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Xerox Direct Sales: Client Manager in BC, Canada

Xerox Client Manager

Location: Vancouver, BC

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com at http://www.xerox.com/ and explore our commitment to diversity and inclusion! at https://www.xerox.com/en-us/jobs/diversity

Why work for Xerox?

As we evolve and transform our business, we want you to evolve with us. We will not only provide you with the development and support you need to succeed, but a suite of learning platforms and opportunities to help you get to where you want to go. We will encourage you to develop your skills and aspirations whatever they may be.

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.

Scope:

  • Individual Contributor role.

  • The Client Manager will work regularly both internally (within the sales and sales support functions) and with external clients to drive profitable revenue growth in the assigned territory.

  • Requires in-depth knowledge and experience

  • Decisions guided by policies, procedures and business plan

  • Accountability for achieving growth targets

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.

Candidate Qualifications:

  • Consultative, services-oriented approach

  • Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunities

  • Demonstrated ability to work collaboratively and cross functionally to support the sales process

  • Demonstrated business to business sales experience demonstrating consistent over plan results.

  • Strong interpersonal and negotiation skill

  • Proven track record for consistently achieving services revenue and related sales targets

  • Knowledgeable regarding competitive landscape, industry trends and vertical markets

  • In depth knowledge of Xerox and partner solution offerings to identify and recommend potential solutions to meet customer needs.

  • In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings

  • Excellent written and verbal communications skills in French and English; technically proficient with Microsoft Office tools

  • Effective Presentation Skills

  • Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management

Title: Direct Sales: Client Manager

Location: Canada-BC-VANCOUVER

Requisition ID: 19004026

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.

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