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Overview

HP Sales is not for the faint hearted. It requires robust knowledge of HP’s new and existing products and services, as well as communicating complex information to our partners and end-users. The scope is highly collaborative—working with internal and external stakeholders to drive sales activities at multiple organizational levels for overall sales growth.

Success profile

What makes a successful Sales Specialist at HP? Check out the top traits we’re looking for and see if you have the right mix.

  • Achiever9
  • Competitive10
  • Motivational6
  • Organized9
  • Persuasive7
  • Relationship expertise10
10

Rewards

  • Medical

  • Dental

  • Vision

  • 401(k)/Retirement plans
    (USA)

  • Maternity & Paternity Leave

  • Paid Time Off

A small meeeting of employees at a modern table in front of a large text graphic on a window A group of HP employees meeting on fun beanbag chairs
  • “I like working at HP because of the strong re-invention spirit, which encourages me to think out of the box with a growth mindset!”

  • “At HP, 15 years ago, I was offered the opportunity to be accountable as an individual performer as a UK and European sales person. After five years I took this experience to build and lead a high performance business culture. Our culture is to trust people to make bold decisions that can deliver the extraordinary; which is both extremely rewarding and often scary. I have been lucky enough in my career to see many different countries and work with a lot of diverse people. The market may have changed during these 15 years but HP continues to offer better opportunities then it did when I joined.”

Responsibilities

Job ID 3028997 Primary Location Bucharest, , Romania Date posted 06/13/2018

The Customer Account Operations Manager is a key role within the management of our top customers. The CAOM is responsible to manage the end-to-end relationship with the customer from an operational point of view. This includes amongst other things, to set up new customers, to ensure Service Level Agreements are met, to manage large escalations and to solve complex issues, to translate the needs of the customer into an operational plan, to strive for continuous efficiency improvements, and to hold Business Reviews with the customer where needed. The CAOM works closely together with the operational teams in Sales Operations, Supply Chain and Customer Services, as well as Sales and country management.

RESPONSIBILITIES

Ownership of operational relationship with customer

  • Manages customer expectations through effective communication about HP direct order fulfillment capabilities and delivery performance
  • As trusted HP direct advisor contributes to relationship building with the customer
  • Enables sales force to focus on revenue and margin related activities
  • Coordinates HP Operations strategies - aligns operational commitments of the different business unit sales teams
  • Identifies opportunities for improving customer satisfaction and driving incremental business
  • Reports back to customer on the delivered performance (operations reviews, periodic reporting etc)
  • Manages senior level escalations

Design and deployment of customer procurement solution

  • Consults with customer and (local) sales team on HP's capabilities
  • Understands the sales strategy, consults with sales to maximize HP business opportunity
  • Understands and documents customer requirements
  • Designs procurement solution which meets customer expectations - manages within the scope of HP's Direct delivery capabilities and cost to serve targets - documents solution in a Statement of Work and agrees SOW with customer and account team
  • Project manages the implementation of the solution

Operations and Customer Management

  • Develops and animates a regional or worldwide operations team depending on the type of account
    • Ensures commitments to the customer are honored
    • Acts as an account related escalation point for internal teams
  • Develops clear action plans for operational teams and monitor performance
  • Monitors account metrics and drives corrective actions
    • Measures service levels, cost to serve, customer satisfaction
    • Understand root causes when targets are missed and drive corrective action
    • Identifies & recommends end to end process optimization opportunities
    • Manages change

Education and Experience

  • Bachelor’s Degree, Master’s Degree preferred or equivalent experience
  • 5 years or more experience in an operational role
  • Project and/or Program Management experience preferably within an international environment
  • Fluent in English.

Knowledge and Skills:

  • Excellent communication skills (e.g. written, verbal, presentation).
  • Developing consulting, negotiation and influence skills.
  • Research and analytical skills.
  • Good knowledge of Microsoft Office tools, particularly Excel, Word, and PowerPoint.
  • Demonstrated project management skills such as planning, execution and implementation.
  • Proven ability to collaborate and network with other groups and functions to reach business objectives, in support of the customer/partner requirements.
  • Proven ability to establish and maintain good relationships with external customers/partners on peer level and one level above
  • Basic financial and business acumen.
  • Ability to identify and implement customer-specific process improvements.

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  • Sales Operations, Bucharest, București, RomaniaRemove