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Enterprise Client Relationship Manager

3 months ago

Toronto, Ontario, Canada Xerox Full time

Position Overview:

The Enterprise Client Relationship Manager is tasked with driving the sales of the Xerox Services portfolio to a select group of established large-scale Services clients, typically comprising 5 to 7 major accounts. This role necessitates a deep understanding of the client's operations and a proactive approach to engaging with stakeholders at all organizational levels, from operational teams to executive leadership. This insight will empower the Client Relationship Manager to pinpoint and propose impactful solutions that enhance client satisfaction, optimize the use of existing products and services, and foster profitable revenue growth.

The role demands a dual focus: achieving immediate sales results within the assigned accounts while also crafting and executing long-term strategies to secure ongoing business and uncover new opportunities for expansion.

Approximately 60% of the role will be dedicated to developing new business within these established client accounts.

This position is performance-based, featuring both a base salary and incentive/commission components.

Key Responsibilities:

Proactively pursue new business opportunities within Enterprise-level Key Accounts and new client acquisitions. Maintain a 100% renewal success rate by nurturing and expanding relationships within existing accounts. Conduct monthly and quarterly performance evaluations with each client, including discussions on innovation and development. Establish and enhance relationships across all Lines of Business and Lines of Service within assigned accounts on a weekly basis. Meet pipeline targets and advance sales cycles to achieve sales objectives. Lead business case initiatives to illustrate the value of proposed changes. Prepare and present business proposals to senior management effectively. Consistently meet monthly forecasts and quarterly and annual sales goals as outlined in the sales plan. Primary sales targets include Total Revenue, Total Profit, and New Business Signings. Complete monthly forecasts related to signings and account profit and loss management. Oversee profit and loss management for each account, encompassing both existing and newly sold services. Demonstrate proficiency in financial presentations and negotiations to successfully close profitable agreements that align with client needs and Xerox's objectives. Lead negotiations for service renewals and new business growth. Identify challenges within client operations that can be addressed through Xerox Services. Sustain and further develop existing client relationships while cultivating new connections through regular engagement.

Candidate Qualifications:

At least 10 years of experience in sales or consulting within Enterprise IT solution sales. Skilled in building and nurturing relationships with directors and executives across various business lines within large enterprise accounts. Exceptional written and verbal communication abilities. Proficient in Microsoft Office tools and CRM systems (e.g., Siebel). Proven expertise in conducting client assessments, writing business proposals, and presenting to senior management. Experience in influencing and drafting RFPs is advantageous. Demonstrated commitment to self-development and continuous learning about clients and Xerox offerings. Background in selling to enterprise-level accounts. Ability to identify and cultivate effective relationships with key decision-makers to explore further sales opportunities. A strong track record of consistently meeting services revenue and sales targets, along with customer satisfaction metrics. Experience in solutions and software sales. In-depth knowledge of the competitive landscape, industry trends, and vertical markets. Comprehensive understanding of competitor products, solutions, and the market dynamics in which Xerox operates to ensure effective positioning of Xerox offerings. Excellent written and verbal communication skills. Technically proficient with Microsoft Office tools and CRM systems (e.g., Siebel). Proven ability to conduct client assessments, write business proposals, and present to senior management.

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