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Xerox US Distribution Account Manager in Chicago, Illinois

Key Responsibilities / Objectives:

  • Commercial management role withresponsibility for Sales In (sold supplies & XRC) into assignedDistribution accounts.

  • Development of businessrelationships with our key Distributors, both at the operational and theexecutive level to ensure an effective collaboration.

  • Facilitate the demand planningat field level (Integrated Business Planning) to ensure that the futureproduct needs for sell through are understood and available atDistribution.

  • Reseller Backlog management.

  • Implementation of DistributionOperations strategic initiatives

  • Management of key operationalprojects.

  • Subject matter expert on allDistributor related operational aspects and be a key focal point for thesales through teams.

  • Support A4 Hardware growthopportunities.


  • Work with USCU sales team andDistribution Partners to enable the required Sales In value and mix.

  • Participate in Sell In outlookcycle for USCU to facilitate a predictable outlooking process.

  • Regular contact as part of theDistributor management process at the operational level.

  • Facilitation ofthe Quarterly Business Reviews and any other key executiveengagements.

  • Ensure a documented AccountDevelopment plan is created for the Distributor to achieve all of therequired key performance metrics, inventory targets and revenueobjectives.

  • Translate the agreed demandview to the Distributors to ensure that they understand the future demandpatterns.

  • Ensure the Distributors haveordered sufficient product ahead of the sales through period and it’s inthe correct location.

  • Proactive communication ofproduct availability by location.

  • Manage open reseller order bookat Distribution to maximize sell through and minimize lead-time tocustomers.

  • Support maximizing Direct Shipordering.

  • Managing DistributionPartners to ensure they are operating within the Sub-Distribution model.

  • Based on in depth knowledge ofthe Distribution Channel, the Distribution Account Manager is the point ofresolution for many aspects in this Sales Channel.

Experience/ Requirements:

  • Requires a proven track recordin multiple business disciplines; Operations, Sales, Partner Management,Distribution, Marketing.

  • Needs at least 5 years’experience in the IT industry in a variety of Channel roles.

  • Understanding of the 2 TierChannel model and the commercial operating model of our Distributors.

  • Ability to define andarticulate a business objective and its associated strategy.

  • Good understanding of thecapabilities of the Distribution Partners in North America and the abilityto manage the complexity of the relationships and business models.

  • Strong commercial businessacumen to ensure Xerox’s best interests are met.

  • The role is autonomous indeciding priorities and actions to achieve the team’s objectives.

  • The role is required to make the appropriate short andlong term commercial decisions within the Corporate Guidelines in order tomanage the overall relationships with the Distributor Channel.

  • Excellent analytical skills ininterpreting and creating excel reports.

  • Degree level education,supplemented by relevant practical experience and management training.

  • Self-starter ability to work independently forsustained periods.

  • Strong relationship manager at all levels inside theDistributor.

  • Ability to deal with ambiguity. We are transforming theway we work, so the role evolves as we transform our business.

  • Lean Six Sigma Green Belt Certification preferred.

  • Travel required within U.S.

  • Driving license required.

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 Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: US Distribution Account Manager

Location: Missouri-St Louis

Requisition ID: 19001932

Other Locations: United States-New York-Buffalo, United States-North Carolina-Charlotte, United States-South Carolina-Greenville, United States-Illinois-Chicago