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Xerox Direct Sales: Client Manager in ON, Canada

Xerox Client Manager

Location: Toronto, Ontario

Role Overview:

The client manager is responsible for selling the Xerox services portfolio. 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 Xerox customers. 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.

Primary Responsibilities:

  • Responsible for P&L management for each account

  • 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 opportunities by providing new solutions to solve customers’ challenges.

  • 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:

  • Minimum 10 years of sales / consulting experience.

  • Experience with influencing and writing RFP’s is an asset.

  • Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.

  • Experience with selling to enterprise accounts

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

  • Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.

  • Experience in solutions and software sales

  • Knowledgeable regarding competitive landscape, industry trends and vertical markets

  • 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

  • Technically proficient with Microsoft Office tools and CRM’s (i.e. Siebel)

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

Title: Direct Sales: Client Manager

Location: Canada-ON-MISSISSAUGA

Requisition ID: 19004418

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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