Print Supplies Sales Specialist - Mississauga, Canada - Hewlett Packard

Hewlett Packard

Verified Company

Mississauga, Canada

2 weeks ago

Posted by:

Sophia Lee

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Description

We're looking for a highly motivated sales representative to join our sales team to drive HP OEM toner & ink revenue in small medium and large size accounts leveraging existing end-user and reseller programs.

Duties include cold calling, end-user & partner face to face meetings, deal/proposal creation, forecasting and funnel management using internal pipeline management tools.

The Sales Team will focus on achieving revenue, profit, and growth objectives by driving preference for HP Supplies and developing and executing on the Canadian Supplies strategy across various routes to market.

The team will employ a customer first, sales driven attitude, and growth mindset towards aggressively achieve goals.

Collaboratively, the team will develop strategies and execute on plans that deliver results on priorities; as well will provide leadership throughout the organization on the Supplies business.

Priorities for this team include, but are not limited to: driving aftermarket growth, profitably through accretive share gain; accelerating Printer unit placements by utilizing usage data to propel Supplies opportunities; collaborating with category, channel, and field teams; working closely with our channel and customers, continuing to improve channel health and elevating customer experience;

Key Responsibilities:

Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline by generating leads and referrals and new customer opportunities within specialty area.
Maintain knowledge of competitors in account to strategically position HP's products and services better.
Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
Formulate and expand solutions to generate additional product or service attachments and up sell revenue.
Contributes to proposal development, negotiations and deal closings.
Work closely with and support account manager, providing technical expertise and support, and participating in client engagements.
May focus on growing contractual renewals for midsize accounts with some complexity, to highertotal contractvalue renewals.
Establishes a professional, working, and consultative relationships with customer/partner at all organizational levels to develop a core understanding of the unique business needs; able to interface with senior levels in internal and external groups.
Assigned average or higher size quota.
Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

_ Education and Experience Required:
_

University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
Detailed knowledge of key customer types or customers on given products.
Typically 25 years of experience in specialty sales.

_ Knowledge and Skills:
_

Demonstrated success in achieving progressively higher quota.
Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings, and be able to qualify a deal
Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needs
Assesses solution feasibility from a technical and business perspective to determine "qualifyin"/"qualifyout" status
Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
Solid communication and presentation skills within all levels of business at the manager level.
Product demonstration, customer training, product installation skills. (for product specialty roles) Conceptualizes and articulates welltargeted solutions in area of specialty product, service, solution

- from proposal to contract sign
- off.

Demonstrates leadership and initiative in successfully driving specialty sales in accounts prospecting, negotiating and closing deals.
Negotiation of profitable deals so that HP can expand opportunities based on existing business and increase footprint and revenue.
Opportunity prospecting as related to specialty area and in expanding existing client business, in order