The Vice President, Industry Sales Consultants will lead a team of Industry Sales Consultants overseeing Ricoh’s largest and most complex opportunities within industry specific accounts from strategy development to contract awards, driving strategic growth across the organization. The team is responsible for understanding client’s key business objectives and where Ricoh can engage to improve client outcomes while driving services growth. The incumbent will also be responsible for building C-level executive sponsorship opportunities by participating in key client review meetings where strategy is being discussed and the alignment for Ricoh success is being defined. It is expected that the VP Industry Sales Consultants will support Ricoh’s culture of excellence by bringing thought leadership to the wider team and will collaborate across the sales organization and other internal lines of business.

JOB DUTIES AND RESPONSIBILITIES

• Responsible for leading Industry Sales Consultants to actively engage and quarterback the Ricoh team in complex opportunities addressing client’s business challenges and objectives.
• Engage key SME’s and partners to implement Ricoh’s portfolio and or develop customized solutions working with the Digital Services Center.
• Create discipline and rigor around client engagement processes. Inspect account strategies to achieve the desired outcomes for both Ricoh and the client.
• Hold Industry Sales Consultants accountable for driving appropriate engagement activities, achieving specific KPIs, and closing new and expanded business that results in deeper penetration into the account. Ensures Industry Sales Consultant are:
  • Serving as the primary facilitator of key deal conversations and client engagement.
  • Effectively project managing deals and driving the engagement of relevant design resources, as necessary.
  • Ability to lead and close complex transformational client projects through the sales process, leveraging necessary SMEs throughout the process.
  • Focused on winning profitable deals with the objective of creating mutually beneficial, trust-based relationships that create value.
  • Make challenging decisions which determine objectives and approaches to critical client opportunities.
  • Collaborates with internal resources to align activities, support, and plan development.
• Sustainably coaches for performance and consistently provides immediate and effective feedback:
  • Assesses talent and identifies strengths and development opportunities. Create development plans with team to continually challenge them to raise the
  • Ensures team is knowledgeable of the overall Ricoh portfolio as well as emerging business trends to inform client engagements to develop holistic solutions and selling opportunities.
• Recruit talent experienced in solution selling and outcome-based deal structuring who comfortably engage a range of personas in senior positions.
• Communicates client engagement priorities clearly across teams to ensure resources are made available and strategies to win are supported. Comfortably engages with peers and leaders and effectively manage escalations.
• Establish client relationships with key decision-makers and influencers across various organizational levels. Lead interactions in a client-facing role in large, complex pursuits, renewals, and expansions.
• Comfortably negotiates issues with customers and internal organizations fairly.
• Utilize data, insights, and deep sales experience to establish and reach goals.
• Responsible for profitable revenue growth and expense management.
• Engages proactively to achieve company financial targets and duties.