Production Sales Executive, Comm & Ind Printing

 

 

POSITION PROFILE

The Production Sales Executive (PSE) is the key driver of revenue growth within the top 20% of Ricoh Dealers and/or the largest revenue growth opportunity territories/dealers in the region.  Each of these dealers typically have a Regional or National footprint and generates or has the potential to yield $20M+ of Ricoh revenue annually.  The PSE will be viewed as both a strategic advisor responsible for managing the outcomes of Production oriented growth programs and innovative initiatives, while also demonstrating the ability as a Production Solutions subject matter expert to secure wins in large and complex selling opportunities.   This position is results focused and requires a high degree of business aptitude in direct, channel, national account management and integrated solution sales. The portfolio scope of sales includes the total Ricoh Graphic Communications line of business including production hardware, software, consulting and professional services.   

 

Job Duties and Responsibilities Establish and execute strategic growth initiatives related to the Graphic Communications portfolio with assigned Dealers. Strategically positions and creates unique value to influence results with dealers, including large ($20M+) current revenue and/or potential opportunity dealer channel partners.  Effective influence and impact with large dealer sales organization, and connection with sales forces.  They must be capable of developing complex sales strategies, including software and services solutions to solve customer’s business challenges, with the ability to connect and influence the C-suite of an end-user customer. Working collaboratively with the VP/RVP on the dealership, they must build strategic relationships and trust with Dealer ownership and executive management to influence adoption of Ricoh hardware, aftermarket, software, and services in the market. They will lead a joint planning process with dealer leadership in developing detailed strategic business plans. Supporting Ricoh growth and digital transformation objectives while integrating into Dealer’s business goals and capabilities. Partners and effectively matrix manages key large, national account dealers.  This involves effective matrix or indirect management of sales resources nationally to ensure field sales execution and plan attainment by market.  The PSE collaborates with dealer field teams to craft comprehensive, tailored solutions (including hardware, aftermarket products, software, and services) that address critical workflow issues with their customers to earn the business over competitive manufacturers. Effectively partners and collaborates with Dealer Executive Management Team (EMT) to develop compelling business case for moving competitive share to Ricoh.  This requires the ability to develop deep trust with EMT and compelling business case.  Exceeds all performance objectives including gross profit growth targets by growing Dealer profitable revenue. The assignment includes up to 75% travel for onsite interaction to conduct dealer negotiations, joint business planning, sales meetings and targeted account customer account calls. Working with the dealer sales executives from prospect selection and research to proof of concept and closing. Responsible for executing to the sales plan and supporting the Ricoh dealer business partner’s sales force in all solution selling related activities.  This includes conducting benchmark analysis, demonstrations, ROI business case scenarios, proposals and performing C level presentations. PSE is responsible for executing Ricoh’s defined channel management methodology to achieve defined activity and pipeline metrics. This requires the leverage of both the dealer’s sales force and a targeted account selling approach. Utilizes CRM system and/or advanced reporting methodologies for all activity and pipeline management. Owns and delivers on the monthly/quarterly forecasting process requirements of sales management. Reviews leads, lease portfolio, customer base and targeted prospect base with focus to developing action plans to progress each cycle. Actively participates in account-planning sessions by providing an update on the activity in the account. Provides input/feedback on the sales strategy and offers insight and assistance in identifying opportunities in the account. Manages territory by protecting and increasing a profitable revenue stream within current accounts.  This involves participating in account reviews with each account on a consistent basis. Each account review is a planned event scheduled and delivered in front of the account. Reviews include but are not limited to evaluating current state, customer satisfaction and completeness of strategy implementation along with next steps in advancing the account relationship. Demonstrates a commitment to the Ricoh sales processes, values and business code of ethics. Performs other duties as assigned.

 

Qualifications (Education, Experience and Certifications)

4-year college degree or equivalent experience required  Masters in Business with emphasis on Finance preferred Requires a minimum of 10+ years of advanced selling assignments including direct or channel sales involving capital equipment and/or enterprise software sales Requires a minimum of 5 years experience and proven track record achieving sales targets with large, Strategic channel partners exceeding a minimum of 100M+ in revenues Proven track record of growing market share and stealing shelf-space from the competition Requires skill in application sales and successful track record in the sale of integrated solutions including hardware, software and professional services Trained and certified in Solution Selling methodologies or equivalent experience required Industry selling experience is preferred with emphasis on industrial grade printing and customer communication management solutions  Sales Management experience preferred Requires a valid driver’s license and minimum levels of auto insurance coverage per RICOH’s policy

 

KNOWLEDGE, Skills And Abilities Ability to articulate total RICOH line of business portfolio offering, value proposition and the key differentiators at all customer levels Requires C Level communication capabilities  Ability to position Ricoh’s total portfolio and translate the business impact to the Dealer’s P&L  Requires the ability to matrix manage or lead through influence to achieve sales goals (vs. direct report management) Strategic and National Account Management skills Requires ability to drive direct sales engagements independently inside a multitude of industry types Requires experience as a negotiator and tremendous objection handling skills Must be a self-starter with complete self-accountability  Business maturity and acumen is a must Possesses strong organizational and interpersonal skills  Possesses leadership qualities to effectively direct people and projects.  Possesses organizational skills with the ability to pull resources together and facilitate a group from sales support, service, finance and operations to formulate account strategies. Possesses ability to interpret, comprehend and apply complex material, data and instruction – prepare, provide and convey diversified information. Ability to create and articulate compelling business cases and ROI models Possesses proficient computer skills (i.e. Microsoft Office Suite).  

Working Conditions, MENTAL aND  PHYSICAL DEMANDS

Territory is requires extensive travel.  Minimum of 50-75%.  Travel requirements depend on assignment. Position is quota based, sales execution focused that demands high level of performance which can lead to high pace, stressful environment Typically works in an office environment with adequate lighting and ventilation, and a normal range of   temperature and noise level.  Work assignments are diversified.  Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically with less than 10 lbs.  (e.g., papers, books, files and small parts, etc.).  Requires moderate dexterity – regular application of basic skills (calculator, keyboard, hand tools, and eye/hand coordination.

 

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.