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Xerox Production Print Solutions Sales Professional
2 months ago
West X Business Solutions is seeking a seasoned sales professional to join our team as a Production Print Solutions Sales Representative. As a key member of our sales team, you will be responsible for leading sales engagements in the Print for Pay market space, selling primarily to print shops.
The ideal candidate will have a proven track record of success in sales, with a strong understanding of the production print industry and its trends. You will be responsible for developing and maintaining expert knowledge of Xerox's production printing solutions, associated third-party finishing products, integrated software, and workflow solutions.
Key Responsibilities:
- Lead sales cycles in commercial print, trade print, and packaging businesses
- Develop and maintain expert understanding of supported products and lines of business
- Develop and maintain knowledge of industry trends, competitive landscape, workflows, and relevant Xerox tools
- Lead qualified opportunities from development to delivery, following the key steps of the sales cycle
- Apply the Production Value Proposition (PVP) to ensure client solutions are aligned with business priorities and demonstrate competitive advantage
- Engage and collaborate with Head Office Marketing and technical resources to assist in delivering on client strategy
- Complete Service Performance Reviews quarterly on current 'Machines in Field' (MIF) to grow profitable customer pages and Total Sales Revenue growth
Qualifications:
- University degree required
- Previous experience in Production Print Solutions sales is an asset
- Knowledge of trends and industry direction
- Minimum 3 years of solid B2B sales experience with the ability to manage complex sales
- Demonstrated subject matter expertise in the Production Print product portfolio
- Ability to articulate a value proposition to clients with credibility at senior management and operational levels
- Ability to negotiate at management levels within client accounts
- Proficient at building a compelling business case
- Knowledgeable in the entire range of production products, services, and technology solutions, as well as competitor offerings
Role-Specific Competencies:
- Business Acumen: Ability to perform and make commercial decisions with insight, knowledge, and intelligence
- Create Client Strategy: Ability to develop effective strategic account strategies to drive profitable and sustainable growth for Xerox
- Communicate Value: Ability to effectively communicate and leverage delivered Xerox value to expand client relationships and increase share of wallet for Xerox
- Consultative Selling: Identifies Xerox opportunities through in-depth knowledge of customers' strategic and business needs
- Creativity and Innovation: Ability to challenge current ways of doing things, adapt established methods to new situations, and pursue ongoing process improvements
- Industry Expertise: Applying in-depth industry expertise to resolve client and Xerox business issues and address key business drivers
- Technical Expertise: Applying in-depth technical expertise to resolve client and Xerox business issues and address key business drivers
- Represent the Full Capabilities of Xerox: Creating opportunities for selling unique, value-added solutions through effective positioning of the full spectrum of the Xerox portfolio
