Sold Supplies Sales Account Manager
2 weeks ago
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.
Are you pursuing a sales position at a multinational technology company? Xerox is seeking a sales professional to promote and develop new opportunities in supplies.
The Sold Supplies Sales Account Manager strategically manages and optimizes the Xerox Sold Supplies business within designated resellers, focusing on data analytics, business strategy, and account management. This position aims to enhance the 'go-to-market' model and business plans, emphasizing the execution of data-driven programs across channels and markets.
The successful candidate will be eligible to work remotely with the expectation of occasional domestic travel.
What You Get:
Participate in the strategic transformation of an iconic technology company through revenue generation of our supplies business.
Collaborate with the leadership team to develop, validate, and execute business strategies.
Ability to quickly have a meaningful impact due to a small team and entrepreneurial environment.
What You'll Do:
Analyze and leverage data to deliver the agreed Revenue Plan, focusing on attach rate opportunities within designated resellers multi-brand resellers on the Supplies Impact Program.
Collaborate with brand protection and data analytics team to manage attach rates and reduce leakage to aftermarket using data-driven strategies.
Develop key relationships with management within multi-brand dealerships, ensuring alignment with Xerox Sold Supplies strategy.
Implement data-driven local actions to meet revenue targets and achieve high accuracy on revenue outlook.
Engage key personnel at distributors particularly Distribution Management, emphasizing data-driven engagement and backlog management.
Coordinate performance-based activities by leveraging data and engaging Xerox internal resources (brand protection, supply chain, regional HW client leaders).
Develop and execute data-driven purchase targets for each SIP partner to achieve sales revenue targets.
Data-Driven Decision Support:
Understand 360 Supplies KPI and the Drum to Toner Ratio tool to manage attachment rates and reduce leakage.
Monitor and analyze supplies penetration levels in line with the potential for the Machines in Field (MIF).
Keep abreast of competitor activities through data analytics, identifying aftermarket positions for strategic actions.
Identify grey/black market positions for Brand Protection action using data-driven insights.
Utilize data analytics to prospect for new business opportunities, including XRC, Used and off-lease equipment, among others.
Contract Support:
Support partners with bids and RFP responses and agreements, emphasizing data validation, competitiveness, and margin management.
Program Launch Support:
Support and participate in the implementation of marketing programs for new product launches, incorporating data-driven insights.
What You'll Need to be Successful:
Data Analytics AA/BS preferred.
Relevant BS/BA Degree preferred.
Proven English communication skills (with IHQ) and local language proficiency.
Ability to communicate data findings and insights effectively to both technical and non-technical stakeholders. Strong documentation skills.
Strong communication skills, comfortable presenting to external customers with proven negotiating skills.
Proficient in Microsoft suite of tools, including Power BI.
Ability to analyze and interpret complex data sets.
Strong problem-solving skills.
Understanding of statistical concepts and methods.
Ability to apply statistical techniques to analyze data.
Previous experience in printer channel sales and business development is essential.
Operational experience in distribution and channel business operations
Knowledge of operational processes and experience working within the Xerox field and internal organizations.
Strong organizational skills and ability to handle multiple deliverables, priorities, and targets.
Ability to work collaboratively in a team environment.
Demonstrated business and financial acumen.
Strong self-initiative and results oriented.
Organizational and project management skills to handle multiple tasks and deadlines.
Desire to learn and grow.
Strong knowledge of Xerox products and services preferred.
Knowledge of operational processes and experience working within the Xerox field and internal organizations preferred.
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