Account Manager

Account Manager Position Profile

The Account Manager is responsible for solving critical business challenges and cultivating new and expanded customer relationships. This role focuses on understanding the customer's environment and aligning Ricoh solutions to support their mission-critical goals and objectives through strategic relationship building with decision-makers and key influencers.
Key Responsibilities

- Drive business development efforts within assigned territory and accounts.

- Develop relationships with decision-makers and influencers to generate sales opportunities within new and existing accounts, increasing Ricoh's market share.

- Understand the customer's business environment and identify both known and undiscovered challenges through research, discovery, and consultative questioning.

- Focus on how customers make purchasing decisions rather than solely on what they purchase, ensuring solutions are aligned with business needs.

- Leverage strong communication and consultative selling skills to effectively engage customers.

- Differentiate Ricoh's value by demonstrating how its solutions accelerate digital transformation and address customer business objectives.

- Articulate the financial and operational impact of purchasing decisions.

- Prepare and deliver compelling presentations and proposals in both virtual and in-person settings.

- Position Ricoh's portfolio of products and services to address customer needs and drive long-term partnerships.

Qualifications Education & Experience

- Bachelor's degree or equivalent professional experience required.

- Minimum of 3 years of demonstrated business development or sales experience required.

- Experience in an IT, technology, software, or managed services environment preferred.

- Knowledge of document management, workflow solutions, and related business processes preferred.

- Foundational understanding of profit and loss (P&L) components.

- Ability to research, analyze, and understand customer organizations to support strategic business conversations.

- Proven ability to manage multiple accounts while maintaining strong attention to detail.

Knowledge, Skills & Abilities

- Demonstrated success in building influence through collaboration and relationship management.

- Strong understanding of solution-based sales and solution design processes.

- Ability to bring thought leadership and strategic insights to customer engagements.

- Excellent verbal, written, and presentation skills.

- Proven ability to develop and maintain professional relationships with key stakeholders.

- Maintains current knowledge of Ricoh products, services, and industry trends.

- Ability to assess customer environments and create strategies to expand Ricoh's core services across the enterprise.

- Strong learning agility and adaptability.

- Skilled at navigating customer buying processes and developing sponsors and advocates within client organizations.

Working Conditions

- Primarily office-based work environment with standard lighting, ventilation, temperature, and noise levels.

- Work involves interpreting, analyzing, and applying complex information, data, and instructions while communicating effectively with various stakeholders.

- The position is primarily sedentary but may require occasional walking, standing, bending, reaching, and lifting or carrying items weighing up to 10 pounds.

- Requires regular use of computers, keyboards, and other standard office equipment.

- Approximately 20% travel required, including occasional overnight travel.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with a job.