Position Objectives:
+ Achieve assigned Light Production. High-end Production Color/Mono, iGen, Continuous Feed Systems, High Speed Ink Jet operating targets, objectives, sales quota, and revenue growth. Responsible for selling entire production product line, feeding, finishing and software solutions and understanding document processes, applications development, customer retention, territory penetration and volume growth. Responsible for customer satisfaction, retention and problem resolution for Production customers.Utilize solutions selling skills to communicate Xerox strategy and direction to key decision makers.Primary focus to drive applications in the data center and distributed environments as well as high speen network applications in client services environments.Collaborate with Service Personnel, Analysts, Specialists and Client Managers on development and execution of territory strategies.Identification, engagement and coordination of marketing and technical resources to sell high value-add solutions.Ensure Client Managers Spotter training requirement is completed on Production portfolio.Stay current on industry trends, best practices and competition.
+ Production Program Management for assigned territory.
+ Support Client Managers as needed throughout the sales cycle.
+ Communicate Xerox strategy and directions to key decision makers.
+ Develop business applications for Production Digital Color and Monochrome Solutions and Services.
+ Conduct sales calls, demonstrations and presentations.
+ Coordinate customer events, i.e., ECE's, Open Houses, etc.
+ Engage Analysts, second level and other Business Group resources as needed.
+ Participate in business strategy sessions, opportunity workshops and big hit reviews.
+ Deliver programs and training to Client Managers.
+ Provide necessary leadership to support Manager.
+ Personally accountable for the attainment of the Production Sales Plan.
+ Provide monthly outlook, plan & reviews, and forecasts.
+ Participation in Key Product and Services reviews.
+ Follow order-to-install process to ensure 100% customer satisfaction in all Post Sale activities.
+ Log sales activities in to Sales Force.
+ Sell "services offerings" to new and existing clients.
Essential Functions:
Candidate Background: Skills, Knowledge & Ability:
- 3-5 years of successul selling experience
- Knowledge of Local Area Networks, Client Server Environments, Operations Systems and PDL's
- Knowledge of production color/monochrome markets, product positioning and competition
- Systems selling experience preferred
- Accepted leader with ability to train, motivate and drive performance
- Excellent presentation and demonstration skills
- Excellent territory management, solutions sales, demo's and closing skills
- Business computer literate required
- Minimum Demonstrated ability to successfully sell and present to client executive levels
- Minimum Proven consultative sales and account management experience; system selling experience preferred.
- Minimum Results oriented with excellent record of success (over achievement of sales quota, top sales ranking,
awards, achievement recognition).
- Minimum Familiarity with business process automation and workflow
- Minimum Ability to optimize the balance of time spent on critical, customer-facing activities versus administrative
activities.
- Minimum Proficient knowledge of (or aptitude to master) network printing environments and network software.
- Minimum Personal drive and internal motivation toward high achievement.
- Minimum Ability to read and interpret financial statements, annual reports, and other financial documents.
- 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 Reproduction Departments of Graphic Arts environment is a plus.
- Preferred Knowledge of Color and/or Monochrome Markets, Product Positioning and Competition.
- Preferred Proficient in Sales Management processes (CRM tools)
Additional Role Requirements:
- Possess a valid drivers license (the license may not include restrictions related to a DWI/DUI conviction) and a satisfactory driving record as determined by Xerox (note that all individuals whose job responsibilities may include driving are subject to periodic motor vehicle records checks).
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 should contact (in the US) accommodations@xerox.com
**Job:** *Sales and Marketing / Creative Services*
**Organization:** *Production West*
**Title:** *Production Sales Specialist*
**Location:** *Arizona-Phoenix*
**Requisition ID:** *17001320*
**Other Locations:** *United States-Nevada-Las Vegas*
**Virtual/work from home?** *No*