Job Information
Xerox Graphic Communications Field Sales Mgr. in Miami, Florida
Graphic Communications Field Sales Mgr.
General Information
Press space or enter keys to toggle section visibility
City
Miami
State/Province
Florida
Country
United States
Department
Sales
Date
Thursday, May 2, 2024
Working time
Full-time
Ref#
20033132
Job Level
Individual Contributor
Job Type
Experienced
Job Field
Sales
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 (https://xerox.avature.net/en_US/careers) , we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox Careers (https://xerox.avature.net/en_US/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
Press space or enter keys to toggle section visibility
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. (https://www.xerox.com/en-us/jobs/diversity)
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.
Graphic Communications Field Sales Manager of the Xerox Distributor Group (XDG) works closely with the regions Business Development Managers and Sales Support and is responsible for achieving revenue & gross profit plan for the Production products across countries in Latin America. Responsible for quota-bearing sales activities within the XDG 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 stakeholders.
Purpose:
Responsible for developing a business plan to achieve the production products sales and gross profit plan of the assigned territory.
Work closely with Business Development Managers and Sales Enablement defining programs and tactics to implement through partners
Plan, monitor, and control activities throughout region assigned
Major influencer of the partner Production 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 Graphic Communications digital presses: Entry, Mid and High. High including high speed Inkjet family
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. Then own the execution of this business plan. Candidate should also co-develop key prospect specific account plans and execute these individual plans with the Partners.
Develops the necessary programs, strategies, events, loyalty programs, product lunch and tactical actions to achieve the Graphic Communications products expected per plan. Build and communicate pricing list, keep control of the product activity and business metrics (gross margins, profit, units installed).
Leads the implementation process for the high-end products in the assigned territory: inkjet, iGen, Iridesse with partner and internally with Corporate to ensure a successful deployment per corporate guidelines to meet client expectations
Work closely with Partners and Business Development Managers, ensuring that an appropriate coverage model is deployed in country to cover the market potential in each geography
Provide sales leadership to Partners for the Graphic Communications digital presses sales opportunity: strategy, presentations, negotiations, perseverance, marshaling of resources, deal coaching and continuous best-practice sharing.
Implements a strong management process with Partners to manage each sales opportunity, especially high-speed inkjet units and high-end color presses. Manage and follow up on each opportunity through the Selling Cycle Process, coordinating the key actions and steps to support Partners to manage the opportunity through the selling cycle. Must demonstrate a powerful and robust understanding of the partner’s dynamics. Selling cycle management is performed robustly with SF.com.
Responsible for understanding the dynamics of the local printing marketplace, players that operate in the assigned territory, major competition and its strategies, product portfolios and offerings, strengths and weaknesses and teach and prepare the Partners on how to better manage the key competitive advantage of Xerox vs. competition.
Analyze and interpret performance metrics, market statistics and other data to determine business growth potential and make timely and informed decisions.
Identify training requirements for Partner sales force & product management in both selling skills and products to help co-create a highly professional and productive sales force.
Closely manages machines in field (MIF) during and after installation, especially high-end products. Managing KPIs with the Partner to ensure all installations are performed at Xerox standards during the local life of the contract.
Supports Partners in the preparation of Bids and Tenders responses and liaise with XDG HQ on pricing levels and profitability analysis.
Work collaboratively across the organization (Service, Finance, Marketing, etc.) to enable high performance.
Qualifications:
Required:
10+ years’ experience in Graphic Arts technology, especially in High End Production Printing market
Proven track record of target achievement and sales experience in High-Speed Inkjet and High-End Color Presses
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
Location: This role is a hybrid role operating out of our Miami office.
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity or expression, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at www.xerox.com and explorer our commitment to diversity and inclusion! People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at www.xerox.com and explore our commitment to diversity and inclusion: https://www.xerox.com/en-us/jobs/diversity People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.