The Supplies End User Account Manager supports countries in addressing Mid-Market and Enterprise Accounts Supplies Big Deals and increasing the supplies market through new business and win back opportunities.
Responsibilities:
- Support Supplies End User Sales specialists in funnel management creation and update
on systems, securing they are always accurate and up-to-date (SFDC).
- SBD analysis:
o Analyze SBD actuals/usage.
o Identify cased of deviation from the HP original planned revenue evolution.
o Proactively contact Supplies End User Sales specialist with an action plan proposal and agree on action plan. May be involved in the implementation of the actions, if required by country.
o Seek for profitability improvements in existing SBDs and make proposals to the Supplies End User specialist on those possible changes.
o Coordinate SBD updates with ISR.
- Renewals: Start renewals process with the ISR support at least 4 months in advance (ideally 6 months in advance).
- Tele-sales: Active end-user engagement to identify/validate/qualify/negotiate/close supplies opportunities (Hunting of new/Win-back supplies deals, Renewal of existing deals, Contractual MPS including opportunities supplies), to negotiate and win them. Leads may be provided by the Resellers or by the Supplies End User Sales Specialist.
- Farming: support claim, payment process, and deals follow up.