Sr Sales Specialist, Commercial & Industry Printing

Ricoh Americas Corporation • Dallas, TX 75201

Posted 2 weeks ago

Job Description


The Senior Sales Specialist is focused to Software, Professional Services and Hardware that help drive high-end color, black and white and wide format solutions for, but not limited to, Data Center, Central ReCommercial and Industrial Printing Departments, Marketing Departments, Print to Mail Service Departments, Fulfillment Centers, Composition and Content Management Departments as well as any workflow or finishing required by these departments for document creation and Commercial and Industrial Printing needs. The Sr. SS identifies solutions related to distribute and print opportunities as well as variable data streams in which the print solution may reside on the network or in the data-center environment. Responsible for selling RICOH Software and Professional Services, digital high volume color, black and white and wide format solutions, as well as continuous roll feed solutions through Ricoh's Continuous Form group. The Sr. SS also positions partner solutions around Ricoh's Premier Software and Solution Partner's platforms that are not directly manufactured by Ricoh to a designated list of RICOH and competitive accounts.


* Meets or exceeds revenue and gross profit expectations by successfully integrating solutions into existing client and ZBA environments and builds loyal customer relationships that result in new, expanded and on- going business for Ricoh.

* Maintains sustained sales activities. Responsible for supporting the sales force in conducting and presenting benchmark analysis, discovery demonstrations, proposals and value propositions related to the Commercial and Industrial Printing environments inside of their account base. This involves applying a consultative approach to C level and IT contacts, using the RICOH Selling Process to analyze the customer's business communication requirements, and developing customized solutions for the Commercial and Industrial Printing space to exceed customer requirements. Sr. SS is responsible for driving multiple relationships and pipeline development independently inside the list of accounts as well as working as a product expert for Ricoh's Commercial and Industrial Printing workflow and solutions sets via the Account Manager.

* Maintains CRM System. Utilizes CRM system to maintain a record of all activities inside of each account. This involves many varied tasks not limited to daily updates on account activities using the notes and history section, maintaining up-to-date and accurate records on account actions and identifying and recording competitive information on accounts. Full utilization of the account planning tools as well.

* Updates calendar daily to include appointments and tasks for the assignment. Inspects information daily on accounts in Phase 123 pipeline.

* Reviews leads, pending orders and lease upgrades, developing action plans to progress each cycle.

* Inspects sales reps forecasting. Inspects timely and accurate forecasts entered by reps on account assignment by way of Ricoh litmus test and CRM utilization.

* Works with integrated team to identify and implement next steps in Phase 123 pipeline for each account. This includes itemizing current state in each account along with identifying next steps in progressing the sales cycle. Maintains 30 times monthly budget in phase 1pipeline, 20 times monthly budget in Phase 2 and 5 times monthly budget in Phase 3. These pipelines should be cleaned and updated each week inside of Ricoh's CRM tool.

* Maintains KPI objectives. This involves daily, weekly and monthly behaviors.

* *

* Daily

* Reviews stated expectations

* Reviews leads

* Reviews pending orders

* Reviews Phase 123 pipeline

* Adds competitive intelligence

* Conducts the minimum expectation of quality selling activities/KPIs

* * Weekly

* Inspects and updates forecast

* Reviews pending orders and implementations

* Cleans and updates Phase 123 pipeline

* Reviews activities against stated expectations/KPIs

* * Monthly

* Prepares for monthly Rap with Manager

* Actively updates and participates in CAD's with manager

* Maintains monthly planner

* * Actively participates in account-planning sessions by providing an update on the activity in the account, Input/feedback on the sales strategy, offering assistance in identifying opportunities in the account and surface potential issues.

* Manages territory by protecting and increasing a profitable revenue stream within current accounts. This involves participating in account reviews with each account every 90 days. 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.

* Serves as first line of contact with customers responsible to assist in the creation and maintenance of accurate paperwork on each sale. This means that all documents are included at the time of sale for proper order staging and implementation and timely responses to email and voice mail inquiries regarding stated paperwork.

* Demonstrates a commitment to the Ricoh sales processes, values and business code of ethics.

* Performs other duties as assigned.

QUALIFICATIONS (Education, Experience, and Certifications)

* Requires 4-year college degree.

* Requires a minimum of 4-5 years of advanced selling assignments; industry selling experience is preferred with previous experience selling into high-volume, connected and heavy color environments with emphasis on upstream needs around Software and Professional Svc preferred.

* Requires experience and understanding in technologies surrounding networks, data-center environments and central reCommercial and Industrial Printing departments as well as the print to mail industry.

* Requires skill in application sales and experience in the sale of network products and high volume products in large-user environments.

* Requires C Level communication capabilities and ability to drive sales engagements independently at said levels of contact inside a multitude of Industry types

* Requires experience as a negotiator and tremendous objection handling skills

* Requires a valid driver's license and minimum levels of auto insurance coverage per RICOH's policy.

* Must be a self starter with complete self accountability.

* Business maturity and acumen is a must.

Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.


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