Xerox Production Print Solutions Sales Representative

at  West X Business Solutions

West X Business Solutions is the exclusive sales agency for Xerox in British Columbia. We are currently looking for a proven sales executive for our Production Print Solutions sales role.
The Production Print Solutions Sales Representative has the responsibility of leading sales engagements in the Print for Pay market space, selling primarily to print shops. This role will market and sell the full suite of Xerox production printing solutions, associated third-party finishing products, integrated software, and workflow solutions. The Production Print Solutions Sales Representative will build a healthy pipeline of opportunities inside current accounts and competitive ‘new logo’ accounts.

Major responsibilities of the Production Print Solutions Sales Representative include:

• Lead sales cycles in commercial print, trade print, and packaging businesses
• Develop and maintain expert understanding of the supported products and lines of business.
• Develop and maintain knowledge of industry trends, competitive landscape, workflows, relevant Xerox tools.
• Lead qualified opportunities from development to delivery following the key steps of the sales cycle such as executive presentations, customer workflow Studies, technology demonstrations, and proposals
• Apply the Production Value Proposition (PVP) to ensure that the client’s solution is aligned to their business priorities and demonstrates competitive advantage, meets financial and profitability goals over the lifetime of the deal; mitigates key risk exposures and ensures that Xerox can deliver.
• Engage and Collaborate with Head Office Marketing and technical resources to assist in delivering on the client strategy.
• Complete Service Performance Reviews quarterly on current ‘Machines in Field’ (MIF) to: help 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
• Can articulate a value proposition to the client with credibility at senior management and operational levels
• Ability to negotiates at management levels within client account
• Is proficient at building a compelling business case
• Is considered knowledgeable in the entire range of production products, services, and technology solutions; as well as competitor offerings to enable sales

Role-Specific Competencies (required to be successful in the assignment)

• Business Acumen: The ability to perform and make commercial decisions with insight, knowledge and intelligence.
• Create Client Strategy: The ability to develop effective strategic account strategies in order to drive profitable and sustainable growth for Xerox.
• Communicate Value: Ability to effectively communicate and leverage delivered Xerox value to expand the client relationship and increase the share of wallet for Xerox.
• Consultative Selling: Identifies Xerox opportunities through an in-depth knowledge of our customers’ strategic and business needs. Seen as a thought leader and sought out by the client for business advice
• Creativity and Innovation: The ability to challenge current ways of doing things (conventional practices), adapt established methods to new situations, pursue ongoing process improvements, create and evaluate new solutions and ideas
• Industry Expertise: Applying an in-depth industry expertise to resolve client and Xerox business issues and to address key business drivers.
• Technical Expertise: Applying an in-depth technical expertise to resolve client and Xerox business issues and to 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.

Major responsibilities of the Production Print Solutions Sales Representative include:

• Lead sales cycles in commercial print, trade print, and packaging businesses
• Develop and maintain expert understanding of the supported products and lines of business.
• Develop and maintain knowledge of industry trends, competitive landscape, workflows, relevant Xerox tools.
• Lead qualified opportunities from development to delivery following the key steps of the sales cycle such as executive presentations, customer workflow Studies, technology demonstrations, and proposals
• Apply the Production Value Proposition (PVP) to ensure that the client’s solution is aligned to their business priorities and demonstrates competitive advantage, meets financial and profitability goals over the lifetime of the deal; mitigates key risk exposures and ensures that Xerox can deliver.
• Engage and Collaborate with Head Office Marketing and technical resources to assist in delivering on the client strategy.
• Complete Service Performance Reviews quarterly on current ‘Machines in Field’ (MIF) to: help grow profitable customer pages and Total Sales Revenue growth

Role-Specific Competencies (required to be successful in the assignment)

• Business Acumen: The ability to perform and make commercial decisions with insight, knowledge and intelligence.
• Create Client Strategy: The ability to develop effective strategic account strategies in order to drive profitable and sustainable growth for Xerox.
• Communicate Value: Ability to effectively communicate and leverage delivered Xerox value to expand the client relationship and increase the share of wallet for Xerox.
• Consultative Selling: Identifies Xerox opportunities through an in-depth knowledge of our customers’ strategic and business needs. Seen as a thought leader and sought out by the client for business advice
• Creativity and Innovation: The ability to challenge current ways of doing things (conventional practices), adapt established methods to new situations, pursue ongoing process improvements, create and evaluate new solutions and ideas
• Industry Expertise: Applying an in-depth industry expertise to resolve client and Xerox business issues and to address key business drivers.
• Technical Expertise: Applying an in-depth technical expertise to resolve client and Xerox business issues and to 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