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Ricoh USA, Inc.

Account Manager- Public Sector

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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.