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Job description
About Xerox Holdings Corporation
With a legacy spanning over a century, Xerox has continually transformed how work is experienced globally. Leveraging its leadership in office and production print technologies, the company expanded into software and services to power the hybrid workplace of today and tomorrow sustainably. Xerox delivers innovative, client-centered digital technology solutions essential for offices and industrial settings worldwide, supporting distributed workforces with comprehensive offerings and financial services.
Role Overview
The Regional Business Manager for the Middle East is a commission-based role with sales targets, accountable for achieving Xerox's revenue, profitability, and market expansion objectives within assigned Middle Eastern countries. This position holds full commercial responsibility for the assigned territory, strategizing through indirect partners and overseeing the complete Xerox portfolio, including hardware, production print, managed print services, software, workflow, and digital solutions.
Key Duties
- Lead as the senior commercial executive for the region, managing partner strategies, pricing models, forecasts, and profit and loss outcomes.
- Establish and strengthen partnerships to ensure consistent execution of Xerox's business strategies throughout the region.
- Collaborate closely with sales, service, finance, supply chain, marketing, and technical units to drive growth.
- Represent Xerox in regional country business reviews, executive meetings, and strategic planning sessions.
- Own country business plans, major opportunities, tenders, and pricing decisions within authorized limits.
- Ensure comprehensive representation of Xerox’s offerings in each market while aligning sales activities to local priorities.
- Optimize partner coverage and performance, including rationalizing partner networks where required.
- Provide leadership in managing revenue, gross profit, and operating profit delivery within the territory.
- Lead partner business planning, performance evaluation, pricing, and tender strategies to maintain competitiveness and profitability.
- Identify new business opportunities across Xerox’s portfolio and support their execution with internal and external teams.
- Facilitate effective cross-functional collaboration to address operational challenges and deliver results.
- Report market trends, partner health, risks, and opportunities to regional leadership regularly.
- Assist in recruiting, developing, and retaining partner sales staff as necessary to enhance market outcomes.
- Maintain strict commercial discipline including contract management, approvals, reporting, and market operations.
Commercial and Portfolio Leadership
- Drive sales of the full Xerox portfolio via indirect channels, encompassing hardware, production print, MPS, software, and digital solutions.
- Ensure pricing practices comply with Xerox’s commercial policy, profitability targets, and market dynamics.
- Strengthen country-level growth plans covering sales units, revenue targets, and profit margins through aligned partner cooperation.
- Support portfolio management, solution positioning, and recurring revenue expansion across the Middle East region.
Travel and Market Engagement
- This regional role demands frequent travel, approximately 40%, across the Middle East.
- Candidates must be comfortable engaging closely with partners, customers, and Xerox teams in various markets.
- Travel supports several functions including executive reviews, business planning, opportunity execution, and country development.
- Flexibility to operate across diverse countries, cultures, and business environments is essential.
Experience and Qualifications
- Demonstrated success in channel management, partner development, and commercial leadership in multi-country settings.
- Proven expertise in managing indirect sales channels, driving profitability, and cultivating senior-level trust.
- Strong commercial acumen with decisive pricing skills and ability to collaborate cross-functionally.
- An entrepreneurial approach with a capacity to influence across functions and countries without direct authority.
- Experience in complex commercial negotiations, strategic business planning, and P&L management is highly valued.