Title: Graphic Communications Solutions Executive (GCSE)
Location: United States-Illinois-Chicago
Job Purpose:
The GCSE is a sales specialist and subject matter expert responsible for selling the entire solution portfolio, application development, customer retention, territory penetration and volume and revenue growth in customer and non-customer Graphic Communications accounts.
Key Accountabilities:
• Communicate Xerox strategies and direction to key customer decision makers.
• Responsible for prospect development, sales calls, product demonstrations, proposal and bid preparation, and delivery of C-level (CIO, CFO, etc.) presentations.
• Position Xerox solutions to demonstrate how they contribute to improvement in customers’ key business/financial measures.
• Develop value propositions that address the business impact Xerox could have on key Graphic Communications business concerns, issues and initiatives.
• Deliver sales activity levels sufficient to support overachievement, territory coverage and 100% customer satisfaction for the full range of products and services.
• Aggressively pursue competitive accounts and effectively differentiate Xerox solutions/services from competitors.
• BS/BA degree in business and/or technology, or equivalent experience.
• Between 3 – 5 years of successful solutions selling experience; color/graphic arts experience preferred.
• Knowledge of workflow, industry color and monochrome applications, product positioning and competitive product strategies.
• Knowledge of graphic communications arts pre-press environments.
• Credible knowledge of systems and technologies important to the sale and implementation of Xerox solutions and services offerings.
• Ability to influence, negotiate and gain commitment at all organizational levels.
• Proven ability to manage the lifecycle of multiple complex sales cycles.
• Proven consultative sales and account management experience; system selling experience preferred.
• Willingness to take risks, try new approaches and question traditional assumptions.
• Ability to optimize the balance of time spent on critical, customer-facing activities versus administrative activities that decrease sales productivity.
• Results oriented with excellent record of success (overachievement of sales quota, top sales ranking, awards, achievement recognition).
• Ability to read and interpret financial statements, annual reports, and other financial documents.
• Proficiency in using the internet for research.
• Proficiency using MS Office applications, e.g., PowerPoint, in communications and presentations.
Job: Sales and Marketing / Creative Services
