The person will be leading Graphic Communication Business for Xerox Latin America. He/She will be responsible for sales management process, all marketing aspects and development of the field people where needed. The role requires operational expertise where quotas involved and strategic view on business planning.
Reports to Technology and Marketing Director, XLA
· Conduct and Implement all necessary actions and programs to achieve XLA GC Plan
· Launch all Products and Marketing initiatives drived by DMO GC. Suggest Product, Supplies and FSMA pricing for each launch.
· Regional coverage analysis (direct / indirect) and action planning
· Field coaching in Selling Cycles
· Assist in deploying of associated GC marketing programs (Premier Partner, Gil Hatch Workshops, Trainings, etc)
· Competition analysis and action plan
· Market Share analysis and action plan
· MIF /Print Volume analysis and action plan
· Quarterly and Annual GC Plan/Outlooks: Support the Field on Plan building.
· Conduct Supply and Demand Calls representing XLA region – Prepare S/D report.
· Ensuring appropriate field participation in training plans sales and analysts. Also performing training on occasions as required.
· Supporting each country with their events that support their business objectives, as well as co-ordinate / maximize activities across the territories
· Monitor and analyze monthly YTD results against plan and prior year performance to understand route causes and identify issues impacting on GC revenues.
· Support countries with action planning against issues impacting their business, monitoring effect of remedial actions put in place
· Maintain relationships with third party feeding, finishing and software solution providers
· Travelling to support field operational needs / requests: sales field accompaniment, internal / external workshops, channel development
· Coach the regions on pricing within DMO OPCO levels to maintain ESR and Margin Plans
· Using SF.com , maintain content, submit monthly outlook to XLA Technology Director
Bachelor's Degree in business and/or technology.
Candidate Background: Skills, Knowledge & Ability:
Minimum Demonstrated successful solutions selling experience; color/graphic arts experience preferred.
Minimum Ability to influence, negotiate and gain commitment at all organizational levels.
Minimum Proven ability to manage the life cycle of multiple complex sales cycles.
Minimum Proven consultative sales and account management experience; system selling experience preferred.
Minimum Ability to optimize the balance of time spent on critical, customer-facing activities versus administrative activities.
Minimum Results oriented with excellent record of success (over achievement of sales quota, top sales ranking, awards, achievement recognition).
Minimum Ability to read and interpret financial statements, annual reports, and other financial documents.
Minimum Ability to develop strong influential executive relationships within assigned customer base.
Minimum Competent in the use of Microsoft Office Suite of products (Excel, Word, Outlook and PowerPoint) as well as Intranet and Internet for research purposes.
Preferred Knowledge of graphic communications industry
Preferred Willingness to take risks, try new approaches and question traditional assumptions.
Preferred Knowledge of workflow, industry color and monochrome applications, product positioning and competitive product strategies.
/Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard//to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox in the U.S. may request such accommodation(s) by sending an e-mail to// accommodations@xerox.com //// /
**Job:** *Indirect Channels*
**Organization:** *DMO Operations West*
**Title:** *Graphic Communications Manager Latin America*
**Location:** *Florida-Miami*
**Requisition ID:** *15013621*
**Virtual/work from home?** *No*