Premier Sales opportunity in the Graphics Communication Business Alliance Account Operation. Responsible for selling all Xerox solutions and services (with a primary focus on Production) to Office Depot, one of Xerox’ largest revenue producing accounts.
Provide Global account focused sales expertise, designed to over-achieve both the Major Account P&L and the Post Sale Revenue plans.
Utilize the in-depth understanding of Office Depot to exceed targeted financial / expense and customer satisfaction targets.
Participate in the development and implementation of the account strategy to enable the engagement of all Xerox Business Units, third parties, channels and services to drive profitable revenue growth for Xerox.
Develop National Account Strategy across all business segments
Deliver strategy presentations to C-Level executives
Understand and aggressively pursue Office Depot requirements and objectives
Identify new opportunities to grow Office Depot revenues and expand the Xerox relationship as new products and solutions are launched by Xerox.
Provide technical expertise in recommending, configuring and supporting solutions.
Determine technical requirements needed for networking products.
Work closely with Office Depot to trouble-shoot issues (ie: Service, Supplies)
Work as a technical consultant on any questions related to Xerox technology.
Attain and overachieve primary business and financial objectives (MAPL and Post Sale Revenue targets)
Sale of all equipment, technical solutions, supplies and services
Competent in all aspects of technology and able to manage through the sales cycle without benefit of specialist overlay
Introduce partner sales personnel from Xerox Business Units, Marketing Partner, Channels and Services into the sales cycles
Identify opportunities for XGS solutions and orchestrate sales cycle
Negotiate Major Account contracts with senior level Office Depot executives utilizing House Account pricing resources and Contract management personnel
Grow baseline revenue streams for service through volume building exercises including application development and competitive takeover
Grow baseline revenue streams for paper, applications through put and consumables through Business Services, Retail and North America Delivery channels
Develop monthly and yearly outlook. Develop and manage master prospect list.
Leadership Attributes:
Manage multiple internal and external resources
5-10 years successful sales / analyst experience and proven account management skills with major accounts. President's Club level of sales success considered a plus.
Strong Microsoft Office Suite Knowledge, especially advanced Excel and PowerPoint competence.
Excellent written and verbal communications skills.
Exceptional presentation / demonstration skills.
Works well within Collaborative environment.
In-depth knowledge of Xerox Solutions and Services.
Ability to utilize Xerox internal systems including ValuQuix, X-Sellerator and Salesforce.com, Xerox Service systems (knowledge of Xerox billing helpful)
Willingness to travel nationally, with more frequent travel to South Florida
Prefer Florida Based (open to East Coast//Midwest) -based position.
Strong detail orientation and organizational ability.
In-depth knowledge of the trends in both Graphic Arts and Retail.
Ability to engage and communicate with high-level decision makers.
Ability to work well in a highly motivated, team environment - one that is supportive of all members and takes advantage of mixed skill sets to consistently overachieve all targets.
Originally posted on Himalayas
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