Director Of Sales

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.

Stewart Business Systems, LLC, A Xerox Company is hiring a Director of Sales who understands the marketplace in New Jersey.

The person in this role is responsible for:

• Leadership

• Profitability

• Growth

• The direction of sales activity in assigned market.

The person we will hire provides proactive leadership to a sales team to achieve maximum profitability and productivity in line with company mission and goals.

What you will do:

• Develop a business plan that includes goals, objectives, and strategies that ensure budget attainment of sales goals, margins, and direct selling expenses to meet profit goals.

• Implement sales and/or marketing strategy.

• Prepare action plans by individuals, as well as by team, to ensure focused activity.

• Initiate and coordinate development of action plans to penetrate new markets.

• Provide timely feedback to management regarding individual salesperson activities, performance, and sales forecasts.

• Provide end-of-month reports that clearly communicate final results.

Control expenses:

• Evaluate and maintain customer pricing and profitability.

• Assist salespeople in preparation of proposals and presentations.

• Serve as first line of contact with customers responsible to create and maintain accurate paperwork on each sale; fully complete and provide all documents at the time of sale for proper order staging and implementation; provide timely responses to email and voicemail inquiries regarding order.

• Demonstrate effective control over the plans, issues, and obstacles surrounding the sales organization and demonstrate effective follow-up to ensure that the issues, plans, and obstacles are handled effectively.

• Maintain and control inventory and other assigned assets.

• Demonstrate high competitiveness, a strong will, and sound business judgment.

• Be a continuous learner and share knowledge with team.

• Assist in development and implementation of various marketing plans.

• Have high personal ethical standards and communicate those standards to all company employees.

• Develop rapport and effective interaction with all company employees

• Support other departments in attaining their goals.

Your responsibilities:

• Create a success culture while building a strong team.

• Recruit and hire sales representatives.

• Ensure that all territories are occupied with salespeople who can achieve assigned sales quotas.

• Orient new direct reports concerning position responsibilities, policy and procedures, work rules

• Maintain quality 100% manpower levels at all times.

• Establish performance goals and standards for each direct report; communicate them and gain agreement

• Ensure that each salesperson meets or exceeds all activity standards for prospecting calls, appointments, demonstrations/presentation, proposals, and closes

• Conduct weekly one-on-one review with each salesperson to build more effective communications, to more clearly understand training and development needs, and to provide insights as to how to improve his/her sales and activity performance.

• Train and coach sales representatives through observing and documenting performance, providing feedback, and providing appropriate recognition/counseling

• Invest time with sales representatives in the field to train, coach, and ensure that all aspects of sales training are being implemented

• Ensure all sales representatives are prepared to attend any company/corporate-sponsored training sessions

• Assist with conducting sales meetings / teleconferences that focus on sales employee development needs

• Display professional and personal concern for the needs, feelings, and capabilities of others

• Demonstrate a commitment to organizational initiatives through words and actions

• Ensure that company policies are communicated, implemented, and followed.

• Set example for salespeople in the areas of personal character, emotional commitment, organizational skills, selling skills, and work habits

• Advise superiors and direct reports of developments that impact job duties

• Approve / Decline time off (PTO) requests

Mindset and what you bring to the role:

• Attend pertinent professional courses, seminars, and workshops to maintain the highest level of professional competence

• Keep abreast of changes in technology

• Other duties as assigned. Management reserves the right to add or delete duties as deemed appropriate.

Education/Certifications:

• Bachelor's Degree (B.A. or B.S.) from four-year college or university or equivalent.

• Degree in Business Administration preferred.

• Experience at technology companies including hardware/software or managed service organizations is preferred.

• Proficiency in Microsoft Office applications (Word, Excel, PowerPoint, Outlook)

• Proficiency in database management and data entry

• Valid NJ Drivers License in good standing

• Must have a dependable vehicle to be able to travel 75% of the time to customer locations

• Must maintain automobile liability insurance limits of at least $100,000 per individual/$300,000 per accident for bodily injury (BI) and $50,000 property damage (PD).

Work Experience:

• Requires a minimum of five years of sales experience.

• Requires a working knowledge of standard practices and procedures.

• Proven track record of being at or over 100% of business plan on a consistent basis

• Proficiency in Microsoft Office applications (Outlook, Excel, Word, PowerPoint)

• Proficiency in database management and data entry

• Understanding of all products, their targeted clients, and all applications

• Knowledgeable about client buying cycles

• Knowledgeable about the sales process and can demonstrate proficiency in each step

• Familiar with Digital Print on Demand, as well as transactional printing environments

• Working knowledge of integrated office solutions

• Work Complexity/Budget Authority

• The variety, difficulty, and magnitude of tasks and responsibilities necessary to complete the work

• Tasks are multiple and diverse with some interrelationship across processes. Handles some unrelated functions. Work requires the direct application of a variety of procedures, policies, and/or precedents. May monitor budget activities but no responsibility for budget and expenditure authority.

Independent Judgment/Decision Making/Problem Solving:

• The extent of independent authority for making decisions and recommendations that affect policies, procedures, and practices.

• Perform duties within scope of general Stewart policies, procedures, and objectives. Analyze problems and performs needs assessments. Use judgment in adapting broad guidelines to achieve desired result. Regular exercise of independent judgment within accepted practices. Make recommendations that affect policies, procedures, and practices. Refer exceptions to policy and procedures to the supervisor.

• Personal/Organizational Contacts

• Scope, frequency, and purpose of relationships with others, internal and external.

• Regular and substantial contact with others. Contacts usually involve discussions related to policies and programs and may include proposal or grant writing, negotiation with vendors, solicitation of financial donations for Stewart, and the like. Handles sensitive, complex, and/or confidential information.

Customer Service Relationships:

• Scope and skill level of building and maintaining customer service relationships

• Anticipate customer needs and regularly motivate or influence others to deliver customer service excellence. May troubleshoot highly sensitive or confidential issues. Personally ensure problem resolution. Identify barriers to effective customer service and set customer service standards. Establish a customer feedback system and hold self-accountable for customer service excellence within the department.

Language Skills:

• Level of language (ability to read, write, and speak) needed to successfully accomplish the essential duties of this job.

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from staff, groups of managers, customers, and the general public.

Mathematical Skills:

• Level of mathematical skills and abilities needed to successfully accomplish the essential duties

• Ability to calculate figures and amounts such as discounts, interest, percentages, proportions, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

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