Xerox Production Sales Specialist Direct and Channel in GE, Switzerland
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The Production Sales Specialist proactively supports the achievement of the goals and strategies set by Xerox in the field of production within the area assigned to him.
Market,customers and strategy:
The Production Sales Specialist knows the market participants and is thus able to provide professional advice to our customers as well as to potential new customers and also our sales partners.
The Production Sales Specialist is therefore concerned to implement the strategy in the production area towards customers as well as potential new customers and also towards our sales partners. He has a focus on mid production and advanced production systems. These include the Xerox Versant 180 and 3100 and Xerox Iridesse, iGen5 and the nuvera black and white system. In a broader sense, it will also help to identify potential for Xerox inkjet systems. If it is not possible for individual partners to concentrate on the production sector, the Production Sales Specialist will act independently in the partner area with regards to customers and prospects.
This is achieved by ensuring that prospects are developed in the area of production and that potentials for cross- and upselling opportunities are identified in the area of existing customers. With a structured approach to market coverage, he is responsible for protecting existing installations and achieving new installations for competing parking spaces or entire new customers in digital printing. Accordingly, he supports and accompanies product demos and is responsible for the quotation and contract creation process. He also supports customer events. This should ultimately lead to corresponding sales deals.
For the continuous development of the partners, the Production Sales Specialist strives to ensure that partners, customers and prospects understand the Xerox Value Proposition and that partners are able to carry it into the market.
The Production Sales Specialist is concerned that our partners will meet all these obligations under Accredition (training, equipment showroom).
Informationand knowledge about the production portfolio:
The Production Sales Specialist always provides thelatest information on the current Xerox portfolio. To this end, he participatesin all events provided for this purpose by Xerox, such as calls, trainingsessions and events. This also applies to those from selected third parties.The completion of training measures planned for the field of production ismandatory.
The Production Sales Specialist also participates intraining activities, which are associated with advanced solutions in terms ofsoftware and services in the field of production.
The Production Sales Specialist has in-depth knowledgeof the Xerox production portfolio, including solutions for the production area,knows the offer of competitors and is able to argue the advantages of Xeroxproducts versus competitors.
The Production Sales Specialist understands theanalysis of the customer's current situation, together with his goals, todevelop and present a solution for the customer for the future.
Disclosureof information, knowledge, accompaniment:
The Production Sales Specialist ensures that our partners are always informed about the latest status of the Xerox product portfolio or participate in specially designed trainings. To this end, the Production Sales Specialist helps to accompany and implement launch processes with the partner in order to support their success with partners and customers
The Production Sales Specialist accompanies our partners to their customers in order to sustainably support the sales process.
The goals are to be implemented independently and proactively by the Production Sales Specialist:
With its activities, the Production Sales Specialist makes a significant contribution to ensuring a high level of market coverage directly and through its sales partners.
The Production Sales Specialist makes sure that Xerox Value Proposition customers, prospects and sales partners are well known.
With the support of the Production Sales Specialist,the following objectives are to be achieved:
Expansion and protection of existing customers
Increase market penetration among competitors' customers
Winning new customers
Instrumentsfor the implementation of the tasks of the Production Sales Specialist:
The Production Sales Specialist presents a plan for activities over the next three months every quarter. This includes:
Is situation of his territory and per partner
Demonstrate possible development steps
Development plan per major customer/A customer and per partner
Development plan of his prospects
Within a weekly planning, the activities decided on under point a are specifically planned and implemented within the framework of a DAL.
All activities are mapped in SFDC (Salesforce) / MSOutlook.
- The Production Sales Specialist reports weekly at The SFDC on the status of his Selling Cycles as well as a monthly and three-month forecast.
TheProduction Sales Specialist regularly conducts business reviews with thepartners assigned to him in order to include the following:
Existing project base
Coverage Of MIF and new customer potentials
Need for support measures (pricing, tactical, events, clarifications, etc.)
All possibilities for future business are entered in SFDC (Salesforce.com).
The Production Sales Specialist gives a weekly overview of the receipt of orders and the status of the current projects.
Technical and/or computer science training with further business training (bachelor/master level.
Experience in account management and channel management
Experience in leading virtual project teams
French (mother tongue)
Customer- and sales-oriented, negotiable
High communication skills
Reliability, initiative, self-motivaated
Xerox is an Equal Opportunity Employer and considersapplicants for all positions without regard to race, color, creed, religion,ancestry, national origin, age, gender identity, sex, marital status, sexualorientation, physical or mental disability, use of a guide dog or serviceanimal, military/veteran status, citizenship status, basis of geneticinformation, or any other group protected by law. People with disabilities whoneed a reasonable accommodation to apply or compete for employment with Xeroxmay request such accommodation(s) by sending an e-mail toXeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job youare interested in, and the accommodation you are seeking.
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Title: Production Sales Specialist Direct and Channel
Requisition ID: 20000355