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Xerox Vice President, GHE Southeast Region in Louisiana, Louisiana

Purpose:

  • Responsible for quota-bearing sales activities within the Southeast US.

  • The primary objective is to lead a high performance sales team in achieving continuous revenue, client satisfaction. Achievement of these objectives will be delivered through skills development, coaching, collaboration and communication with employees, peers and clients.

  • Current/on-going Account Business Plans for all accounts by industry

  • Responsible for developing new business with non-users

  • Maintain pipeline consistent with business requirements

  • Profitable Revenue Growth

  • Retention for target levels

  • Rolling Performance of Team at/better then plan

Scope:

  • This position has accountability to acquire, retain and grow business in new and existing accounts. Overall revenue scope varies by position.The role must be able to hire, coach, develop and retain employees. The role holder engages and interfaces with C-level clients and works cross-organizationally to achieve business results.

  • Actual Scope values will vary by Region

  • Total Revenue Plan: services and technology

  • Total Signings Plan: services and technology,and gross profit

General:

  • Develops departmental plans, including business, production and/or organizational priorities

  • Interprets internal or external business issues and recommends solutions/best practices

  • Decisions are guided by resource availability and functional objectives

  • Primarily domestic accountability; may include some international accountability

Primary Responsibilities:

  • Leads/inspects strategic (selecting and prioritizing accounts) Account Business plan in plan/updated on-going for all accounts for all existing service offerings, products and new generation offers as they are released to maintain pipeline and execute against win strategy to close of deals

  • Leads implementation of industry specific sales strategies

  • Ensure team executes process with delivery operations partners to complete quarterly business reviews to retain key customers and plan next innovation

  • Collaborate with functional teams and to enable total process/ eliminates barriers in organization to sales team performance

  • Ability to initiate calls and develop relationships with CIOs

  • Grow/Manage Talent for Performance

  • Using date/metrics -ensures continuous performance management of all team members and acquires quality talent to minimize gaps in coverage/performance.

  • Understands and role-models expert approach to service selling/offerings with key accounts to teach/coach sales team

  • Understands and role-models industry approach/knowledge to team/coach sales team

  • Understand how to build, cost and solution a deal at operating level

  • Bid/Contracting & Sales Deals

  • Can lead/coach total sales deal and business case

  • Assess, Qualify and Approve deals

  • Ensures compliance with sales governance process

Candidate Education:

  • Minimum of Bachelor's Degree or Equivalent Sales Management Experience

Candidate Background:

  • Minimum Demonstrated: sales management of sales team, services selling experience and account business planning associated with winning complex, large scale deals

  • Minimum Demonstrated services selling with industry

  • Minimum Demonstrated building of CIO and other C-level relationships to influence business strategy enabled by service offerings

  • Minimum Demonstrated experience leading/growing talent for sales teams

  • Minimum High-level of business acumen related to service deals and key levers, associated with successful negotiations

Title: Vice President, GHE Southeast Region

Location: Georgia

Requisition ID: 19002112

Other Locations: United States-Alabama, United States-Tennessee, United States-Florida, United States-South Carolina, United States-Mississippi, United States-North Carolina, United States-Louisiana

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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