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Major Accounts Consultant

Company: Michigan Office Solutions
Location: Novi
Posted on: June 14, 2018

Job Description:

The Major Account Consultant is a full-time outside business-to-business sales professional who is responsible for retaining and growing current, large size accounts (3k+ employees) and for gaining new market share, through the development of new accounts within a given territory. Major Responsibilities

  • Develop and maintain relationship with C-level executives and key departmental decision makers
  • Analyze account and territory business to identify opportunities, format objectives and action plans to create new business
  • Manage 50+ of the company's largest clients by increasing revenue through renewals and new revenue streams within these accounts.
  • Implement an effective coverage plan that provides contact with all prospects; develops and builds long-term relationships and provide flexibility to handle the constantly changing daily activities and priorities
  • Aggressively pursue competitive accounts and secure revenue through sales of Xerox products; differentiate Xerox from competitors.
  • Penetrate non-user accounts in order to have at least 50% of Revenue from non-users.
  • Articulate and position Xerox products, services and solutions to key decision makers
  • Manage entire sales cycle across customer accounts, engaging specialists as needed
  • Propose and close sales that achieve total revenue growth, profit and customer satisfaction plans
  • Sustain sales activities; appointments, demos, proposals, cold calls, and database updates
  • Keep abreast of changes in technology and understanding of basic user abilities
  • Effectively plan sales activities weekly that focus on top prospects
  • Must achieve revenue goals. Skills & Experience
    • BS degree in business or other related field
    • At least 3 to 5 years of experience selling office technology and/or document solutions in a B to B environment
    • Proficiency using MS Office Suite (PowerPoint, Word, Excel & Outlook)
    • Excellent communication (oral, written and presentation skills)
    • Personal drive and internal motivation toward high achievement
    • Ability to work collaboratively and effectively in a team-oriented environment
    • Ability to influence, negotiate and gain commitment at all organizational levels
    • Must have valid driver's license and minimum levels of auto insurance coverage, with the ability to drive a motor vehicle within a defined sales territory

      Keywords: Michigan Office Solutions, Detroit, Major Accounts Consultant, Professions, Novi, Michigan

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