Strategic Account Manager

Ricoh Latin America Inc; Headquarters (KY); On-site; USD 95,000 - 150,000; Full time

Job summary

Ricoh Latin America Inc is seeking a Strategic Accounts Manager responsible for new accounts generation and developing strategic partnerships with regional and global accounts.

You will drive revenue growth, expand digital services, and optimize gross profit by targeting Zero-Base and regional accounts while ensuring high customer satisfaction.

Qualifications

• Bachelor's degree or equivalent experience is required.
• Previous Enterprise account experience is a must; Global/Regional account experience preferred.
• 5+ years of related enterprise account experience.
• Bilingual - Spanish, English.
• Develop strong client relationships and understand market trends to apply Ricoh's capabilities.

Responsibilities

• Drives high levels of prospecting activity to identify new selling engagements.
• Leads consultative team selling with regional SMEs and Bid & Proposal Specialists.
• Owns and leads executive-level client meetings, account plans, value propositions, proposals, and RFP/RFQ responses.
• Reports business plans vs. actuals to their manager monthly.
• Facilitates issue resolution to ensure optimal customer satisfaction levels.

Skills

Prospecting

Consultative selling

Strategic account management

Stakeholder management

CRM proficiency

Executive-level communication

Bilingual Spanish/English

Education

Bachelor's degree or equivalent experience

Tools

CRM

Job description

The Strategic Accounts Manager is primarily responsible for new accounts business generation and developing strategic partnerships within a defined listing of regional and global accounts.

Responsible also for achieving total revenue growth, digital services revenue growth, and gross profit through acquiring new clients in a defined list of accounts identified as Zero-Base Accounts (ZBA) and expanding the OS portfolio in named regional strategic accounts.

In addition to performance account indicators, the position ensures overall customer satisfaction and development. The account list combines the top Ricoh Global Focus Accounts and the RLA Top Regional Accounts.

• Drives high levels of prospecting activity to identify new selling engagements.


• Leads consultative team selling and collaborates with regional subject matter experts (SMEs) and Bid & Proposal Specialists.


• Influence internal and external stakeholders to support the program objectives .


• Leads and facilitates the collaboration with Subsidiaries' Workplace Account Managers and Service Delivery Managers. In partnership with Bid & Proposal specialists in countries, understands and leads the pricing, proposal, and contract process.


• Owns, designs, and leads strategic-level client meetings, executive-level briefings, account plans, value proposition presentations, proposals, assessments, RFP/RFQ responses, and Customer Experience Reviews.


• Clearly articulates Ricoh's value proposition in the industry and value to the client.


• Meet or exceeds targets for new accounts wins new and existing revenue, services annuity, and gross profit expectations.


• Leverages the processes and tools (i.e., CRM) to drive strategic account selling.


• Act as the main commercial point of contact for these accounts' incoming and outbound business opportunities.


• Reports business plans vs. actual to their immediate manager monthly.


• Facilitate the resolution of issues through the appropriate channel or structure to ensure optimal customer satisfaction levels.


• Other duties as assigned.


• Bachelor's degree or equivalent experience in a related field is required .


• Previous Enterprise account experience is a must . Global / Regional account experience is preferred to have .


• Experience in managing enterprise account programs and setting goals by defining and prioritizing specific, realistic objectives .


• Must have a proven sales track record and 5+ years of related experience.


• Bilingual - Spanish, English


• Develop Strong Client Relationships.


• Understanding and application of market trends and Ricoh's capabilities to solve customer challenges and business opportunities.


• Possess Excellent Business Communication & discussion .


• Applied Strategic Negotiation Knowledge.


• Knowledge and application of Digital Transformation technologies and Services.


• Business Acumen for both account Plans and Business Plan


• Possess strong presentation and presentation skills to different levels of clients organization including "C level".


• Displays a strong ability for self-direction and shows a high degree of initiative.