María De Los Ángeles Álvarez

Working with 6 countries and the Xerox Distributors group, the main scope of this position is based in 3 pillars:

- 2nd hand strategy management: with the goal of positioning the company as the main player in LATAM market for refurbished machines, I cover Latin America strategy managing refurbishing plants, business strategy, needs, forecasting, corporate relationship and management process.

- Enterprise Business management: focused on Enterprise value added business, the aim of this pillar was to grow business in all countries for Global Services Solutions. My scope is managing virtual sales hubs, manage global contracts with Corporation, and drive revenue through business management that help decision making and growth initiatives.

- Sales Enablement for Xerox MultiCountry LatinAmerica: I work together with the countries to help improve sales, develop growth strategies, manage accurate forecasting and assessment, improve profitability and detect business opportunities.

The aim of this position was to sell in Argentina products that have never been sold before, such as scanners, compatible supplies, paper, among others.. I worked with all the company areas (within the country and with Corporation) in order to break down barriers and make it possible.. it was an end to end work, from providers strategy, negotiation, importation, fulfilling, sales coverage, new channels development, sales strategy, compensation analysis, among others...a 360° approach that allowed this strategy to represent @6% of the total company´s revenue after the first year of implementation.

The goal of this position was to redefine the go to market strategy, in order to gain competitiveness and increase sales. I managed office channels strategy for Argentina, covering equipment, supplies and postsale lines of businesses.

I had under my scope the 3 lines of business marketing (office, production and enterprise). My role was to create strategies to generate brand awareness and client engagement to boost sales. The main focus of the position was based on creating strong customer bonds with Xerox sales representatives, and show Xerox products and services to the company´s channels and end customers.

My role was to work together with sales representatives from all areas to understand needs and develop tailored strategies to boost sales. Within my assigments, there were some key pillars: product management, internal and external communication, internal and external training, tacticals actions proposal and implementation, incentives, sell in and sell out management, business metrics understanding and monitoring, product launching (including importation requisites), vendor relationship, corporate relationship, forecasting and monthly/quarterly/yearly planification.

I worked with + 10 enterprise customers that were competitors customers. My role was to engage them and through relationship building and valuable offering, increase Xerox´s results.

I sucessfully negotiated long term contracts with different customers, increasing revenue and profitability.