Account Sales Executive

Account Sales Executive Position Profile

The Account Manager (AM) is responsible for solving critical business challenges and developing new and expanded customer relationships. This role focuses on understanding customers' business environments and aligning Ricoh solutions to support their mission-critical goals and objectives. Success in this role requires building strong relationships with key decision-makers and influencers while identifying opportunities to grow Ricoh's market share.

Key Responsibilities Business Development

• Develop new business opportunities within both existing and prospective accounts.
• Gain a deep understanding of customer environments to identify needs, challenges, and growth opportunities.
• Build relationships with decision-makers and influencers to expand Ricoh's presence and market share.
• Research customer organizations to uncover and address known and unidentified business challenges.
• Focus on understanding how customers make purchasing decisions rather than simply what they purchase.
• Position solutions based on customer needs rather than predetermined products or services.

Customer Engagement & Solution Selling

• Demonstrate Ricoh's ability to accelerate digital transformation through effective storytelling and consultative selling.
• Identify and articulate business outcomes aligned with Ricoh's portfolio of solutions and services.
• Communicate the financial and operational impact of purchasing decisions.
• Deliver compelling presentations and proposals confidently in both virtual and in-person settings.
• Maintain strong communication with customers and internal stakeholders throughout the sales process.
• Position is commission eligible

Qualifications Education & Experience

• Bachelor's degree or equivalent professional experience required.
• Minimum of 3 years of demonstrated business development or sales experience.
• Experience in an IT and/or software services environment preferred.
• Knowledge of document workflow solutions and business processes preferred.
• Foundational understanding of profit and loss (P&L) concepts.

Skills & Competencies

• Ability to research, analyze, and understand customer organizations to facilitate meaningful business conversations.
• Proven ability to effectively manage multiple accounts while maintaining strong attention to detail.
• Strong collaboration skills with a demonstrated ability to build influence across teams and customer organizations.
• Working knowledge of the solution design and consultative sales process.
• Ability to bring thought leadership and strategic insight to customer engagements.
• Excellent verbal, written, and presentation skills.
• Proven ability to establish and maintain professional relationships with key stakeholders.
• Commitment to staying current on Ricoh's products, services, and industry trends.
• Ability to assess customer environments and develop strategies to expand Ricoh's core services across the enterprise.
• Strong learning agility and adaptability.
• Skilled at navigating customer approval processes and developing executive sponsors and advocates.

Working Conditions

• Primarily office-based work environment with standard lighting, ventilation, noise levels, and temperature conditions.
• Responsibilities require interpreting, analyzing, and applying complex information, data, and instructions.
• Work is largely sedentary but may involve walking, standing, bending, reaching, and occasionally lifting or carrying items weighing up to 10 pounds.
• Requires regular use of standard office equipment, including computers, keyboards, calculators, and related technology.
• Approximately 20% travel required, including occasional overnight travel.