Overview:

Michigan Office Solutions, A Xerox Company, is looking for a Production Sales Specialist (PSS) to support the greater Novi, Mi area. The primary objective of a Production Sales Specialist is to achieve revenue and profit growth targets. The PSS is responsible for client satisfaction and loyalty to the Xerox brand within their territory and works with a diverse group of internal and external stakeholders to optimize account penetration and contract retention.

Scope:

Sales Executive with significant leadership and responsibility to drive results.

Primary Responsibilities:

• Engage accounts at all levels (including VP and C-level) to understand strategic objectives and operational priorities and communicate Xerox value proposition. Grow profitable revenue by introducing new services and solutions to solve client’s business problems and/or capture new opportunities.
• Develop, communicate and lead execution of a strategic business plan that supports achievement of revenue and profit growth objectives.
• Understand account P&L and manage to opportunity areas Pursue and capture complex, strategic opportunities.
• Leverage all Xerox channels as appropriate to optimize account penetration Ensure successful resolution of customer satisfaction issues.
• Lead RFP / RFI response activities.
• Engage and collaborate with pricing and contracting resources to propose, negotiate and close large and complex contracts.
• Ensures financial governance processes are adhered to for all new and renew opportunities.
• Leverage Focus Executives, Industry Marketing and Alliance Partnerships to expand client relationships and identify new opportunities.

Skills, Knowledge & Ability:

• Minimum requirements: Established track record of achieving revenue and booking targets Demonstrated ability to manage & develop senior client relationships.
• Demonstrated ability to Lead and manage multiple, long and complex selling cycles Possess a significant level of industry knowledge and end-to-end business process expertise.
• Possesses strong business and financial acumen (skilled in interpreting client financial statements) Established track record of being profit focused and accountable for results.
• Ability to analyze performance metrics, risks, and controls Strong negotiation skills.
• Superior knowledge of Xerox Services and Solutions desired Knowledge about Information Management processes and tools Possesses strong interpersonal and teamwork skills.
• Able to demonstrate self-initiative and results orientation.

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