General Information

City
Miami
State/Province
Florida
Country
United States
Department
INDIRECT CHANNELS
Date
Tuesday, April 30, 2024
Working time
Full-time
Ref#
20033133
Job Level
Individual Contributor
Job Type
Experienced
Job Field
INDIRECT CHANNELS
Seniority Level
Mid-Senior Level
Currency
USD - United States - US
Annual Base Salary Minimum
86,220
Annual Base Salary Maximum
172,440
The salary range above represents the low and high end in the local currency of Xerox’s salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant’s education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox’s total compensation package for employees. Employees are also afforded a comprehensive suite of benefits, to view those details please visit Xerox Careers for your applicable country. If you are not reviewing this job posting on Xerox Careers, we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox Careers.

Sales: Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.

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.

Xerox (NYSE: XRX) makes everyday work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.

Enterprise Field Sales Mgr. of the Xerox Distributor Group (XDG) works closely with the regions Business Development Managers and is responsible for achieving revenue & gross profit plan for the office and office software products across several countries of Latin America. Responsible for quota-bearing sales activities within the assigned region. Tasked with driving sales management cadence with Partners, salesforce pipeline management, forecasting and outlook and tracking against sales plan.

Level of Expertise:

This is a role where the selected candidate can identify key issues and priorities and deliver required results with minimal direction and supervision. Able to work with a diverse group of internal and external.

Purpose:

  • Responsible for developing a business plan to achieve office and office software products sales and gross profit plan of the assigned territory
  • Work closely with Business Development Managers defining programs and tactics to implement through partners
  • Plan, monitor, and control activities throughout region assigned
  • Major influencer of the partner office and office software products strategy. Seen as a thought leader, industry expert by partners for strategic advice on developing sales opportunities
  • Responsibilities:
  • Lead and own execution of a strategic business plan that supports achievement of revenue, profit growth and units’ objectives for the office & office products family in the assigned territory
  • Co-develop an annual business plan with the Business Development Managers, describing how agreed annual targets will be met by developing the appropriate sales strategy and programs. Co-develop key prospect specific account plan and execute it with partners.
  • Develop the necessary programs, strategies, events, loyalty programs, and tactical actions to achieve the office & office software products expected per plan.
  • Validate the key strategic accounts in the assigned territory and agrees with the partner the accounts to develop on annual basis
  • Ensure a strategy per strategic account is created with partners, and targets and goals are set per account. Follow up on the execution of the strategy per account.
  • Lead the segmentation of the strategic accounts based on the RAD methodology (Retain, Acquire, Develop) and agrees with the partner the status of each account based on potential revenue and share of wallet. Set revenue targets and expectations per account
  • Define specific strategies and goals per account and supports the partner in the execution of such strategies in the field. Implement a management process with partner with field visits as needed
  • Actively supports the sales cycle of the strategic accounts and make the appropriate adjustments to maximize the potential of each account. Manage and follow up on the big deal pipeline using SF
  • Achieve plan with a balanced business performance through the office products and office software. Ensures an accurate outlook process at all times and shortfalls to plan identified and remedial actions if needed
  • Work closely with Marketing to develop demand generation activities and programs to ensure plan is achieved for office value and office solutions in the assigned territory
  • Contributes to the effective launch of new products, services and solutions by providing industry specific expertise or market knowledge as appropriate
  • Monitor and analyze competitive activities within the assigned territory including price, positioning, promotion and new products
  • Support in country events related to strategic accounts and office value and office solutions related events

Qualifications:

Required:

  • 10+ years’ experience in printing industry with proven track record of target achievement and sales experience
  • Excellent presentation skills as well as written and verbal communication skills in English and Spanish
  • Professional insight and experience in the channels business across Latin America operating in an indirect working environment
  • Experienced in managing partners and leading sales cycle through partners
  • Possesses strong business and financial acumen (skilled in interpreting business cases and financial statements)
  • Ability to analyze performance metrics, risks, and controls
  • Strong negotiation skills.
  • Demonstrated ability to grasp technical product knowledge
  • Demonstrated ability to lead and manage multiple, long and complex selling cycles
  • Possess a significant level of industry knowledge and end-to-end business process expertise
  • Able to demonstrate self-initiative and results orientation
  • Ability to think creatively when developing solutions, work multiple priorities and deliver on deadlines

Preferred:

  • Ability to work with and communicate to all levels of management
  • Superior knowledge of Xerox Products, Services and Solutions
  • Strong organizational, problem-solving, and analytical skills; ability to manage priorities and workflow
  • Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm

Education:

  • Bachelor’s degree in relevant field is strongly preferred
  • Preferred Lean Six Sigma Green Belt Certification
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