Enterprise Deal Manager- Pricing Operations (Nationwide)Ricoh Americas Corp. - Caldwell, NJ
Enterprise Deal Manager- Pricing Operations (Nationwide)
Ricoh Americas Corporation
Candidates for this position may be located anywhere within the US.
The function of the Enterprise Deal Manager is to provide direct support to the Enterprise Sales Team in the analysis, development, review, pricing, presentation, negotiation and approval of complex deals for top Enterprise Accounts and ZBA Prospects valued at over $1M annually, consisting of both Core Equipment / Services and Premium Services. This individual will be responsible for creation and delivery of compliant, professionally produced written proposals within customer defined timeframes, as well as developing and managing the price strategy for all components within each opportunity, working within the Complex Deal Strategy map where possible, while leading customized solutions as needed. Additionally, the Enterprise Deal Manager will engage with the lead sales teams to develop a long term revenue and margin strategy for each assigned account to maximize returns.
This position will primarily interact with the Field Sales Organization, Senior Management, Marketing, Enterprise Services, Customer Administration, Legal and Revenue Accounting.
JOB DUTIES AND RESPONSIBILITIES
Review and analyze the long term value strategy for each assigned customer, developed by the lead sales team, to include both ongoing/immediate revenue opportunities and long term potential sources of revenue.
Manage and monitor incoming opportunities for existing customers to ensure alignment to the strategy developed, including validating return on current opportunities to determine future strategies.
Lead internal negotiations, and support external negotiations, to ensure appropriate price points, contract terms and deliverables are agreed to in order to achieve both Ricoh and the customer's objectives.
Engage with Project Management, On-boarding and Steady State Management teams to properly articulate the assumptions made in the proposal and manage ongoing decisions to either align with those assumptions or initiate change orders with the customer when new or modified requirements are identified.
Provide ongoing performance review assessments of each account to ensure profit and revenue leaks are identified and addressed.
Perform deal construction & analysis, secure appropriate resources and engage with legal, finance, marketing, enterprise services and other expertise to increase revenue velocity and maximize profitability.
Develop and leverage creative deal structuring tools such as financing, rental, and subscription models.
Manage the overall analysis of non-standard and complex deals including discounting, deal structure, business terms and identification of potential risks and/or opportunities that can affect performance, growth and strategic positioning.
Perform market assessment on the industry and services being offered to identify the right proposal structure, including pricing financing terms, billing options, incentives, acceptable SLAs and other key components.
Assess revenue treatment prior to deals being finalized.
Manage internal margin allocations and track deal profitability.
Coordinate international pricing and support strategies to ensure an aligned proposal of global capabilities.
Act as the go to person on all pricing matters and advise sales staff on appropriate pricing strategies and actions.
Advise sales on alternate contract options, and/or value propositioning to help drive deal closures.
Work cross functionally with internal business leaders and stakeholders to maximize potential return, profitability, client satisfaction and adherence to policy and existing capabilities.
Track and document non-standard deal requirements and recommended solutions
Gather, review and edit inputs and bid responses from a variety of stakeholders, typically involving sales, product teams, finance, billing, legal and delivery.
Prepare and review the commercial aspects of the bid, ensuring all services are included in the final price to the customer.
Read and interpret contractual language to ensure transactions comply with revenue recognition and business operational policies.
Schedule and lead proposal kick-off meetings, facilitate key review meetings.
Coordinate and produce the proposal (RFI, RFQ, RFP, etc.) response whilst assembling a proposal team with the relevant service, product, and business knowledge.
Contribute to the written proposal both in terms of content and presentation such as preparation of an executive summary for the senior management.
Ensure timely delivery of compliant and commercially sound bids accompanied by high quality written responses.
Engage with RFP Content Manager to transfer key content to the standard library.
Identify process improvements, automate where possible and integrate workflows with existing programs for continuous improvement and business process re-engineering.
QUALIFICATIONS (Education, Experience, and Certifications)
Bachelor's Degree in Finance, Economics, Business Administration, or a related field
5 years of experience in pricing, financial analysis, or a related field
3 years of experience constructing customer proposals for both products and services
3 years of experience in Pricing Analysis
Advanced knowledge of Microsoft Office applications including Excel, Access, and Power Point
Project Management experience preferred
Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.
applyEnterprise Deal Manager- Pricing Operations (Nationwide) Ricoh Americas Corp. - Caldwell, NJ, United States
Ricoh is a global technology company specializing in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group, operates in more than 200 countries and regions. In the financial year ending March 2011, Ricoh Group had worldwide sales of 1,942 billion yen (approx. 23 billion USD).
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