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Xerox Client Manager Key Accounts in Toronto, Ontario

Client Manager Key Accounts

General information

City: Toronto

State/Province: Ontario

Country: Canada

Department: Sales

Date: Friday, September 10, 2021

Working time: Full-time

Ref#: 20013335

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Sales

Seniority Level: Mid-Senior Level

Description & Requirements

About Xerox Holdings Corporation

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore our commitment to diversity and inclusion. (https://www.xerox.com/en-us/jobs/diversity)

Xerox Client Manager : Key Accounts

Location: Toronto, Ontario

Role Overview:

  • The Client Manager for Key Accounts is responsible for selling the Xerox Services portfolio to a defined set of established large/enterprise Services customers (generally 5 to 7 customers). This position requires the individual to develop a strong understanding of the customer’s business and to proactively engage with clients across all levels of the organization from operational to executive. This knowledge and insight will enable the Client Manager to identify and sell compelling solutions to enhance client success, increase utilization of current products& services and drive profitable revenue growth.

  • This position will be responsible for driving both short-term sales results within the accounts and developing and implementing longer term strategies to ensure Xerox will retain the current business and find new business to grow.

  • 60% of the time will be spent on new business development inside these established client accounts.

  • This is a quota bearing role with both a salary and incentive/commission elements.

Primary Responsibilities:

  • Minimum of 10 years Sales Experience

  • At a minimum, achieve monthly forecasts and quarterly and annual sales targets (plan). Sales targets are set based on assignment. Primary sales targets ($) are Total Revenue, Total Profit & New Business Signings

  • Lead contract negotiations for services renewals and new business expansion

  • Completion of Monthly Forecasts associated with signings and current account revenue & profit

  • Responsible for P&L management for each account. P&L includes existing services and any new services sold to the client base.

  • 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 while expanding Xerox services footprint within the defined account base.

  • Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.

  • 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

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

#LI-LT1

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 or expression, 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. Learn more at www.xerox.com and explore ourcommitment to diversity and inclusion! (https://www.xerox.com/en-us/jobs/diversity) 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 XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

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