Sales Manager Enterprise & Goverment
Xerox Emirates
Total years of experience :19 years, 1 Months
• Responsible for the preparation and execution of sales action plans for the Sales Force to help achieve the organization's annual revenue, G.P targets and activity objectives.
• Responsible for the Professional services & Digital Solutions business (Document Imagining & MPS Projects).
• Resolve customer complaints regarding sales and service..
• Responsible for developing sales strategies and business plan to maximize the results and support Xerox Emirates Goals.
• Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information.
• Responsible of understand Xerox customers business and their business customer by selling the business value of Professional Print Digital Solutions through a wide range of Solutions, Products and services and engage the end customers and explain Xerox value.
• Pro-actively identify new and different business opportunities to provide increased sales and identify the right customers that will value Xerox solution over our competitions.
• Responsible for understanding Xerox direct competitors.
• Plan and direct staffing, training, and performance evaluations KPI’s to develop and control sales and service programs.
• Confer with potential customers regarding products needs and advise customers on types of products to purchase.
• Responsible to motivate the Sales Force to meet sales targets and to improve the Year-on-Year Performance.
• Responsible to keep the company data base and other relevant information up to date.
•Managing the entire product line life cycle from strategic planning to tactical activities.
•Developing and implementing a company-wide go-to-market plan, working with all departments to execute.
•Analyzing potential partner relationships for the product.
•Work with Director - Marketing to define strategic market segments - including vertical and/or horizontal segments.
•Answer product-related questions from the Sales, Corporate Marketing and external Business Partner organizations.
•Create and deliver presentations, white papers, and other marketing Tools.
•Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
•Initiates and coordinates development of action plans to penetrate new markets.
•Assists in the development and implementation of marketing plans as needed.
•Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
•Provides timely feedback to senior management regarding performance.
•Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
•Controls expenses to meet budget guidelines.
•Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
•Redefined customer segmentation using sales data and customer research.
•Streamlined and documented product launch process; trained department on new product development.
•Promoted to manage the sales team & to handle LFP & DIMS products after just over two months at request of new Sales & Marketing Director.
•Established pro-active working relationship with new Strategic Accounts , Active role in planning process, Established Market intelligence process, Produced internal Sales Plans, Established Logistics Process, Managing the business on day to day basis.
•Handling all DIMS and large format printers product management .
•Brought operation to profitability within six months of the new department.
•Generated more than JD 1 million in annual revenues
while selling Imaging Systems products to corporate and enterprises accounts.
•Contributed JD 1 million to budgeted revenues of JD 3.5 million.
•Maintained 120 percent year-over-year growth rate for three years.
•Oversaw strategic account planning, business development, sales forecasting, marketing, pricing, training, and hiring new sales for Jordanian market.
•Manage sales force of 10 and operational support staff of 2 people.
•Accounted for more than 60 percent of company's revenues.
•Developed company's partnerships structure and negotiated partnerships agreements with local and international vendors.
•Participated in strategic planning process for channel marketing programs.
•Sold, designed, and managed solutions projects with average total margins of 30 percent in one year.
•Designed, prepared, and implemented customer-experiencemanagement program which affected the sales by 10% growth.
•Researched and defined all sales and service offerings.
•Handled strategic account management.
•Managing the entire product line life cycle from strategic planning to tactical activities.
•Developing and implementing a company-wide go-to-market plan, working with all departments to be executed.
•Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
•Responsible for the performance and development of the Account Executives.
•Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
•Initiates and coordinates development of action plans to penetrate new markets.
•Assists in the development and implementation of marketing plans as needed.
• Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
• Provides timely feedback to senior management regarding performance.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
•Involve with managing hardcopy device fleets (copiers, printers, multifunction devices, and fax machines).
•Work on matching printers/copiers with customer business needs To reduce the number and types of devices and supplies & working on turn slow, paper-based processes (like routing and approvals) into automated, digital ones.
•Assist in site and user surveys & initial setup of new MPS customers.
•Conduct site walkthroughs and interviews with customers and potential customers to gain better understanding of needs and preferences.
•Analyze knowledge gained from interviews and walkthroughs to offer product mix and placement suggestions the client.
•Generate total cost of ownership reports for existing fleet.
•Train new customers on data collection software/utilities. & work on removing unnecessary steps from customer print process.
•Analyze clients’ wide array of print-related costs in order to establish critical benchmarks against which cost savings will be measured.
•Create client specific “user rules” designed to modify user printing behavior for maximum efficiency and/or client cost savings.
•Work with customers to create and generate automated reports on print usage that can be utilized by the customer.
•Applying the Device Management software to monitor and manage the print devices in an environment & Review monthly meter/data for accuracy.
•Work with ongoing customer optimization of the environment throughout the contract life.
•Present and sell company products and services to current and potential clients.
•Prepare action plans and schedules to identify specific targets and to project the number of contacts to be made.
•Follow up on new leads and referrals resulting from field activity.
•Identify sales prospects and contact these and other accounts as assigned.
•Prepare presentations, proposals and sales contracts.
•Develop and maintain sales materials and current product knowledge.
•Establish and maintain current client and potential client relationships.
•Prepare paperwork to activate and maintain contract services.
•Manage account services through quality checks and other follow-up.
•Identify and resolve client concerns.
•Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
•Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
•Coordinate company staff to accomplish the work required to close sales.
•Participate in marketing events such as seminars, trade shows, and telemarketing events.
•Follow-up for collection of payment.
•Coordinate shipping schedules and delivery of merchandise and services.
•Provide on-the-job training to new sales employees
Management Information System