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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.
Key Performance Indicators :
New and Additional Profitable Revenue Growth
Increased penetration/Signings for product/offering space
Revenue Target for Production / Production Color
Aligned with Client Manager for defined set of accounts/pursuits
Specialization by Industry where needed
Uses best practices and knowledge of internal or external business issues to
improve products or services
Acts as a resource for colleagues with less experience
Requires in-depth knowledge and experience
Decisions guided by policies, procedures and business plan
Generally domestic scope/accountability
Primary Responsibilities :
Works with Client Manager, to provides subject matter expertise on the
product/services offerings leading to a detailed statement of work and
differentiating Xerox from competition.
Provide the business rationale and risk assessment to management for
making investments in the account to develop business.
Become the trusted adviser on services, solutions and products that
address the client s business challenges.
Develop value proposition that addresses the business impact production
color solutions have on graphic communications and in-plant operations.
Participate with the appropriate sales organization in account planning, form
specialized product/service opportunities.
Provide support and input in RFP responses, business case analysis, risk
profiles and statements of work
Participates in longer-cycle and technical aspects of negotiations, partnering
with solution architects as needed.
Coordinate production color focused events.
Responsible for average accounts and/or dollar quota/territory compared to
the company s average
Sells complex products or services, develop new accounts and/or expand
Has high level of authority or opportunity to set and negotiate product/service
May act as a lead in a team when presenting products/services to existing or
Influences customers and diffuses potential problems
Anticipates customer needs and identifies appropriate alternatives
Solves a range complex problems; takes a new perspective using existing
Exercises judgment within defined procedures, practices and policies to
Freedom to Act :
Works independently; receives minimal guidance
Determines and develops approach to solutions
Work is evaluated to ensure objectives have been met
Candidate Education :
Candidate Background :
Minimum Print/production for high volume knowledge
Minimum IT Standard knowledge- TBD
Minimum Deep understanding of competitive landscape and Industry knowledge
Minimum CIO and Other C-level influencer of client print/production strategy
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to ...@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
Title: Production Print Sales Executive
Location: New Jersey
Requisition ID: 19002551
Other Locations: United States-Pennsylvania
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