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- The Client Manager for Key Accounts is responsible for selling the Xerox Services portfolio to a defined set of established large/enterprise Services customers. This position requires the individual to develop a strong understanding of the customer's business and to proactively engage with clients across all levels of the organization from operational to executive. This knowledge and insight will enable the Client Manager to identify and sell compelling solutions to enhance client success, increase utilization of current products& services and drive profitable revenue growth.
- This position will be responsible for driving both short-term sales results within the accounts and developing and implementing longer term strategies to ensure Xerox will retain the current business and find new business to grow.
- 60% of the time will be spent on new business development inside these established client accounts.
- This is a quota bearing role with both a salary and incentive/commission elements
- At a minimum, achieve monthly forecasts and quarterly and annual sales targets (plan). Sales targets are set based on assignment. Primary sales targets ($) are Total Revenue, Total Profit & New Business Signings
- Lead contract negotiations for services renewals and new business expansion
- Completion of Monthly Forecasts associated with signings and current account revenue & profit
- Responsible for P&L management for each account. P&L includes existing services and any new services sold to the client base.
- Must be skilled in the area of financial presentation and negotiation with the client to effectively close profitable deals based on what's best for the client and Xerox.
- Developing new business opportunities by providing new solutions to solve customers' challenges while expanding Xerox services footprint within the defined account base.
- Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.
- Excellent written and verbal communications skills
- Technically proficient with Microsoft Office tools and CRM's (i.e. Siebel)
- Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management
- Proven sales / consulting experience.
- Experience with influencing and writing RFP's is an asset.
- Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
- Experience with selling to enterprise accounts
- Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunities
- Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
- Experience in solutions and software sales
- Knowledgeable regarding competitive landscape, industry trends and vertical markets
- In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings
- Excellent written and verbal communications skills
- Technically proficient with Microsoft Office tools and CRM's (i.e. Salesforce)
- Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management #LI-VK1
Key Account Client Manager - Saint John, Canada - Xerox Canada Ltd.
Description
Description & Requirements
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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 and explore our commitment to diversity and inclusion.Xerox Client Manager :
Key AccountsLocation: Saint John, NB
Role Overview:
Primary Responsibilities:
Executing Sales Activities:
Prospecting, qualifying opportunities, setting deal strategies and establishing win themes resulting in signed business