Sales Account Executive

Ricoh USA, Inc.; Plano (TX); On-site; USD 70,000 - 110,000; Full time

Job summary

Ricoh USA, Inc. seeks an Account Manager to drive growth by understanding customer environments, aligning Ricoh solutions to business goals, and cultivating relationships with decision-makers across accounts.

You will identify opportunities, communicate Ricoh’s value, and deliver compelling presentations both in person and virtually. The role emphasizes solution-based selling, strategic questioning, and collaboration with stakeholders to extend Ricoh’s services across the enterprise.

Qualifications

• Bachelor's degree or equivalent professional experience required.
• Minimum of 3 years of demonstrated business development experience required.
• Experience in an IT and/or software services environment preferred.
• Understanding of document workflow solutions and business processes preferred.
• Foundational knowledge of profit and loss (P&L) components.
• Ability to research and analyze customer organizations to support meaningful business conversations.
• Proven ability to manage multiple accounts simultaneously while maintaining strong attention to detail.

Responsibilities

• Understand the customer's environment and identify opportunities within new and existing accounts to increase Ricoh's market share.
• Build relationships with decision-makers and influencers to generate new sales opportunities.
• Solve critical business challenges, both those already identified and those uncovered through research and strategic questioning.
• Focus on understanding how customers buy rather than simply what they buy, emphasizing their business needs rather than a predetermined product or service.
• Effectively communicate Ricoh's value proposition and solutions.
• Differentiate Ricoh's ability to accelerate digital transformation through compelling storytelling and solution-based conversations.
• Identify opportunities aligned with Ricoh's portfolio of products and services.
• Articulate the financial impact of purchasing decisions and how they affect customers' business outcomes.
• Develop and confidently deliver compelling presentations in both in-person and virtual environments.

Skills

Relationship building

Sales acumen

Communication

Presentation skills

Strategic questioning

Multi-account management

Industry knowledge

Education

Bachelor's degree or equivalent professional experience

Job description

The Account Manager (AM) solves critical business challenges and cultivates new and expanded customer relationships. This role focuses on understanding customers' environments and aligning Ricoh solutions to achieve their mission-critical goals and objectives. Success in this position requires building strong relationships with decision-makers and influencers while identifying opportunities to grow Ricoh's business.

Job Duties and Responsibilities Business Development

• Understand the customer's environment and identify opportunities within new and existing accounts to increase Ricoh's market share.
• Build relationships with decision-makers and influencers to generate new sales opportunities.
• Solve critical business challenges, both those already identified and those uncovered through research and strategic questioning.
• Focus on understanding how customers buy rather than simply what they buy, emphasizing their business needs rather than a predetermined product or service.
• Effectively communicate Ricoh's value proposition and solutions.
• Differentiate Ricoh's ability to accelerate digital transformation through compelling storytelling and solution-based conversations.
• Identify opportunities aligned with Ricoh's portfolio of products and services.
• Articulate the financial impact of purchasing decisions and how they affect customers' business outcomes.
• Develop and confidently deliver compelling presentations in both in-person and virtual environments.

Qualifications Education, Experience, and Certifications

• Bachelor's degree or equivalent professional experience required.
• Minimum of 3 years of demonstrated business development experience required.
• Experience in an IT and/or software services environment preferred.
• Understanding of document workflow solutions and business processes preferred.
• Foundational knowledge of profit and loss (P&L) components.
• Ability to research and analyze customer organizations to support meaningful business conversations.
• Proven ability to manage multiple accounts simultaneously while maintaining strong attention to detail.

Knowledge, Skills, and Abilities

• Demonstrated success using collaboration to build influence and drive results.
• Solid understanding of the solution design process.
• Ability to bring thought leadership to customer engagements.
• Excellent verbal and written communication skills.
• Proven ability to build and maintain professional relationships with key stakeholders.
• Maintains current knowledge of Ricoh's products, services, and solutions.
• Ability to assess customer environments and develop strategies to extend and expand Ricoh's core services across the enterprise.
• Strong learning agility and adaptability.
• Ability to navigate customer approval processes, build sponsorship, and create advocates within customer organizations.

Working Conditions, Mental, and Physical Demands

• Typically works in an office environment with adequate lighting, ventilation, and a normal range of temperature and noise levels.
• Work assignments are varied and may require interpreting, understanding, and applying complex information, data, and instructions.
• Responsible for preparing, presenting, and communicating a variety of information to internal and external stakeholders.
• Minimal physical effort required. Work is primarily sedentary but may involve walking, standing, bending, reaching, and occasionally lifting or carrying items weighing less than 10 pounds (e.g., files, documents, office supplies).
• Requires regular use of standard office equipment and basic dexterity skills, including keyboarding and hand-eye coordination.
• Approximately 20% travel required, including occasional overnight travel.

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.