HP End-user Sales Executive in London, United Kingdom
End-user Sales Executive
A great opportunity to join a well established team known for winning and maintaining a leading position in its chosen markets. The role is perfect for an enthusiastic, assertive and dynamic sales professional wanting to develop a career in Large Format Printing.
HP is a well-known player in the large-format printing market where it has a worldwide market-share in excess of 50%. In the high-end of this market, central reprographics departments and large engineering departments and as well as corporate & enterprise accounts there is further opportunity for market growth. This market is characterized by a consultative and contractual selling model where hardware, service and supplies are sold in 3-5 years contracts with a fixed and variable (usage based) part. With the worldwide introduction of the HP PageWide XL range of products, in late 2014, HP has made it’s entry into this segment with a compelling value proposition based upon disruptive Page Wide array technology.
The go-to-market for the HP PageWide XL-series is based upon a 100% reseller-led selective distribution strategy. The main purpose of the role we are
currently recruiting for, is to open doors in large accounts, hunt for and develop new opportunities for PageWide XL and involve our partners at the right moment to continue and close the opportunity and execute the fulfilment (installation, training, support etc.).
In this role your objectives are to:
Hunt for PageWide XL opportunities in the market, specifically looking for LED technology replacement opportunities in mid to high volume print environments and drive closure of identified opportunities directly with end-user in collaboration with PageWide XL-certified resellers. Also building relationships with HP's CEP & HP printing end-user sales team, as required.
The scope of the role:
Product scope is HP PageWide XL, SmartStream, Partnerlink, ink, accessories and services.
Route to market is channel with selective distribution on HW, Supplies and Service; special focus on PW-certified DPS reseller.
Key Interaction Points:
Reports to Country Regional Business Manager and closely collaborates with Technical Production Sales Manager & local country Large Format Printing Team.
External: TPS resellers (PageWide certified), end customers
Internal: Printing end-user sales team; Technical production team, services org, LFP country team.
Extensive end-user sales experience in the high-end (contractual) printing market, selling to complex Decision making units (DMU’s in corporate CRD’s (Central Reprographics Departments) and distributed environments.
Excellent interpersonal and influencing skills. Able to act on and influence across various organizational levels.
Excellent consultative selling skills; able to identify the right stakeholders (line of business/dept. managers), develop customer pain points into explicit needs, oriented towards our solutions, and into a customized proposal focusing on R.O.I.
instead of on price and spec’s.
Hunter profile; likes and is able to identify and acquire and develop new business opportunities. Is used to working with long sales cycles with uncertain outcome
Sales-experience in the large format printing market with one of the top-vendors or competitors (Oce, Xerox, KIP).
Nice-to-have: Higher (university-level) education in a commercial domain (Business Administration, Economics, Marketing) or equivalent.
Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply now, we are eager to learn more about you! If you know a friend who may be a fit for the job please refer them.
As a standard part of our hiring process we conduct candidate screenings including CV, education and criminal checks.
No shift premium (United Kingdom)
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