Senior Program Manager, Strategic Channel

Senior Program Manager, Strategic Channel

Industrial Print/Wide Format

POSITION PROFILE

The Senior Program Manager, Strategic Channel is responsible for sales and program management, including business development strategy, within the assigned Franchise Print and Signs & Graphics channel. This role requires a proven track record in strategic sales and a minimum of five years of experience in strategic channel or vertical sales/sales management.
Key Responsibilities

• Achieve revenue and gross profit (GP) targets for hardware, software, and professional services within the assigned Franchise Channel.
• Manage relationships with national franchise print and signs & graphics organizations in either the East or West Region of Ricoh USA.
• Collaborate with field sales to penetrate and win Zero Base Accounts (ZBAs); continuously develop targeted customer lists to drive field activity.
• Lead a sales channel of Production Print Executives (PPEs) and Regional Sales Managers (RSMs) to meet revenue, GP, and placement goals.
• Co-develop a comprehensive strategic channel business plan, including go-to-market strategy, sales coverage model, and field execution plans.
• Partner with sales and marketing leadership on product positioning and pricing strategies.
• Provide field-level insights to senior leadership to position Ricoh as a market leader in workflow solutions within franchise networks.
• Represent Ricoh at key industry events, including national conventions and regional/local sales events.
• Execute customer and sales rep incentives and provide feedback to senior sales leadership.
• Define and support marketing campaigns to generate awareness and demand.
• Collaborate with Sales Training to develop and implement field-level training programs.
• Identify new market opportunities through segmentation analysis and develop penetration strategies.

Qualifications

• Bachelor's degree required; Master's degree preferred or equivalent experience.
• 5-10 years of sales and/or sales management experience, with at least 5 years in strategic and solution selling to executive-level clients.
• Proven success in managing franchise, major, national, or global accounts.
• Experience in the strategic channel or vertical, preferably with national franchise print organizations.
• Strong presentation and communication skills.
• Ability to work across multiple sales levels, from account representatives to regional executives.
• Skilled in goal setting, prioritization, and execution with cross-functional teams.
• Demonstrated success in penetrating non-user or ZBA accounts in the graphic communications, commercial print, or franchise space.

Skills and Competencies

• Strong C-level communication and sales engagement support.
• Skilled negotiator with excellent objection-handling abilities.
• Experience working in regional territories and matrix environments.
• Ability to build and maintain third-party partnerships.
• Self-directed with high initiative and strong business acumen.
• Proficient in Microsoft Excel, PowerPoint, and CRM tools.
• Valid driver's license and required auto insurance coverage.

Working Conditions

• Primarily office-based with standard lighting, ventilation, and noise levels.
• Minimal physical effort; mostly sedentary with occasional walking, standing, and light lifting (under 10 lbs).
• Frequent travel required (estimated 50-75%).

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.