Job Title:

District Sales Manager (Enterprise Accounts) - Vancouver, B.C.

Business Area:

Sales & Account Management


Vancouver, BC CAN

Job ID:


District Sales Manager (Enterprise Accounts) - Vancouver, B.C.

The District Sales Manager is accountable for recruiting and developing a team of Enterprise Account Managers to effectively achieve team revenue objectives.  The major areas of responsibility are as follows:

Developing a Team and Managing Sales Activities:

  1. Direct management and support for Enterprise Account Managers.  Responsible for staffing and developing AM team to clearly and accurately represent Lexmark’s offerings.
  2. Territory to include managing 3 to 4 Enterprise Account Managers, covering enterprise accounts in Western Canada.
  3. Minimum expectation is to achieve team revenue objectives.
  4. Revenue expectations include a balance of Technology, Solutions, Software, and Managed Services.
  5. Develop Activity Management initiatives with AM within geography to ensure appropriate sales activity levels. Primary focus would be Executive Meetings, Assessments, Solutions, and Services messaging.
  6. Inspect sales activity: Prospects, presentations and proposals to ensure consistent and effective performance across the team.
  7. Foster team selling approach to sale cycles, utilizing the breadth of all Lexmark resources appropriately.
  8. Establish an ongoing communication plan with the team.   Build productive processes for general communication, opportunity reviews, account planning, and sales cycle support.
  9. Act as a liaison between direct reports and other groups. (Operations, Technical, Pricing/Contracts).
  10. Responsible for lead generation and developing software opportunities for capture, process, content, and search software solutions.  
  11. Responsible to maintain control of the district budget and to allocate funds according to the prioritized business need, while ensuring not to exceed the annual budget allocation.

Day to Day Job Expectations:

  1. Demonstrates leadership by example.
  2. Development of executive relationships within accounts.
  3. Deliver sales presentations to key clients in coordination with Account Manager and support resources.
  4. Ensure that AMs are driving each element of the sales cycle: Prospecting initiatives, Assessments, RFP’s, Output Strategy Development, Software Strategy Development and Total Account Management
  5. Take leadership position in coordinating large sales opportunities and RFQs: Coordinate and assist in developing strategy and written content for the solution.
  6. Direct sales activity reporting and forecasting, and set performance goals accordingly.

Competencies/Experience Required:

  1. Management Experience – 5+ years first line sales management experience with consistent proven track record of leading sales team to success.
  2. Sales Experience – 7-10+ years’ solution selling / direct sales experience.  Proven record of top performance.  Experience leading complex sales opportunities with long decision cycles.
  3. Leadership Skills: Leadership role that requires internal peer cooperation from Lexmark employees outside of direct reports. Excellent verbal/written communication skills are required as well as organization, planning, and project management skills.
  4. Industry Knowledge - Development of a complex outsourced solution requires a solid foundation of the printer, copy, fax industry in conjunction with a background relative to content management and solutions.
  5. Team Selling –Maintain a positive attitude, and demonstrate a work ethic for others on the team to emulate.  District Manager will lead other team members by demonstrating C-Level executive selling skills, complex sale development, and reinforcement of the Lexmark’s value proposition.
  6. Marketing/Strategic - Demonstrated ability to clearly define value propositions and develop plans for technology, software, and service implementation.  He/she is innovative and resourceful in identifying strategies that improve market expansion, value added service development, and operational effectiveness.
  7. Qualifying - Is able to conceptualize opportunities at the highest level within a wide variety of industries.  Skilled at qualifying opportunities to determine appropriateness and potential solution fit.
  8. Executive Communicator - The individual should have a demeanor that communicates confidence, professionalism, and expertise.  Oral communication should be succinct, well organized, clear, and convincing.  This individual should exhibit keen listening abilities, and can control and direct a discussion or meeting.  Written communication skills should be incisive, crisp, to the point, and convey key points with clarity.
  9. Proposal Development – Ability to plan, organize, develop, and complete a complex proposal response.  Experience leading a cross-functional team effort, including delegating tasks, researching questions, follow-up with key contributors, and meeting customer expectations.  Capable of formulating a complete RFP response in a timely and accurate manner.
  10. Presentation Skills – Able to clearly and concisely deliver concept presentations, sales training material, study findings, proposal highlights, and project plans.  Comfortable presenting to committees with a variety of constituents and diverse project interests.
  11. Financial Acumen – Skilled at defining current state total cost of operation and developing key pricing elements included in a technology, solutions, and services proposal.  Experience with a variety of pricing concepts: unit cost, use of pricing models / tools, leasing concepts, fixed and variable costs, gross profit margin… 

*Relocation is not offered for this position. Preference is given to candidates currently living and working within/near the Vancouver, B.C. area. The Lexmark office is in Burnaby, B.C.