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Job Summary

This role is responsible for developing and nurturing strategic partnerships with top-tier commercial clients, serving as a trusted advisor, and aligning solutions with their overarching business goals. The role contributes to sales policies and targets, engaging with internal teams for effective solutions.

Responsibilities

- Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and selling the organization’s offerings.
- Identifies customer requirements, maps with the organization’s capabilities, and chooses the respective direct/indirect supply chain.
- Builds professional relationships with clients up to the executive level and develops a core understanding of unique business needs.
- Engages with partners to improve win rates on selective deals; achieves and manages quarterly, half-yearly, and yearly sales quotas.
- Develops and executes sales strategies and territory account plans to drive significant revenue growth and expand market share.
- Leads contract negotiations with clients to secure profitable deals while maintaining positive relationships.
- Monitors and analyzes sales performance metrics, identifying areas for improvement, and implementing corrective actions.
- Enters and updates opportunities in the pipeline tool; recommends and implements pipeline management practices.
- Leverages existing opportunities to expand into multiple business units within the account.




- Conducts regular business reviews with clients to assess their satisfaction, gather feedback, and identify areas for improvement.

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 account management, tele sales, product specialty (computers, printers, servers, storage), or a related field, or an advanced degree with 3–5 years of work experience.

Preferred Certifications

- Certified Technology Sales Professional (CTSP)

Knowledge & Skills

- Data management / portfolio management
- ITIL v3/v4 certification
- Business Development
- Business to Business
- Cash Handling
- Cash Register
- Cold Calling
- Conflict Resolution
- Customer Relationship Management
- Inside Sales
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Development
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Territory Management
- Salesforce
- Selling Techniques
- Upselling

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 facilitating information validation and team decision‑making processes.

Complexity

Responds to moderately complex issues within established guidelines.

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Postúlate en Kit Empleo: kitempleo.cl/empleo/1dph92

📌 Commercial Account Manager (Santiago)
🏢 Hewlett Packard
📍 Santiago