Sales Executive II, Direct Sales: Client Manager
Xerox Corporation
Ontario, Canada
15d ago

Xerox Client Manager

Location : Ottawa, Ontario

Role Overview :

  • The client manager is responsible for generating sales in order to meet individual / team quotas and company business objectives.
  • Responsible to manage existing accounts as part of a larger account team and manage named accounts within a geography for the Xerox product offerings.

    This is a quota bearing role via an incentive / commission plan.

  • This position has responsibility for selling Xerox solutions and will market the full line of Xerox products, services and solutions to both current Xerox customers and non-
  • customers within a specified geographic territory. This position will be responsible for driving both short term sales activity with an account, and also with developing and implementing longer term strategies to ensure Xerox will retain the account and grow new business.

    Primary Responsibilities :

  • At a minimum achieve monthly, quarterly and annual sales targets
  • Completion of Key Product Outlook and Master Prospect List ownership for assigned territory. Develop and present Quarterly Business Plan Review to management.
  • Develop and implements business(short & long term) plans for client base to identify, sell, and support incremental value added services and / or products in existing client accounts.
  • Must be skilled in the area of financial presentation and negotiation with the client to effectively close profitable deals based on what’s best for the client and Xerox.

  • Developing new business through cold-calling and prospecting on a continual basis within the dedicated territory or with established accounts.
  • Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication
  • Manage the entire sales cycle. Leverage executive level sponsorship in the client’s organization to bring new insight (teaching) to the client about Xerox solutions and services that address their business challenges.
  • This insight is critical to effectively sell services and needs to be the result of industry and client-specific on-going research.

    Role-Specific Competencies

    Business Acumen : Business acumen is the ability to perform and make commercial decisions with insight, knowledge and intelligence.

    Create Client Strategy : The ability to develop effective strategic account strategies in order to drive profitable and sustainable growth for Xerox.

    Communicate Value : Ability to effectively communicate and leverage delivered Xerox value to expand the client relationship and increase the share of wallet for Xerox.

    Consultative Selling : Identifies Xerox opportunities through an in depth knowledge of our customers’ strategic and business needs.

    Seen as a thought leader and sought out by the client for business advice.

    Creativity and Innovation : The ability to challenge current ways of doing things (conventional practices), adapt established methods to new situations, pursue ongoing process improvements, create and evaluate new solutions and ideas.

    Developing New Service Opportunities : Creating opportunities for unique, value-added solutions and services to address client’s business drivers

    CandidateQualifications :

  • Minimum 10 years of sales / consultingexperience.
  • Experience with influencing and writingRFP’s is an asset.

    Demonstrated ability to self-develop andto continuously expand your knowledge about your clients and Xerox.

    Experience with public sector andfederal government accounts is an asset.

  • Able to identify and develop effectiverelationships with key, strategic decision-makers in order to develop andfurther selling opportunities
  • Proven track record for consistentlyachieving services revenue and related sales targets and customer satisfactionmetrics.
  • Knowledgeable regarding competitivelandscape, industry trends and vertical markets
  • In depth knowledge of competitorproducts, solution offerings and market in which Xerox competes to ensure thesuccessful positioning of Xerox offerings
  • Excellent written and verbalcommunications skills in French and English; technically proficient withMicrosoft Office tools and CRM’s (i.e. Siebel)
  • Demonstrated proficiency in conductingclient current state studies; business proposal writing skills and presentationto senior management
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