DGM - Partner Business Manager, Production System Group, NCR

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 today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.

Job Purpose

Deliver long term, sustained business results for the PSG a business in the region. Develop and lead the PSG business, deploying effective processes to maximize XIND’s success across all the market segments in which we compete.

Outcome

• Deliver the annual PSG revenue and profit plan
• Grow faster than the market
• Achieve PSG customer satisfaction & loyalty

Job Responsibilities

• Deliver the annual PSG plan revenue and profit.
• Deploy the annual revenue and profit plan for PSG across the direct & indirect sales resources in the Technology & Channels team.
• Deploy an efficient coverage of the key market verticals of the Graphic Communication segment (Printing, Publishing & Photo), Government & Printing Presses in GovtDepts./PSUs/Universities etc.
• The deployment of the coverage strategy through direct & indirect channel
• Implement a robust and disciplined sales management process to ensure proper coverage and productivity.
• Perform regular assessments to identify and quantify opportunities and gaps in performance. Implement and evaluate appropriate gap closing programs.
• Take a leadership role in managing customer requirements. Develop and implement actions and programs to improve customer experience.
• Implement EMEA marketing programs and develop and implement local marketing programs to support the delivery of the PSG plan
• To continuously improve the PSG capability and performance of the direct & indirect sales team. Identify and deploy training to accelerate the achievement of benchmark productivity.
• Ensure the highest levels of competence within the PSG function by the regular development and use of assessment and development tasks and programs.
• To deliver the highest levels of productivity and make the PSG Group an attractive place to work. Develop and communicate the PSG strategy for internal and external audiences to ensure understanding of staff and customers
• Completion of all PSG and related training / e-learning courses mandatory for subsequent deployment to Partner and Partner FOS.
• Coverage through Channel Partners both existing and deployment of new partners for optimum territory coverage
• Growth and Development of Partners and their FOS, through regular trainings and weekly / monthly / quarterly business reviews.
• Supporting Partners with Product demos, Road shows, events and customer engagement on an ongoing basis.
• To work on understanding the market and sharing market intelligence on a weekly basis.
• PSG Business planning to ensure forecast accuracy on a 4-month rolling basis

Background and Experience

• 15 years’ experience in B2B sales and 3-4 years’ experience in operational Management Demonstrated strong knowledge of IT products and services, preferable high value capital goods.
• Strong knowledge and experience with employee performance standards, organizational development, project management, leadership development, career development, quality improvement principles, business process reengineering and computer applications.
• Preferably experience in the printing and publishing industry

Education

• Degree or equivalent
• MBA in Marketing

Attributes &Competencies

• Strong interpersonal skills and the ability to interface with all levels within the organization. Demonstrated excellent verbal, interpersonal and written communication skills. Able to work in a diverse work group.
• Proven ability to identify and analyze needs, problem solving abilities, knowledge of long-term strategic planning, leadership/management development, curriculum design, and group facilitation.
• Proven effective leadership skills in being flexible, creative, team-oriented, strategic and process driven.
• Strong track records in developing strong business relationships with Sr. Management.
• Proven ability to create cost effect and ROI measurement systems to present to Sr. Management.
• Track record for sales and sales management
• Proven customer first track record
• Strong customer negotiation skills and experience