The Production Print Executive Federal (PPE) is responsible for selling Ricoh's full portfolio of Production Printing solutionsincluding hardware, software, and professional servicesto Federal government agencies, as well as Graphic Communications, Commercial Print, direct mail, and fulfillment center accounts.
The PPE manages a predefined account base and is focused on expanding Ricoh's market share within the assigned geographic territory through strategic account development, new business acquisition, and customer relationship management.
Job Duties and Responsibilities
Lead Ricoh's penetration and expansion efforts within the assigned territory by developing and executing targeted customer strategies, including customer segmentation, awareness initiatives, and relationship development.Drive new business by aligning customer business goals and objectives with Ricoh's production print hardware, software, and services solutions.Identify and pursue Zero Base Account (ZBA) opportunities, including reference-based selling strategies.Manage, protect, and grow the existing territory base by analyzing customer business communication needs and delivering tailored solutions.Acquire and expand new client accounts by selling incremental solutions and services.Meet or exceed assigned gross profit and revenue targets.Prepare and deliver product demonstrations, benchmark assessments, proposals, and value-based presentations, leveraging technical and product resources as needed.Retain and grow existing customers by increasing solution adoption, expanding services, and ensuring high levels of customer satisfaction.Serve as Account Manager with ownership of issue resolution within assigned accounts, coordinating local, regional, and national resources as required.Maintain accurate records of all account activity within Ricoh's CRM and sales systems; ensure timely and accurate completion of sales documentation.Perform other related duties as assigned.Qualifications Education & Experience (Typically Required)
Bachelor's degree or equivalent relevant experience.Minimum 5 years of business-to-business sales experience, including at least 2 years in advanced or strategic sales roles.At least 2 years of Digital Printing and Solutions sales experience.57 years of proven success in capital equipment sales within the Digital Printing Solutions and/or Graphic Communications industry preferred.Knowledge, Skills, and Abilities
Demonstrated success in developing new markets and uncovering business opportunities.Comprehensive knowledge of the graphic arts, print-for-pay, and commercial print industries.Strong understanding of technology, connectivity, and complex solution-based selling.In-depth knowledge of sales methodologies and processes.Exceptional negotiation, communication (written and verbal), and presentation skills.Strong interpersonal, time management, and self-motivation skills.Proven ability to collaborate effectively with cross-functional and diverse teams.Ability to build and maintain strategic relationships with internal and external stakeholders.Comfortable communicating with all levels of an organization, including financial, technical, and senior leadership.Ability to manage the full sales lifecycle, including order processing, delivery, and implementation.Proficient in Microsoft Office and CRM tools.Working Conditions, Mental and Physical Demands
Hybrid work environment.Role involves cyclical and daily stress related to sales targets, deadlines, and business outcomes.Requires minor physical effort, including occasional walking, standing, bending, reaching, lifting, or carrying items under 10 lbs.Moderate dexterity required for routine use of office tools (keyboard, calculator, etc).Frequent customer site visits; locations may require overnight travel depending on assigned territory and may not be accessible by public transportation.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.
About UsCome Create at Ricoh:
If you are seeking a team driven by passion and purpose, come create with us at Ricoh. We are a team of information seekers and customer-obsessed collaborators who aspire to deliver the services, solutions, and technologies that empower business success. We are looking for talented, inspired individuals to join us to help drive high-performance team and our commitment to excellence.
Ricoh is an integrated solutions provider and partner that connects people and technology, creates outstanding customer experiences, and delivers innovation for businesses worldwide. We empower digital workplaces by enabling individuals to work smarter from any location and harness the power of informationhow it is collected, stored, managed, and sharedto unlock the potential in every organization. We deliver services and technologies that inspire our customers' success and guide them toward a better and more sustainable future. If you are seeking a purpose-driven and passionate team, come create with us, and help drive our high-performance culture of excellence into tomorrow.
Invest in Yourself:
At Ricoh, you can:
Choose from a broad selection of medical, dental, life, and disability insurance options.Contribute to your financial security with Retirement Savings Plan (401K), Health Savings Account (HSA), and Flexible Spending Account (FSA) investments.Augment your education with team member tuition assistance programs.Enjoy paid vacation time and paid holidays annuallyTap into many other benefits to enhance your health, wellness, and ongoing personal and professional development. Read LessThe Account Executive New Business is a growth-oriented sales role to launch a career in professional B2B sales. This role focuses on developing foundational selling skills while driving net-new customer acquisition within the midmarket segment.
As a front-line hunter, the Account Executive New Business will learn to identify, engage, and convert prospective customers by understanding business challenges, competitive alternatives, and digital transformation needs. This position offers structured onboarding, coaching, and mentorship to accelerate development into a high-performing sales professional.
Job Duties and Responsibilities
Prospect and pursue net-new midmarket customers within an assigned territoryBuild foundational hunting skills through outbound prospecting, referrals, and marketing-generated leadsConduct consultative discovery conversations to understand customer business needsLearn to position solutions as differentiated, value-based alternativesSupport competitive displacement efforts with guidance from senior sellers and sales leadershipParticipate in full sales cycles, from initial outreach through close, with increasing ownership over timeDeliver customer presentations and product overviews both virtually and in personCollaborate with internal partners to win new businessKey Performance Indicators (KPIs)
Net-new prospect activity and pipeline creationProgression toward new logo acquisition goalsNew business revenue attainment (ramped expectations)Pipeline coverage and opportunity progressionSales skill development and milestone achievementQualifications
Bachelor's degree with focus to professional selling preferred.02 years of professional experience; internships or customer-facing experience preferredStrong interest in launching a career in B2B or technology salesDemonstrated competitiveness, initiative, and resilienceWillingness to learn consultative and value-based selling skillsKnowledge, Skills, and Abilities
High energy with a hunter mindset and willingness to prospectStrong communication skills and professional presenceCuriosity and ability to learn business concepts quicklyCoachable with openness to feedbackAbility to manage time and priorities effectivelyDevelopment & Support
Structured onboarding and sales training programOngoing coaching from sales leaders and experienced account managersClear career progression path into advanced sales rolesExposure to competitive selling and midmarket customer environmentsWorking Conditions
The position requires the ability to participate in in-person meetings, training sessions, and customer engagements as needed. Local travel is required for customer visits or team activities.
Work is primarily sedentary and includes standard physical and mental demands typical of a professional sales role, including extended periods of computer use, virtual meetings, and customer interaction.
About UsCome Create at Ricoh:
If you are seeking a team driven by passion and purpose, come create with us at Ricoh. We are a team of information seekers and customer-obsessed collaborators who aspire to deliver the services, solutions, and technologies that empower business success. We are looking for talented, inspired individuals to join us to help drive high-performance team and our commitment to excellence.
Ricoh is an integrated solutions provider and partner that connects people and technology, creates outstanding customer experiences, and delivers innovation for businesses worldwide. We empower digital workplaces by enabling individuals to work smarter from any location and harness the power of informationhow it is collected, stored, managed, and sharedto unlock the potential in every organization. We deliver services and technologies that inspire our customers' success and guide them toward a better and more sustainable future. If you are seeking a purpose-driven and passionate team, come create with us, and help drive our high-performance culture of excellence into tomorrow.
Invest in Yourself:
At Ricoh, you can:
Choose from a broad selection of medical, dental, life, and disability insurance options.Contribute to your financial security with Retirement Savings Plan (401K), Health Savings Account (HSA), and Flexible Spending Account (FSA) investments.Augment your education with team member tuition assistance programs.Enjoy paid vacation time and paid holidays annuallyTap into many other benefits to enhance your health, wellness, and ongoing personal and professional development.Job InfoJob Identification 6553Job Category Office SolutionsDegree Level Bachelor's DegreeJob Schedule Full timeLocations Charlotte, NC, United States (Hybrid)Driving requirements Personal VehicleRelocation Option Relocation not availableSign-on Bonus No Read Less
The Account Manager New Business is a growth-focused sales professional responsible for acquiring new midmarket customers and taking market share from competitors. This role is accountable for net-new logo acquisition, competitive displacement, and expansion of Ricoh solutions within newly acquired accounts. The Account Manager New Business operates as a front-line hunter, proactively identifying, engaging, and converting midmarket prospects by deeply understanding their business challenges, competitive landscape, and digital transformation priorities.
Job Duties and ResponsibilitiesOwn net-new customer acquisition within the assigned midmarket territoryProactively displace incumbent competitors through value-based selling and strategic account targetingBuild and manage a robust prospect pipeline through outbound prospecting, referrals, and marketing-driven leadsConduct consultative discovery to uncover unmet customer needs and business challengesPosition Ricoh solutions as differentiated alternatives that deliver measurable business outcomesDeliver compelling presentations to decision-makers both virtually and in personCollaborate with internal partners to win competitive opportunitiesKey Performance Indicators (KPIs)Net-new logo acquisitionNew business revenue attainment vs. quotaCompetitive displacement winsPipeline coverage and pipeline creationAverage deal size and sales cycle velocityShare-of-wallet growth within newly acquired accountsQualificationsBachelor's degree or equivalent experience required3+ years of new business sales experience in a hunting roleDemonstrated success winning competitive dealsExperience selling IT, software, or technology-enabled services preferredStrong business acumen and consultative selling skillsKnowledge, Skills, and AbilitiesHunter mindset with strong prospecting disciplineCompetitive selling and objection-handling skillsAbility to influence and build relationships with decision-makersExcellent communication and presentation skillsHigh learning agility and adaptabilityWorking ConditionsHybrid role requiring the ability to be in person with customers most days. Work is primarily sedentary with standard physical and mental demands typical of a professional sales role.
Read LessThe 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 requiredMasters in Business with emphasis on Finance preferredRequires a minimum of 10+ years of advanced selling assignments including direct or channel sales involving capital equipment and/or enterprise software salesRequires a minimum of 5 years experience and proven track record achieving sales targets with large, Strategic channel partners exceeding a minimum of 100M+ in revenuesProven track record of growing market share and stealing shelf-space from the competitionRequires skill in application sales and successful track record in the sale of integrated solutions including hardware, software and professional servicesTrained and certified in Solution Selling methodologies or equivalent experience requiredIndustry selling experience is preferred with emphasis on industrial grade printing and customer communication management solutionsSales Management experience preferredRequires a valid driver's license and minimum levels of auto insurance coverage per RICOH's policyKnowledge, Skills And Abilities
Ability to articulate total RICOH line of business portfolio offering, value proposition and the key differentiators at all customer levelsRequires C Level communication capabilitiesAbility to position Ricoh's total portfolio and translate the business impact to the Dealer's P&LRequires the ability to matrix manage or lead through influence to achieve sales goals (vs. direct report management)Strategic and National Account Management skillsRequires ability to drive direct sales engagements independently inside a multitude of industry typesRequires experience as a negotiator and tremendous objection handling skillsMust be a self-starter with complete self-accountabilityBusiness maturity and acumen is a mustPossesses strong organizational and interpersonal skillsPossesses 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 modelsPossesses 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 environmentTypically 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.
About UsCome Create at Ricoh:
If you are seeking a team driven by passion and purpose, come create with us at Ricoh. We are a team of information seekers and customer-obsessed collaborators who aspire to deliver the services, solutions, and technologies that empower business success. We are looking for talented, inspired individuals to join us to help drive high-performance team and our commitment to excellence.
Ricoh is an integrated solutions provider and partner that connects people and technology, creates outstanding customer experiences, and delivers innovation for businesses worldwide. We empower digital workplaces by enabling individuals to work smarter from any location and harness the power of informationhow it is collected, stored, managed, and sharedto unlock the potential in every organization. We deliver services and technologies that
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