Xerox Head of Direct Sales in Nordrhein, Germany

Xerox Corporation is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever, as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them.

We understand what is at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyse and secure information to keep our customers moving at an accelerated pace.

The Role

We have an exciting opportunity for an experienced Sales Leader to manage our direct sales operations across Germany. The Head of Direct Sales will be responsible for managing a high performing team of senior sales professionals and sales team managers, driving profitable revenue streams for our German business.

The Head of Direct Sales will ensure the defined sales operation in the area has the process capability, direction and support required to exceed corporate goals. He/she will be in charge of developing a Go to Market strategy for the given geography and/or industry sectors to successfully launch new services and solutions by providing industry specific expertise and market knowledge

The successful candidate will have direct reports managing sales teams and directly manage a number of senior sales professionals. He/she will be working in the dynamic environment of an organisation in transformation and driving cultural change across the business. As a Head of Direct Sales you will have empowerment and freedom of scope to drive strategic changes and to grow within our company. You will be able to work mobile and flexibly and have a modern office environment when working in Neuss.

Main responsibilities:

  • Develop a Go To Market (GTM) plan in line with business strategy for direct sales to achieve profitable growth in Document Outsourcing (DO) and Production/High End Technology.

  • Recruits, develop, lead, mentor and coach to create and retain a high performing team.

  • Deliver profitable revenue streams to achieve plan with a balanced business performance through the effective management of a high performing team. Ensures a robust and accurate outlook process at all times and shortfalls to plan identified and remedial actions carried out promptly.

  • Work with Marketing to develop demand generation activities and ensures 100% follow up of all leads and suspects created from these activities by salespeople in the team.

  • Personally and actively develop and foster relevant senior client relationships in support of the overall achievement of sales targets.

  • Actively support sales cycles and major customer engagements by bringing specific knowledge and experience to the opportunity.

  • Act as a champion of people development and drive the adoption of performance and development tools. Ensure that performance and skills gaps of team members are addressed.

  • Contribute to the effective launch of new services and solutions by providing industry specific expertise or market knowledge as appropriate.

  • Successful track record of sales - and sales management - associated with winning complex, large scale outsourcing sales opportunities

  • Proven knowledge of at least one industry segment including its key business processes which are relevant for Document Outsourcing

  • Experience in driving innovation for clients and add value to customer business

  • Strong experience of building senior client relationships and personal credibility at C-level

  • Demonstrated sound knowledge of the strategic issues facing customers in different industry sectors

  • Ability to inspire, lead, motivate and influence customers, sales professionals and senior management.

  • Capable of working collaboratively - and leading - in a matrix management environment

  • Fluency in German and English is essential

Job: Direct Sales

Organization: Technology Business

Title: Head of Direct Sales

Location: Germany-Nordrhein - Westfalen-Neuss

Requisition ID: 17000421

Virtual/work from home? No