Account Sales Manager

Account Manager, Target Position Summary

The Account Manager 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 with their strategic goals and objectives. Through effective relationship building with key decision-makers and influencers, the Account Manager drives business growth and customer success.

Key Responsibilities Business Development & Sales Growth

• Develop and execute strategic business development plans to drive revenue growth.
• Gain a deep understanding of customers' business environments and objectives.
• Build relationships with decision-makers and influencers to create sales opportunities within both new and existing accounts.
• Expand Ricoh's market share by identifying and pursuing growth opportunities.
• Research customer organizations to uncover and address known and unknown business challenges.
• Focus on understanding customer needs and buying behaviors rather than promoting predetermined products or services.

Customer Engagement & Solution Selling

• Demonstrate Ricoh's ability to transform customers' digital environments through effective storytelling and consultative selling.
• Align Ricoh's portfolio of solutions with customer business needs and strategic initiatives.
• Explain how technology and purchasing decisions can impact a customer's financial performance.
• Develop and deliver compelling presentations and business proposals, both virtually and in person.
• Maintain strong communication with customers and internal stakeholders throughout the sales cycle.

Qualifications Education & Experience

• Bachelor's degree or equivalent work experience required.
• Minimum of 3 years of proven business development or sales experience.
• Experience in IT, software services, or technology solutions is preferred.
• Knowledge of document workflow solutions and business process automation is preferred.
• Foundational understanding of profit and loss (P&L) concepts.

Technical & Business Skills

• Ability to conduct customer research and analyze business needs to facilitate strategic conversations.
• Proven capability to manage multiple accounts while maintaining strong attention to detail.
• Experience identifying customer challenges and translating them into business opportunities.

Knowledge, Skills, and Abilities

• Demonstrated success in collaborating with cross-functional teams and building influence.
• Solid understanding of the solution development and design process.
• Ability to provide thought leadership and strategic insights during customer engagements.
• Exceptional verbal and written communication skills.
• Proven ability to build and maintain professional relationships with key stakeholders.
• Strong knowledge of and commitment to staying current with Ricoh's products, services, and solutions.
• Ability to assess customer environments and develop strategies for expanding Ricoh's core services across the enterprise.
• Strong learning agility and adaptability in a changing business environment.
• Skilled at navigating customer approval processes and developing advocates and sponsors within client organizations.

Working Conditions

• Primarily an office-based environment with standard lighting, ventilation, temperature, and noise levels.
• Work assignments are diverse and may require interpreting, analyzing, and applying complex information and instructions.
• Position is primarily sedentary but may require occasional walking, standing, bending, reaching, lifting, or carrying items weighing up to 10 pounds, such as files, books, and office supplies.
• Regular use of standard office equipment, including computers, keyboards, calculators, and other tools requiring basic hand-eye coordination.
• Approximately 20% travel required, including occasional overnight travel.

Disclaimer: The statements above are intended to describe the general nature and level of work performed in this position. They are not intended to be an exhaustive list of all responsibilities, duties, skills, or working conditions associated with the role.