Business Process Sales Consultant

Ricoh Americas Corporation; Boston (MA); Hybrid; USD 125,000 - 135,000; Full time

Benefits offered by this job

Medical insurance

401K

Tuition assistance

Paid vacation

HSA benefits

Job summary

Ricoh Americas Corporation is seeking a Business Process Sales Consultant to lead complex, multi-line of business workflow solutions. You will manage relationships with senior buyers, drive demand, and lead bids with a differentiated team to deliver client outcomes.

The role requires 7+ years in complex workflow deals, strategic planning, and proven ability to present compelling business cases. Travel nationally and internationally may be required as Ricoh expands client partnerships.

Qualifications

• 7+ years leading complex workflow, workflow integration and outsourcing deals.
• 7+ years managing complex solutions and business development.
• Experience with end-to-end capture efforts including strategic planning, teaming, proposals and price-to-win analyses.
• Ability to develop and present business cases with financials and value proposition.
• Experience maintaining internal and external client relationships with industry partners.

Responsibilities

• Target prospects based on corporate direction to identify integration points for Ricoh.
• Develop partnerships with senior stakeholders; engage with C-suite to secure continued support.
• Influence requirements and outcomes leading to client selection.
• Generate relationships for qualified opportunities throughout the sales cycle, often without prior client ties.
• Craft a value proposition addressing client problems with a competitive advantage.
• Provide solutions to complex business problems leveraging Ricoh services portfolio.
• Interact with senior management to negotiate significant matters.
• Manage the opportunity from pursuit to close, using Ricoh's sales process and offerings.
• Manage client expectations with a detailed project plan and handoffs.

Skills

Sales process

C-suite engagement

Solution development

IT infrastructure understanding

Communication to executives

Leadership attributes

Strategic planning

Data analysis

Stakeholder management

Job description

Business Process Sales Consultant

Pay Range $125,000 - $135,000

Commission Eligible

Position Profile

The Business Process Consultant manages and creates demand for complex multi-line of business, integrated workflow solutions in concert with client stated objectives utilizing skillsets across financial, technical, and business acumen. Develops and manages new and existing relationships with key buyers and decision makers within new and/or existing client organizations. Keeps the Ricoh leadership team informed and engages in advancing strategic partnerships with clients and industry partners. Lead complex and technical bids including identifying and comprehending client requirements, buying patterns, and building a differentiated team and approach that can deliver client outcomes. Drive market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts in support of expanding specific client-based opportunity portfolios and pipeline.

JOB DUTIES AND RESPONSIBILITIES

• Target the right prospects given point in time evaluation of their corporate direction to determine integration points for Ricoh.
• Develop and create strong partnerships and relationships with senior stakeholders; Effectively engage with the C-suite to maintain their continued support of the Ricoh engagement.
• Influence requirements and outcome expectations leading to client's selection process and evaluation criteria.
• Generate and build client relationships leading to qualified opportunity identification and involvement throughout the sales cycle often in absence of an existing client relationship or opportunity.
• Ensure a Competitive Advantage is created and maintained. Accurately identifies the client problem and crafts a value proposition that provides specific outcomes addressing client problem.
• Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives.
• Interacts with senior management levels at a client and/or within Ricoh, which involves negotiating or influencing significant matters.
• Manage the opportunity from sales pursuit to close using deep sales process and offering expertise.
• Manage client expectations via a detailed project plan and resulting handoffs within Ricoh.

QUALIFICATIONS (Education, Experience, and Certifications)

• 7+ years of experience leading complex workflow, workflow integration and outsourcing deals.
• 7+ years of experience with the direct management of complex solutions and business development.
• Experience with successful execution of all phases of large and multi-year capture efforts, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses.
• Proven ability to develop and present business cases including financials and value proposition.
• Experience with developing and maintaining effective internal and external business relationships with clients and industry partners.

Knowledge, Skills and Abilities

• Strong understanding and ability to manage and navigate a sales process.
• Possesses an advanced technical understanding of the client work environments and how to apply Ricoh’s portfolio in a manner that addresses the client’s business objectives.
• Strong ability lead solution development integrating with IT infrastructures; technical understanding of architectures, networks, and data center operational standards
• Must also possess the skill to be able to work in an enterprise environment to solve business problems and achieve clients' business process outcomes
• Strong interpersonal, time management and organizational skills.
• Demonstrated ability to successfully work with or lead diverse teams to formulate enterprise Services and Solutions.
• Must possess strong leadership attributes, strategic thought leadership to include verbal and written communication skills in combination with the ability to present to C-level customers.
• Ability to analyze complex data from multiple sources and correlate to identify issues and propose solutions.
• Ability to communicate effectively with IT and C-level executives to gain a clear understanding of infrastructure and business requirements in enterprise environments
• Must possess strong working knowledge of advance capture, ECM, workflow solutions and Ricoh’s services portfolio
• Must be able to coordinate multiple resources across functional groups within Ricoh and vendor partners to solve customer problems.
• Demonstrated experience as an avid team player that can adapt to changing roles.
• Goal-orientated, motivated and committed to ongoing self-development and development of others.
• Must demonstrate a positive mindset and attitude
• Ability to manage conflict and effectively problem solve in a fast paced, high stress environment.

Working Conditions, Physical and Mental Demands

• Most work is performed in a typical office environment or home office, 5 days per week.
• Requires travel nationally and potentially internationally, as required.
• Maintains positive employee an 6 6d customer relations and creates an exciting and fun work environment, balanced with professional and ethical standards of excellence.
• Excellent listening skills are necessary.
• Interprets, comprehends and applies complex material, data and instructions. Prepares, provides and conveys diversified information, which may be of a technical nature.
• Frequent contact with both internal and external customers requires the ability to give and receive feedback, recognize and act on customer needs, building rapport and gaining closure. Frequent contact with other departments, vendors and customers requires tact, charisma, and the ability to negotiate. Communicate clear and concise expectations, goals and provide feedback on results.
• External contacts via memos, phone, and in person with all levels of internal and customer management for presentations, demonstrations and problem solving.
• Work has cyclical stress due to monthly goals and deadlines, and daily stress due to the impact the incumbent's decisions have on other people.
• Minor physical effort is required, which may involve long periods of standing, walking, bending, reaching, stretching, and climbing or similar activities.
• Most job duties are performed in an office or at a desk, writing, using the telephone and computer.
• Infrequent use of basic keyboard skills/calculator/hand tools, sorting and filing.

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.

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:

• Choose from a broad selection of medical, dental, life, and disability insurance options.
• Contribute to your financial security with Retirement Savings Plan (401K), Health Savings Account (HSA), and Flexible Spending Account (FSA) investments.
• 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, and ongoing personal and professional development.