Account Manager
Position Profile
The Account Manager solves critical business challenges and cultivates new customer relationships across the public sector, with a specialization in publicly funded agencies. This is a hunting role focused primarily on acquiring net-new accounts. The AM will focus on understanding the customer’s environment and mandates and align appropriate Ricoh solutions to their mission-critical goals and objectives through relationship building with decision-makers and influencers.
Job Duties and Responsibilities
- New business prospecting and development within the public sector and publicly funded agencies, including cold calling, scheduling and conducting client introductions, and face to face client meetings.
- Understand the customer’s environment. Open new doors with decision-makers and influencers to generate sales opportunities and win net-new public sector accounts to increase RICOH’s market share
- Solve critical business challenges for the customer – those known and uncovered through research and questioning.
- Understand how customers are buying, not what they are buying – focusing on their needs, not a predetermined product or service.
- Differentiates Ricoh's ability to accelerate the transformation of the customer's digital environment through storytelling to uncover opportunities aligned to Ricoh's portfolio.
- Articulate how buying decisions can impact the customer's financial position.
- Develop and confidently deliver compelling presentations both in person and virtually
- Use core sales tools / resources: CRM solutions, LinkedIn, Power BI, Hoovers, etc. to research and connect with customers and prospects to develop sales opportunities with current and potential Ricoh customers.
- Use consultative selling techniques with a focus on client value and return on investment
- Identify clients’ business initiatives and articulate the value of Ricoh services on clients’ desired
- business outcomes
- Independently execute strategic business development plans while coordinating with key internal
- stakeholders (e.g. operations, service teams, legal, support, etc.)
- Manage complex contract negotiations and serve as a liaison to the legal group and executive
- management team
- Prepare and give business reviews to internal stakeholders and management team regarding
- progress and roadblocks to closing new customers.
- Build and maintain a net-new pipeline by proactively targeting publicly funded agencies, boards, and not-for-profits across the public sector.
- Navigate public sector procurement processes and funding cycles to position Ricoh and win net-new business.
- Performs other duties as assigned.
Qualifications (Education, Experience, and Certifications)
- Bachelor's Degree or equivalent experience required
- 5+ years of sales experience in a B2B environment, IT or consultative selling environment
- Public sector sales experience with a track record of winning net-new accounts strongly preferred; experience selling to publicly funded agencies, boards, or not-for-profits is an asset
- Experience in IT and/or Software services environment preferred
- Understanding of document workflow solutions and processes preferred
- Strong business acumen including financial analysis of proposals and foundational knowledge of P&L components
- Ability to research and analyze customers to enable appropriate business conversations across the account
- Proven ability to manage multiple accounts at a time while maintaining sharp attention to detail
- Preferred experience selling digitization and automation as well as SaaS, PaaS, IT Services
Knowledge, Skills And Abilities
- Demonstrated success with using collaboration to build influence.
- Sound understanding of the solution design process.
- Brings thought leadership to customer engagement.
- Excellent presentation skills, written and verbal communication skills.
- Proven ability to develop and maintain professional relationships with relevant stakeholders.
- Stays current with Ricoh offerings.
- Ability to assess customer environments and situations and create strategies for extending, expanding Core services throughout the customer enterprise.
- Strong learning agility
- Excellent communication skills
- Strives to understand and position favorably in the customer approval process creating sponsors and advocates.
- Strong analytical skills and good working knowledge of MS suite of business applications, CRM
- Software, LinkedIn and Proficient in Microsoft Office.
- Previous experience using consultative selling techniques with a focus on client value and return on investment vs. technical functionality.
Working Conditions, Mental and Physical Demands
- Customer‑facing role with regular in‑person engagement, including customer meetings, conferences, and other on‑site client engagements.
- An office environment with adequate lighting and ventilation, and a normal range of temperature and noise level.
- Requires a valid driver's license and reliable transportation required (and auto insurance coverage
- per Ricoh's policy)
- Travel required (approx. 20%) may include overnight travel.
Come Create at Ricoh:
If you are seeking a team driven by passion and purpose, come create with us at Ricoh. We are a team of information seekers and customer-obsessed collaborators who aspire to deliver the services, solutions, and technologies that empower business success. We are looking for talented, inspired individuals to join us to help drive high-performance team and our commitment to excellence.
Ricoh is an integrated solutions provider and partner that connects people and technology, creates outstanding customer experiences, and delivers innovation for businesses worldwide. We empower digital workplaces by enabling individuals to work smarter from any location and harness the power of information—how it is collected, stored, managed, and shared—to unlock the potential in every organization. We deliver services and technologies that inspire our customers’ success and guide them toward a better and more sustainable future. If you are seeking a purpose-driven and passionate team, come create with us, and help drive our high-performance culture of excellence into tomorrow.
Invest in Yourself:
At Ricoh, you can:
- Select the medical, dental, life, and disability insurance coverage that fits your needs.
- Contribute to your financial security with Ricoh Canada’s Retirement plan, with company matching contributions.
- Augment your education with team member tuition assistance programs.
- Enjoy paid vacation time and paid holidays annually.
- Tap into many other benefits to enhance your health, wellness such and ongoing personal and professional development.
