Xerox

Purpose:

Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services and creates demand for the organization's products and services by raising their profile with customers.


•  Key Performance Indicators:

•  Maintain Pipeline /Forecast Accuracy

•  Profitable Revenue Growth

•  Increased penetration/wallet share/Signings

•  Retention


Scope:

Specific:

•  Total Revenue & Signing >$10M TCLR- services, technology and equipment

•  National/Multi-Country Accounts

•  # of Accounts: 1-5 (user and non-user)


General:

•  Recognized as an expert in own function

•  Interprets internal or external business issues and recommends solutions/best practices

•  Decisions are guided by resource availability and functional objectives

•  Primarily domestic scope/accountability; may include some international scope/accountability

•  Progression to this level is typically restricted on the basis of business requirement



Primary Responsibilities:

•  Lead Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery

•  Lead development of business case strategy for client

•  Use industry sector experience and client knowledge to assess client unique industry, business and IT environment needs to match Xerox Offerings.

• Experience in Healthcare industry is necessary

Sales:

•  Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher-than-average quota/territory

•  Sells complex products and/or services, develop new accounts and expand existing accounts

•  Has extremely high authority or opportunity to set and negotiate product/service terms

•  May act as a lead in a team when presenting products/services to existing or prospective customers

•  Influences customers and diffuses potential problems

•  Anticipates customer needs and identifies appropriate alternatives

Problem Complexity:

•  Solves a diverse array of complex problems; takes a broad perspective to identify solutions

•  Uses judgment within broadly defined policies and practices

•  Analysis of a variety of factors, including an understanding of current business trends required

•  Follows processes and operational policies in selecting methods and techniques for obtaining solutions

•  Requires in-depth knowledge of organization objectives

Freedom to Act:

•  Works independently, with guidance in only the most complex situations

•  Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results

•  Exerts significant latitude in determining objectives

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