Job Description

ROLE AND RESPONSIBILITIES

The Client Manager is responsible for developing and expanding the company's customers. With his consultative approach and his great listening skills, he knows how to offer business solutions and personalized service programs. He knows how to identify and qualify opportunities and then develop them in the market.

TASK LIST

• Know the product and service offered by Xerox Business Solutions
• Know the offer of products and services related to printing solutions
• Know the offer of products and services related to electronic document management solutions (EDM)
• Know the operation of the products and services offered by Xerox Business Solutions
• Know the procedure of developing needs for all products and services offered by Xerox Business Solutions
• Know the competitive differentiators of the products and services offered by Xerox Business Solutions

• Keeping the customer base up to date (CRM)
• Record all data relating to prospecting activities daily in the SalesForce/M-Files software

• Delivery of official documents
• Prepare prospecting/submissions for existing customers and/or prospects customers
• Design presentation documents (Proposal, analysis, comparison, spreadsheet, report)

Solicit new clients

• Engage in prospecting activities for new customers
• Try alternative strategies when failing to reach or obtain business meeting with prospects
• Engage in needs development activities with prospects and offer recommendations.

• Achieve sales results
• Maintain a bank of prospects
• Maintain a level of weekly activities in accordance with corporate requirements
• Engage in commercial activities allowing the qualification of profitable business opportunities
• Perform strategic follow-ups according to the purchasing cycle of prospects and existing customers
• Influence a customer's purchasing criteria
• Manage objections and obstacles
• Negotiate profitable agreement

• Be part of a team
• Participate in team meetings
• Participate in training programs to keep up-to-date knowledge of solutions and products offered by the company
• Get actively involved in all team initiatives
• Recognize the needs and corporate issues and contribute to the resolution of the problems that emanate from them

• All other related tasks

QUALIFICATIONS

• University degree in business administration or other related field is highly preferred
• Minimum of 5 years of experience in a business development position with B2B sales.
• Experience in the multifunctional device industry and/or document management (an asset)

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