

• Proven experience in developing strategic plans to increase the size of the business and HP's share.
• Seniority to deal with C levels/top management at end customer level, partners and wholesalers.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales team members.
• Solid communication and interpersonal skills.
• Advanced planning, analytical and finance skills.
• Solid knowledge of the printing industry, competing vendors, and the channel.
• Partners effectively with others in the account to ensure coordinated account management.
• Location: United Kingdom

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope

• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Thanks for taking the time to review our vacancy, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you. If you know a friend who may be a fit for the role, please refer them.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United Kingdom)

Travel -

75%

Relocation -

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.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “ Know Your Rights: Workplace Discrimination is Illegal"