Xerox
Sr. Production Sales Specialist
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About Xerox Holdings Corporation
For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com.
Job Purpose
The Production Sales Specialist is responsible for driving sales growth across the production print portfolio, developing new business opportunities and expanding relationships with existing customers and channel partners.
The role will focus on identifying customer requirements, positioning the appropriate production print solutions and managing opportunities from initial engagement through to contract completion.
The successful candidate will have a strong understanding of the production print market, be commercially driven and capable of engaging with senior decision-makers across commercial print, transactional print, in-house production and corporate environments.
Key Responsibilities
Sales & Business Development
- Develop and execute a territory/business development plan to achieve agreed sales targets.
- Identify and develop new production print opportunities across the assigned territory.
- Generate new business through prospecting, customer visits, referrals, events and channel activity.
- Develop existing customer relationships and identify opportunities for fleet refresh, upgrades and additional production equipment.
- Manage the complete sales cycle from prospecting through to order.
- Build and maintain a strong sales pipeline with clear next steps and accurate forecasting.
- Consistently achieve or exceed agreed revenue, unit and gross margin targets.
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Production Print Expertise
- Become a subject-matter expert across the company's production print portfolio.
- Understand customer workflows, applications, volumes and production requirements.
- Position solutions based on customer business needs rather than simply product specifications.
- Demonstrate the commercial benefits and return on investment of proposed solutions.
- Maintain a strong understanding of competitor products, pricing and market positioning.
- Keep up to date with new technology, software, finishing and workflow solutions.
Customer Engagement
- Establish strong relationships with production managers, owners, directors, procurement teams and other key decision-makers.
- Conduct customer discovery meetings and production audits.
- Understand customer volumes, applications, equipment requirements and future growth plans.
- Develop professional proposals and presentations tailored to customer requirements.
- Coordinate demonstrations, trials and customer evaluations where appropriate.
- Maintain regular contact throughout the sales process and ensure a high-quality customer experience.
Internal Collaboration
- Work closely with service, finance, commercial, marketing and technical teams to develop and close opportunities.
- Coordinate internal resources to support major bids and strategic opportunities.
- Ensure all opportunities are commercially viable and comply with company pricing and approval processes.
- Provide accurate sales forecasts and regular updates to management.
- Support smooth handover from sales to implementation and service teams.
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Key Performance Indicators
Performance will be measured against agreed KPIs, including:
- Production sales revenue
- New equipment placements
- New business performance
- Pipeline value and quality
- Pipeline coverage against target
- Number of new opportunities created
- Customer appointments and meetings
- Customer audits completed
- Conversion rate
- Average sales cycle
- Channel partner activity
- Customer retention and account growth
Qualifications:
- Proven experience in B2B technology, print, production print or a similar complex sales environment.
- Strong new-business and account-development skills.
- Demonstrable track record of achieving sales targets.
- Excellent communication and presentation skills.
- Strong commercial awareness and negotiation ability.
- Ability to manage multiple opportunities and sales cycles simultaneously.
- Confident engaging with senior customer stakeholders.
- Strong CRM and pipeline management discipline.
- Full UK driving license and willingness to travel.
What Success Looks Like
Within the role, the Production Sales Specialist will be expected to:
- Build a strong production print pipeline.
- Increase the number of qualified customer opportunities.
- Win new production print customers and protect the existing installed base.
- Increase production sales through both direct and channel routes to market.
- Develop strong relationships with key decision-makers.
- Improve sales conversion and reduce unnecessary sales-cycle time.
- Become recognised by customers and partners as a trusted production print specialist.
- Deliver consistent, profitable growth across the production portfolio.
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