Xerox Production Print Solutions Sales Professional

2 weeks ago

Vancouver, British Columbia, Canada West X Business Solutions Full time
Job Description

West X Business Solutions is seeking a seasoned sales executive to join our team as a Production Print Solutions Sales Representative. This role is 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. They will be responsible for marketing and selling the full suite of Xerox 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
  • Proficiency in building a compelling business case
  • Knowledge of 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 the share of wallet for Xerox
  • Consultative Selling: Identifies Xerox opportunities through an 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 an in-depth industry expertise to resolve client and Xerox business issues and address key business drivers
  • Technical Expertise: Applying an 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 the effective positioning of the full spectrum of the Xerox portfolio

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