Steve Crooks

National Account Manager @Xerox

Xerox (UK) National Account Manager01/11/08 –Present Key Accountabilities• Manage and develop relationships in around 120 strategic accounts in the commercial print sector• Responsible for Global accounts at a national level • Deliver Xerox’s full portfolio of hardware and software solutions in a consultative manner, with a view to protecting current annuity streams while removing and blocking competitive threats• Engage in the Xerox Sales Process (XSP); whereby I am required to plan and measure meetings, consider questioning techniques, uncover key business objectives, uncover and probe business gaps and utilise this information in solution delivery• Build strong relationships at multiple levels and effectively communicate key messages• Negotiate in difficult, sometimes uncomfortable, circumstances• Provide detailed account plans to demonstrate my knowledge of my accounts as well as maintain customer data• Add value and build credibility within my accounts, helping customers move their business forward• Accurately forecast business over 30, 60 & 90 days• Strategically plan deals in advance using internal and external account information• Drive solutions by demonstrating where I have been successful in implementing something similar elsewhere• Coordinate a virtual account team including Technical Specialists, Operations, Administration, Billing, Distribution and Customer Training• Key Achievements Recognition from my General Manager for over and above company service at the IPEX trade show • Graduated top of my class in the month long Xerox Sales Process training course