Grand & Toy partners with customers to change the way Canadian businesses work and help them compete. And what we do for others, we do for ourselves. We’re a passionate team of diverse individuals who are focused on coming together to bring positive transformation to our customers and vendor partners by setting new standards for ourselves and our teams. We embrace transformation and innovate for customers and partners, and our employees as well. At Grand & Toy, you can be part of the change by learning and growing along with the business.
About the role
The Partner Specialist position is focused on supporting the Account Management and Business Development teams with technical presales questions that focus on our Xerox vendor partner while conducting proactive activities to increase sales. Partner Specialists will have direct day-to-day contact with Account Managers and engage periodically with customers. The Partner Specialist is also responsible for educating Account Managers on Print, MPS & other document solutions and resources available to them for Xerox programs, while partnering with internal Customer Marketing resources to build digital interactions that directly support the customer buying journey.
What will I do?
Develop the Xerox MPS program at G&T by partnering with vendor and internal selling resources (Account Management & Business Development) to identify and action MPS targets. Create alignment of vendor partner strategy/focus to G&T. Partner with internal Customer Marketing team to build out digital campaigns / marketing initiatives that support quarterly sales targets / other KPI’s. (25%)
Provide tools to enable selling team, including development of training & enablement programs. Guide and coach sellers to build competencies around Print & MPS opportunity recognition, solution positioning, value proposition and competitive differentiation. Conduct ongoing assessment of selling skills gaps and build plans to drive continuous improvement, leading to seller self-sufficiency. (25%)
Assist sellers with development and delivery of customer presentations. Participate in sales cycle as required to ensure successful solution delivery. Responds to pre-sales technical inquiries. (15%)
Conduct regular funnel reviews with individual sellers and District Sales Managers to identify best opportunities within existing account portfolio. Monitor/measure overall opportunity value, close rate and funnel velocity in Salesforce and adjust programs as required to drive improvement. (10%)
Ensure smooth transition of newly acquired MPS accounts to G&T by partnering with implementation team and ensuring adherence to onboarding best practices. (10%)
Obtain relevant industry / partner certifications and attend approved outside training programs. Build personalized development plan and measure outcomes associated with personal training / learning. (10%)
Monitor / Manage backed MPS workflow and identify opportunities for improvement. Develop and maintain system to identify order anomalies that may lead to unnecessary RMA activity. (5%)
Note: Travel up to 15% is required for this role
What qualifications do I need?
University degree or community college diploma in a business or marketing related discipline
5+ Years of MPS, Print, Copier or Document Solutions experience
IT Channel Sales or Pre-Sales Consultation
Xerox MPS certification is an asset
Thorough functional knowledge of e-commerce and electronic billing system capabilities and working experience with the conversion/integration of systems
Knowledge of Xerox selling systems
Strong understanding of Print and/or Managed Print Solutions (MPS) and positioning
An understanding of the customer relationship process and buying process as it pertains to Print and MPS, and a demonstrated record of senior level customer contacts
A thorough grasp of professional and consultative selling skills to include a history of successful contract negotiations. (The close cycle can range from 6-18 months and will typically involve multiple decision makers in the purchasing decision).
Fluid organizational agility (the ability to learn, understand and navigate an organization at the upper to lower levels).
Excellent communication (oral, written, and presentation) skills and be able to present complex topics (pricing or service strategies).
Personal comfort level with C level customers in professional and social settings.
Proficiency in MS Office and CRM systems. Solid navigation skills and functional capabilities of G&T web site and HFA.
Must have a desire to develop an in-depth understanding and knowledge of the products and services offered by Office Depot as well as those offered by the competition.
Ability to work in a matrixed organization.
Flexible with respect to change initiatives.
Bilingualism in English/French would be an asset
What does Grand & Toy offer?
Grand & Toy offers a competitive salary and benefits package based on education and experience, along with other perks such as our associate/corporate discounts and reward programs for management positions. We proudly provide comprehensive training for all new associates.
We celebrate employment equity and diversity. We are committed to providing accommodations for persons with disabilities. If you require accommodation, we will work with you to meet your needs.
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