Production Systems Mgr.Production Systems

POSITION PROFILE The Production Systems Manager directs and manages the sales activities and performance of the Production Systems, Strategic Color Specialists and Office Document Specialists teams. This involves maintaining appropriate staffing levels, developing direct reports, measuring results, creating and executing on impacting strategic plans, and assists in individual career planning. The Production Systems Manager is focused to the Data Center and/or central reproduction departments identifying solutions related to distribute and print opportunities as well as variable data streams. This includes Printing Systems, color graphics and enabler sales. Drives business results and has the responsibility to manage the sale of IKON digital high volume solutions such as the iR110 and iR150, Production Color and full suite of enabler products. Leverages the customer base and champions the expansion of services for the entire IKON solution within base.JOB DUTIES AND RESPONSIBILITIES Holds direct reports to meet or exceed revenue and gross profit expectations.Achieve this while meeting or exceeding gross profit, unit placement, and expense and equipment contribution goals.Leads, motivates and counsels the sales team, while maintaining a positive attitude and setting an aggressive pace by example.Interacts with sales representatives to plan, coach, advise, and review their progress in achieving individual and team revenue targets consistent with Area and Region plans.Leads Hi-VAMP sessions with each Sales Manager and each sales executive. This involves the updated CAD and discusses progress against action items; provide an update on new prospects added to the pipeline as well as an update on the prospects already in the pipeline focusing on any movement since the last meeting.Rolls up production forecast as well as Phase 123 pipeline to Area VP/GM.Holds monthly RAP sessions with each specialist by the 3rd working day of each month.The RAP Session focuses on the tactical activities needed to move opportunities through the pipeline.Each RAP is to include:Assess how the rep is doing in all areas of the business, provide feedback to rep on performance, work habits, skills and attitude etc., pre-planned strategic and tactical activities plotted to the calendar, accounts selected for review in the Account Planning Session, validate the pipeline and validate the forecast as well as validating the rolling quarterly forecast, validate pre-planned strategic and tactical activities plotted to a calendar, (CAD?s) to ensure time prioritization focused to business plan attainment and deliver custom GOAL Letters for each sale representative following each monthly RAP session.Maintain full bench of qualified candidates by managing and reporting on ?people? pipeline during monthly RAP with Area VP/GM.Recruits, interviews, hire and manage specialists to ensure appropriate quality staffing levels are maintained.Builds territory structures using a list managed approach according to the national sales coverage strategy and territory analysis process. Monitors and adjusts the territories as needed to maintain territory integrity throughout the team.Ensure that the account assignment meets IKON North America (INA) standards, that accounts are being list managed and where needed, take corrective actions to address imbalance.Actively participates in Integrated Account Reviews with specialists and integrated team by ensuring that the specialist is prepared for the meeting.This includes a completed WAR document, updated CAD?s, Etc.Production Systems Manager may co-facilitate the review with the VP/GM provides input/feedback on the sales strategy gaps.Manages to completion, coauthored CAD?s from each session. Is an active participant on sales calls to key customer accounts with the sales professional.Builds VITO relationships whenever possible.Continually models and trains the sales professionals on the art of consultative selling.Assists in strategy and development of RFP responses.Utilizes all resources including the Solution Center, SPARC, and ikon.org.Creates a team environment that promotes the sale of cross business line services.Leverage the sales organization to gain further ?marketshare? and ?customer share?.Focus the team to selling services over products.Holds direct reports accountable for protecting IKON installations from competitive threats and cancellations.Works to ensure direct reports are knowledgeable about competitive pricing programs and strategy.Measures customer satisfaction through Top 100 customer visitations and Customer Account Reviews, is proactive in problem resolution.Engages internal and external resources to problem solve for the customer and throughout IKON.Implements the SMART Process including Review and Plan, Integrated Account Reviews, Territory Account Reviews, Performance Reviews, GOAL Performance Management, etc Identifies additional IKON services and products during account strategy sessions (Review and Plan, Integrated Account Reviews, Territory Reviews, Etc.) that could provide improved efficiency, effectiveness, cost savings, productivity, etc., on an on-going basis for Phase Pipeline prospects.Champions and drives initiatives focused to positive equipment contribution including capturing manufacturers credits, used equipment sales, select term renewal, residual management, etc.Evaluates data on each month?s performance and provides reports to the Area VP/GM.Determines necessary actions to drive optimum, ongoing results.Adjusts business strategy as needed to attain plan objectives.Holds direct reports accountable for promoting IOS Capital leasing strategy including Images Management Plus.Drives communication across the team and Areas.Holds regular communication and training oriented meetings with the team.Provides professional counsel and direction for skill development and career advancement. Enrolls the employee at IKON University for all courses required performing the job. Provides additional education through seminars, reading materials and outside educational forums.Coach employees individually in accordance with their natural behaviors, personal profile and individual skill set. Identifies the strengths and weaknesses of the employee in an effort to leverage the strengths and develop the weaknesses.Routinely demonstrates and creates a helpful and positive work culture; encourages and builds positive relationships and communicates effectively with all co-workers, outside vendors and customers.Conducts oneself at all times in the public image of the company in accordance with IKON?s Code of Ethics.Production Systems Manager must demonstrate a commitment to the IKON sales processes, values and business code of ethics. QUALIFICATIONS (Education, Experience and Certifications) Requires knowledge typically gained through the attainment of a four-year degree in Business Administration, Marketing or Communications.Requires 1 3 years of sales management experience Requires a minimum of one to two years of advanced selling assignments.Industry selling experience preferred.Well versed in technologies surrounding networks, data center environments and central reproduction departments.Requires a valid driver?s license and minimum levels of auto insurance coverage per IKON Office Solution?s policy.Knowledge to configure and maintain installed systems. Apply On-line IKON is an Equal Opportunity Employer, M/F/D/V.