Xerox

Purpose:

Responsible for generating sales in order to meet individual/team quotas and company business objectives.  May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set.  A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.

Key Performance Indicators:

• New and Additional Profitable Revenue Growth
• Increased penetration/Signings for offering space
• Customer Retention

Scope:

• Revenue Target for Production
• Aligned with Client Managers for defined set of accounts/pursuits
• Specialization by Industry
• Uses best practices and knowledge of internal or external business issues to improve products or services
• Acts as a resource for colleagues with less experience
• Requires in-depth knowledge and experience
• Decisions guided by policies, procedures and business plan
• Generally domestic scope/accountability

Primary Responsibilities:

• Works with Client Manager to provides subject matter expertise on the services offerings leading to a detailed statement of work
• Provide the business rationale and risk assessment to management for making investments in the account to develop business.
• Become the “trusted adviser” on services and solutions that address the client’s business challenges.
• Participate with the appropriate sales organization in account planning.
• Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
• Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects

Sales:

• Responsible for average accounts and/or dollar quota/territory compared to the company’s average
• Sells complex products or services, develop new accounts and/or expand existing accounts
• Has high level of 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 range complex problems; takes a new perspective using existing solutions
• Exercises judgment within defined procedures, practices and policies to obtain solutions

Freedom to Act:

• Works independently; receives minimal guidance
• Determines and develops approach to solutions
• Work is evaluated to ensure objectives have been met