Sales Exec, New Business.Comm & Ind Printing.USRicoh Americas Corp. - East Syracuse, NY
Sales Exec, New Business.Comm & Ind Printing.US
Location flexible in Upstate NY territory will include Upstate NY and VT.
The Sales Executive New Business is a direct sales role within Ricoh's Commercial and Industrial Printing Group (CIPG) Business Unit. This position is responsible for selling the full suite of Ricoh's solutions portfolio, which includes Cut Sheet Hardware, Software and Professional Services. The responsibility is to sell into a pre-defined named account territory consisting of Corporate organizations and primarily non-Ricoh users. This position is hunter sales role focused to growing Ricoh market share and will report directly to the Sales Manager (SM).
JOB DUTIES AND RESPONSIBILITIES:
Sales quota plan achievement including hardware, software and professional services revenue
Meets or exceeds defined non-financial Key Performance Indicators (KPIs) with emphasis on activity and pipeline management
Responsible for spearheading RICOH's penetration and market share expansion in the key Corporate Vertical that is primarily Zero Base Accounts (ZBA) consisting of organizations with annual revenues ranging from 50 Million to 1 Billion
Maintain a consistent and disciplined sales process to develop new relationships and educate accounts on Ricoh's Value Proposition, gaining credibility and consideration for new solutions
Win new business by aligning customer's business goals and objectives with Ricoh's Solutions portfolio including both hardware and services
Prepares and presents benchmark demonstrations, proposals, and value propositions within account assignment, utilizing product and/or technical resources -- as needed.
Leverages a solution and team selling model by partnering with assigned Workflow Engineer to develop solutions that address customer workflow and process gaps
Develop strategies to penetrate ZBA opportunities including the use of strategic selling methodologies and reference selling
Acquires and grows client base by selling incremental solutions and services within their new base accounts
As Account Manager takes ownership for the resolution of any ongoing issues within an account within their assignment, utilizing the necessary local, regional and national resources as needed.
Maintains records of all account and pipeline activity within Ricoh provided sales database and CRM tool. Serves as first line of contact with client in the creation and maintenance of accurate paperwork on each sale.
QUALIFICATIONS (Education, Experience and Certifications):
4-year college degree or equivalent experience in a related field
Minimum of 5years of business to business capital equipment, software and or combined professional services sales/sales management experience
* Minimum of 2 years or equivalent proven track record of in Digital Printing Solution and/or Industry related sales preferred
* Track record of success in New Business Development/ZBA assignment.
Formal sales training and/or certifications in Strategic Sales, Solution Selling and/or the Challenger Sales Model
Proven track record of delivering 100% sales quota achievement.
Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.
Ricoh Americas Corporation
Ricoh Americas Corporation Jobs
7 days 17 hours ago
applySales Exec, New Business.Comm & Ind Printing.US Ricoh Americas Corp. - East Syracuse, NY, 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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