Business Process Sales Consultant

Ricoh USA, Inc.; United States; On-site; USD 120,000 - 150,000; Full time

Job summary

Ricoh USA, Inc. is seeking a Business Process Consultant to manage and create demand for complex, multi-line integrated workflow solutions aligned with client objectives.

You will develop relationships with key buyers and senior stakeholders, lead complex bids, and coordinate cross-functional teams to deliver outcomes that meet client goals. This role requires deep knowledge of IT infrastructures, workflow solutions, and Ricoh’s services portfolio, with travel as needed to support strategic

Qualifications

• 7+ years of experience leading complex workflow and outsourcing deals.
• Experience identifying client requirements and proposing value propositions.
• Proven ability to develop and present business cases with financials.
• Strong leadership in enterprise services and solutions.

Responsibilities

• Target the right prospects and determine integration points for Ricoh.
• Develop partnerships with senior stakeholders; engage with the C-suite.
• Influence requirements and evaluation criteria in client selections.
• Build relationships to identify opportunities and drive sales cycles.
• Craft a value proposition addressing client problems with Ricoh solutions.
• Lead complex bids and coordinate cross-functional teams.
• Manage client expectations with detailed project plans and handoffs.
• Interact with senior management to negotiate significant matters.

Skills

Strategic sales

C-suite engagement

Bid management

Complex problem solving

Relationship building

Job description

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.