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Director of New Business Development (NBD)
Category: Computing
  • Your pay will be discussed at your interview

Job code: lhw-e0-90675098

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  Job posted:   Thu Jun 7, 2018
  Distance to work:   ? miles
  262 Views, 0 Applications  
Director of New Business Development (NBD)


The primary goal of the New Business Director is to prospect for, support, and advance large (100k ) sale cycles with all applicable Velocity partners and Velocity partner managers including (National Channel Account Managers, Channel Business Mangers, and Territory Partner Mangers).

This senior sales and business development role is both customer and partner facing and requires experience in major account sales and support, prospecting, partner opportunity support, sales cycle management, solution selling, creating and delivering customer presentations, opportunity pricing strategy, support of select partner RFP submissions, and collaborating with USCU service and MPS consultants to meet customer requirements and close new business.

Requirements also include strong financial understanding, knowledge of Xerox solutions, knowledge of the solution provider channel, and supporting a creative approach to how our teams can leverage new business opportunities and strategies. Direct ownership of select house accounts may be required which includes overall account revenue responsibilities for both hardware and supplies.

Primary Responsibilities:

- Active pipeline development

- Support USCG A4 and Supplies team in pipeline development activities

- Effective partnership with USCG resources leading to growth in Small and Medium-sized Business new customers

- Exceed Key Sales Objective target of new business customers

- Accurate communication of prospect status and inventory needs

- Creative alternatives and packaging of customer offers utilizing Major account service support and flexibilities to win incremental business

- Major Account vertical marketing strategy, activities and support

- Retain and grow top USCG End User A4 Accounts, MIF Management

- Creative packaging, vertical market focus and negotiations to achieve higher margins.

- Identifying and understanding underlying costs and risks in large opportunities

- Support of USCG Post Sale capture strategies. Large existing and new customers placed on a secured Post Sale program

- Craft and support critical contracts in conjunction with USCG contracts group to enable and grow A4 business across all RTM (routes to market)

- Identify and win back Grey and 3rd party supplies opportunities. Proactive identification of situations where USCG has lost the supplies annuity and action taken to win it back

- Active participation in the development of the TPM's

- Facilitation of requirements and issues both up to management and out to the field to foster clear understanding of the customer and market requirements and Xerox's direction

- Consistent support in words and actions of the USCG Strategy & P&L focus

- Active and visible leadership showcasing Xerox solutions in the A4 technology space

Minimum Bachelor's Degree Relevant university degree (e.g. Business Management)

Preferred Master's Degree Relevant post graduate degree (e.g. Business Management)

Subject matter expert on A4 print technology environment and Managed Print Services

- Demonstrates business maturity and strong financial acumen; understands the national channel and solution provider

business model

- Ability to work under own initiative with high level of personal drive, as well as working effectively as a team

- Excellent interpersonal skills for effective communication and to drive results through others

- Ability to coach and deliver training sessions

- Effective written and verbal skills are essential. Excellent organization and time management skills.

- Ability to analyze business data, and develop solution to solve business performance issues

- Conveys professionalism and credibility with positive businesslike behavior and appearance

- Ability and willingness to travel

_Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to Be sure to include your name, the job you are interested in, and the accommodation you are seeking._

**Title:** *Director of New Business Development (NBD)*

**Location:** *United States*

**Requisition ID:** *18003084*

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