Xerox Graphic Communication Manager in Miami, Florida

Job Role Summary

Responsible for quota-bearing sales activities within a defined geography, region or territory.

Purpose:

The primary objective of the Graphic Communications Sales Manager is to achieve continuous revenue of all GC portfolio and client satisfaction. Achievement of these objectives will be delivered through collaboration , partnership and communication with peers and clients.

Scope - Job Specific

This position has accountability to acquire, retain and grow business in new and existing accounts. Overall revenue scope varies by Partner . The role holder engages and interfaces with C-level clients and works cross-organizationally to achieve business results.

Level Guide Statements - General:

Adapts and executes functional or departmental business plans and contributes to the development of organizational strategies

Anticipates internal and/or external business challenges/ regulatory issues

Decisions are guided by functional strategies and priorities

May include international accountability; and may include some global accountability

Main Responsibilities:

Achieve revenue, profit and expense objectives.

Achieve client satisfaction objectives through engagement and growth of C-level client relationships, account strategic plans, and client communications process discipline of team members.

Provide sales leadership through sales opportunity strategy, presentations, negotiations, perseverance, marshaling of resources, deal coaching and continuous best-practice sharing .

Interpret and communicate Xerox Corporate and local direction, strategies, actions and expectations.

Analyze and interpret performance metrics , market statistics and other data to determine business growth potential and make timely and informed decisions.

Work collaboratively across the organization (Service, Finance, Marketing, etc.) to enable high performance.

Ensure the vision, strategy and directions of Xerox, XDG and the GC are communicated to all partners.

Co-develop a nnual business plan with XDG management, describing how agreed GC annual targets will be met by focusing on the key objectives.

Work closely with Partners, ensuring that an appropriate coverage model is deployed and supported by a robust SMP.

Drive sales process discipline and make fact based decisions through expectation setting, analysis and utilization of sales and sales performance analytics.

Identify training requirements for Partner staff in both selling skills and Xerox products and service to help co- creat e a highly professional and productive sales force.

Coordinates sales operations with all other departments/divisions of the Company.

Leads the management of the big gear pipeline with the distributor, coordinating the key actions and steps to support the distributor to manage the opportunity through the selling cycle .

Maintains relevant knowledge of competitors’ strategies, product portfolio s and offering s and shares relevant information with distributors to better manage the key competitive advantage of Xerox vs . competition .

Closely manages the ‘ big gear ’ MIF during and after installation. Managing KPIs with the Partner to ensure all big gear installations are performed at Xerox standards during the local life of the contract .

Support s Partners in the preparation of Bids and Tenders responses and liaise with XDG HQ on pricing levels and profitability analysis .

Education Requirements:

Min/Preferred

Education Level

Additional Details

Minimum

Bachelor's Degree

or Equivalent Sales Mgmt Experience

Professional Certifications:

Min/Preferred

Certification Details

Candidate Background: Skills, Knowledge and Abilities:

Min/Preferred

Skills, Knowledge and Abilities

Minimum

Demonstrated successful sustained performance in all sales roles.

Minimum

Effective influence and communication with C-Level clients.

Minimum

Demonstrated leadership and business acumen.

Minimum

Strong organizational, problem solving, and analytical skills.

Minimum

Demonstrated ability to manage multiple, lengthy and complex projects / sales cycles .

Minimum

Demonstrated ability to interpret economic and relevant business conditions and redirect sales strategies accordingly.

Minimum

Demonstrated commitment to continuous learning and development of others.

Minimum

Drives a motivation for action.

Minimum

Demonstrated ability to influence others. Possess strong understand the key drivers to achieving a set of objectives and the ability to use those drivers in a way that gains maximum levels of commitment from peers, partners and senior management.

Minimum

Demonstrated ability to work in a multi-cultural environment, with the ability to c learly recognize variances and similarities across a diverse range of cultures, demonstrating behaviors that acknowledge differences and accommodating them in the attainment of business objectives.

Additional Role Requirements:

5-7 years’ experience in the G raphic Arts market , with proven track record of target achievement.

Bilingual: Must be fluent in English and Spanish both written and conversational.

Physical Requirements:

This job description is meant as a guideline for applicants, and employees of Xerox. It is not a definitive or exhaustive description and consequently may not include all tasks or functions related to the position. This document does not create, and is not part of, an employment contract. Please note the position may change to meet the changing requirements of Xerox’s business. Employees may be assigned duties either, in addition to or instead of, those set out in this document and the position is subject to further changes at Xerox's discretion.

Job: Graphic Design

Organization: DMO/DMO Operations

Title: Graphic Communication Manager

Location: Florida-Miami

Requisition ID: 16031299

Virtual/work from home? No