Production Sales Specialist

About Xerox Holdings Corporation
For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com.

Xerox is seeking experienced technology sales professionals who can drive customer relationships at multiple levels in the organization, engage Xerox internal expert resources effectively, and manage complex sales engagements. The primary objective of the Production High End Specialist (PHES) is to achieve revenue and profit growth targets. The PHES Tiger is responsible for client satisfaction and loyalty to the Xerox brand within their territory and works with a diverse group of internal and external stakeholders to optimize account penetration and contract retention. The PHES owns the development and execution of segment, territory and account strategies and achievement of sales quota for the Xerox Production Inkjet and toner based Continuous Feed product lines. The Specialist is the subject matter expert for Production Color and will work closely with other sales teams within Xerox to increase the penetration of Xerox into the marketplace.

Primary Responsibilities:

• Responsible for generating sales in order to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.
• Engage accounts at all levels (including VP and C-level) to understand strategic objectives and operational priorities and communicate Xerox value proposition.
• Grow profitable revenue by introducing new services and solutions to solve client’s business problems and/or capture new opportunities
• Develop, communicate, and lead execution of a strategic business plan that supports achievement of revenue and profit growth objectives.
• Understand account P&L and manage to opportunity areas Pursue and capture complex, strategic opportunities
• Leverage all Xerox channels as appropriate to optimize account penetration Ensure successful resolution of customer satisfaction issues
• Lead RFP / RFI response activities
• Engage and collaborate with pricing and contracting resources to propose, negotiate and close large and complex contracts
• Ensures financial governance processes are adhered to for all new and renew opportunities.
• Leverage Focus Executives, Industry Marketing and Alliance Partnerships to expand client relationships and identify new opportunities
  

Candidate Qualifications & Experience:

• Bachelor's Degree or relevant production sales experience required
• Master's Degree (MBA) preferred
• Preferred Lean Six Sigma Yellow Belt Certified and Green Belt certified or in the process of achieving certification
• Established track record of achieving revenue and booking targets Demonstrated ability to manage & develop senior client relationships
• Demonstrated ability to Lead and manage multiple, long and complex selling cycles Possess a significant level of industry knowledge and end-to-end business process expertise
• Possesses strong business and financial acumen (skilled in interpreting client financial statements) Established track record of being profit focused and accountable for results
• Ability to analyze performance metrics, risks, and controls Strong negotiation skills.
• Superior knowledge of Xerox Services and Solutions desired Knowledge about Information Management processes and tools Possesses strong interpersonal and teamwork skills
• Able to demonstrate self-initiative and results orientation
  

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