General Information

City
Miami
State/Province
Florida
Country
United States
Department
Sales
Date
Tuesday, April 30, 2024
Working time
Full-time
Ref#
20033131
Job Level
Specialist
Job Type
Experienced
Job Field
Sales
Seniority Level
Mid-Senior Level
Currency
USD - United States - US
Annual Base Salary Minimum
86,220
Annual Base Salary Maximum
172,440
The salary range above represents the low and high end in the local currency of Xerox’s salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant’s education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox’s total compensation package for employees. Employees are also afforded a comprehensive suite of benefits, to view those details please visit Xerox Careers for your applicable country. If you are not reviewing this job posting on Xerox Careers, we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox Careers.

Sales: Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.

Description & Requirements

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.

Xerox (NYSE: XRX) makes everyday work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure, and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.

The Regional Business Development Manager of the Xerox Distributor Group (XDG) is responsible for achieving revenue & gross profit plan for all Xerox offerings across several countries of the Caribbean and Latin America. Responsible quota-bearing sales activities within the XDG region. Tasked with driving sales management cadence with Partners, salesforce pipeline management, forecasting and outlook and tracking against sales plan.

Level of Expertise:

This is a role where the selected candidate can identify key issues and priorities and focusing on these to deliver required results with minimal direction and supervision:

  • Development of sales plan, actions and follow up
  • Implementation of actions and programs to enable sales through assigned partners
  • Management of sales cycle through partners
  • Development of business consulting, tools, and processes
  • Recognized as an expert in own area within the org / senior level job with extensive work

Purpose:

  • Responsible for developing a business plan to achieve all line of business sales and gross profit plan of the assigned region
  • Work closely with product management defining programs and tactics to implement through partners
  • Plan, monitor, and control activities throughout region assigned
  • Major influencer of the partner Xerox strategy. Seen as a thought leader, industry expert by partners for strategic advice on developing sales opportunities

Responsibilities:
  • Achieve unit, revenue, and gross profit plan for all line of business for the assigned region
  • Co-develop an annual business plan with XDG management, which describes how agreed annual targets will be met
  • Responsible to manage a monthly/quarterly/annual outlook, supported by analysis of supply and demand with partners, business opportunities, trend of the business
  • Analyze sales statistics (market share, competitor’s position, etc.) to determine business growth potential for Xerox line of business’ in the territory
  • Work closely with partners and sales enablement to develop and support programs and tactical actions to reach the assigned plan: sales strategy, training gaps, etc.
  • Discuss and agree a sales management process with partners to follow up of plan and agreed strategies.
  • Analyze strategic accounts business case and justify especial pricing request by partners for management approval
  • Responsible for managing big deal pipeline in conjunction with partners, keeping them updated in salesforce
  • Work closely with supplies line of business to implement and execute actions to improve supplies penetration to existing MIF to secure the return of the equipment investment
  • Drives day to day sales activities while maintaining focus on the XDG’s strategic goals
  • Keeps an active monitoring of partners inventory, product rotation, as well as partner’s planning
  • Ensure the vision, strategy, and direction of Xerox and XDG are communicated and in alignment with all partners

Qualifications:

Required:

  • Over 10 years Sales, Business Development experience
  • Fluent in English and Spanish
  • Professional insight and experience in the channels business across Latin America operating in an indirect working environment
  • Proven knowledge & sales experience in the printing industry, software, workflow solutions
  • Proven leadership and business acumen skills
  • Experienced in managing partners and leading sales cycle through partners
  • Solid understanding of numbers, managing business cases, P&L
  • Ability to lead initiatives cross functionally and engage and influence at partners senior management level

Preferred:

  • Ability to work with and communicate to all levels of management
  • Strong organizational, problem-solving, and analytical skills; ability to manage priorities and workflow
  • Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm

Education:

  • Bachelor’s degree in relevant field is strongly preferred
  • Preferred Lean Six Sigma Green Belt Certification

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