Overview :
The Client Manager for Key Accounts is responsible for selling the Xerox Services portfolio to a defined set of established large / enterprise Services customers (generally 5 to 7 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.
Primary Responsibilities :
- Relentless pursuit of New Business development within Enterprise level Key Accounts and New Logo accounts.
- Ensure 100% renewal win rate within existing accounts by maintaining and expanding relationships in all accounts.
- Monthly and quarterly performance reviews with each customer, to also include innovation and development discussions.
- Establish and grow relationships weekly within all Lines of Business and Lines of Service within your assigned accounts.
- Achieve pipeline targets and cycle advancement objectives to drive sales targets.
- Lead and conduct business case activity to demonstrate value of change.
- Write business proposals and skillfully present to senior leadership
- 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
- Completion of Monthly Forecasts associated with signings and account P&L.
- 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.
- Lead contract negotiations for services renewals and new business expansion
- Identify issues within your customers business that may be resolved by leveraging Xerox Services.
- Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.
Candidate Qualifications :
- Minimum 10 years of sales / consulting experience in Enterprise IT solution sales
- Adept at establishing and growing director and executive level relationships across all lines of business, and lines of service, within large enterprise accounts.
- 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
- 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 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. Siebel)
- Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management
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