Position Profile

The Account Manager (AM) solves critical business challenges and cultivates new and expanded customer relationships. The AM focuses on understanding the customers' environment and aligning appropriate Ricoh solutions to their mission-critical goals and objectives through relationship building with decision-makers and influencers.

Job Duties and Responsibilities

Execute Business Development: Understand the customer's environment. Open new doors with decision-makers and influencers to generate sales opportunities within new and existing accounts to increase Ricoh's market share. Solve critical business challenges for the customer, both known and uncovered through research and questioning. Understand how customers are buying, not just what they are buying, focusing on their needs rather than a predetermined product or service. Differentiate Ricoh's ability to accelerate the transformation of the customer's digital environment through storytelling to uncover opportunities aligned with 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.

Qualifications (Education, Experience, and Certifications)

Bachelor's Degree or equivalent experience preferred. 3+ years of demonstrated business development experience required. 3+ years of outside sales experience. Business-to-business sales experience. Understanding of document workflow solutions and processes preferred. 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.

Knowledge, Skills, and Abilities

Demonstrated success in using collaboration to build influence. Sound understanding of the solution design process. Brings thought leadership to customer engagement. Outstanding verbal and written communication skills. Proven ability to develop and maintain professional relationships with relevant stakeholders. Ability to assess customer environments and situations and create strategies for extending and expanding core services throughout the customer enterprise. Strong learning agility. Strives to understand and position favorably in the customer approval process, creating sponsors and advocates.

Working Conditions, Mental and Physical Demands

Typically, an office environment with adequate lighting and ventilation, and a normal range of temperature and noise levels. Work assignments are diversified. Interpret, comprehend, and apply complex material, data, and instructions; prepare, provide, and convey diversified information. Minimal physical effort required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting, or carrying objects typically weighing less than 10 lbs. (e.g., papers, books, files, and small parts). Moderate dexterity; regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination). Travel required (approx. 20%); may include overnight travel.

The above statements 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 the job.