Xerox Sr. Sales Executive I, Indirect Channels ( Commercial Channel Development & Distribution Manager) in Haryana, India

Xerox Corporation (NYSE: XRX) is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them. We understand what’s at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.

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•Responsible for Indirect Channels selling and management to maximize the revenue of the organization's products and / or services through a base of reseller partners, such as dealers, systems integrators, value added reseller (VAR's), distributors, or retailers.

Job Responsibilities

•100 % accountability of business (Revenue / Contribution) in the Country

•To accurately manage business forecasting / commitment and ensure plan achievement.

•End-to-End supply demand management for timely availability of stock in a cost effective manner.

•Analyze SKU’s consumption pattern and bring accuracy in supply demand forecast.

•Provide inventory intelligence to field to improve the TAT.

•Detail analysis of MIF, AMPV at partner level to drive supplies penetration.

•Implement TCO and PPT tools at partner level and provide analytical inputs to field to improve supplies penetration.

•Monitor SSP performance on a monthly basis and provide feedback to field of SSP performance.

•Review slow moving inventory along with finance team to agree on action plan to liquidate to maintain inventory levels.

•Detail mapping of orders expected / logged with the inventory to ensure timely availability of material at location for billing.

•Prepare business case for bulk deals / field request for pricing and take appropriate approvals to enable sale while delivering gross margin.

•Design partner schemes to motivate / engage partner for improved business.

•Timely pricing / scheme / supplies policy communication to field.

•Build a separate channel for XRC business.

•Manage Relationship with Key account customers at “C” Level to ensure their mind share with XRC Business.

•Drive PSG supplies sales independently by managing top partner for alternate channel.

•To maintain and improve brand mix and ensure higher contribution of SKU with better margin.

•To ensure coverage to maximize visibility and availability to customer

•To work with Dealer Network to plan and implement strategies to drive the business plan

•To support Partner Network to achieve revenue and Contribution Plan

•To share Best Practices across the location

•To support the Dealers with various Market Engagement activities

•To expand the channels for optimum coverage

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.

Background and Experience

15 -16 years of relevant experience at various levels in Supplies

Knowledge of markets and segments

Should have sound knowledge of the specific Industry and vertical

Should have hands on experience in Channel Management



Attributes & Competencies

Communication & Presentation Skills and Channel Management Skills

Customer Relationship Management

Inter Personal skills

Financial & Commercial acumen

Title: Sr. Sales Executive I, Indirect Channels ( Commercial Channel Development & Distribution Manager)

Location: India-Haryana-Gurgaon

Requisition ID: 18005202