Major Accounts Consultant - Novi, MI

Quick Facts
Company Name:Michigan Office Solutions
Location:Novi, MI
Employment Type:Full Time
Category:500 - Sales
Pay:Based on Experience - Base + Commission
Take Action


The Position: Major Accounts Sales Executive

Office Location: Novi, MI

Description: 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

CORE COMPETENCIES In order to perform the job successfully, an individual should demonstrate the following competencies:

Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

Interpersonal Skills - Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

Judgment - Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process. Processes information completely prior to making decisions

Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence. Is driven towards excellence and enjoys competition

Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans. Make adjustments where necessary and is flexible

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Initiative - Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Does not compare self to others, but exhibits determination towards exceeding objectives

Michigan Office Solutions is proud to be an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, marital status, sexual orientation, gender identity, genetic information, protected veteran status, or any other characteristic protected by law.

Selected applicants must have a valid driver's license and pass a motor vehicle, criminal background check and drug test before joining our team.

Managed by Job Match LLC, All Rights Reserved - ApplicantPro Applicant Tracking Software © 2005-2019