Sales
Marketing
Leadership
Negotiation
Calculators
Franchising
Coordinating
Goal Setting
Market Share
Communication
Presentations
Target Market
Accountability
Sales Training
Regional Sales
Business Acumen
Microsoft Excel
Self-Discipline
Sales Management
Sales Leadership
Business Planning
Matrix Management
Selling Techniques
Influencing Skills
Program Management
Pricing Strategies
Workflow Management
Market Segmentation
Business Development
Microsoft PowerPoint
Strategic Objectives
Go-to-Market Strategy
Valid Driver's License
Customer Relationship Management
5 to 10 years
Posted today
Description:
Print Finish Sales Specialist - (Advanced Finishing Solutions)
Position Profile
The Senior Program Manager, Strategic Channel is responsible for sales and program management-including business development strategy-for the defined Franchise Print and Signs & Graphics channel. This role is part of the Ricoh Commercial and Industrial Printing Group (CIP). The candidate must have a strong track record in strategic sales and a minimum of five years of strategic channel or vertical sales/sales management experience.
Job Duties and Responsibilities
- Responsible for achieving hardware, software, and professional services revenue/GP targets within the Franchise Channel.
- Manage an assignment covering National Franchise Print organizations and Franchise Signs & Graphics organizations within either the East or West region of Ricoh USA.
- Collaborate with field sales to penetrate and win defined Zero Base Accounts (ZBA). Maintain a continuous focus on developing targeted customer lists to drive field activity where the opportunity is greatest.
- Lead and influence a sales channel of Production Print Executives (PPE) and Regional Sales Managers (RSM) to achieve revenue, GP, and placement goals within the strategic channel.
- Co-develop a comprehensive strategic channel business plan, including go-to-market strategies, sales coverage models, and field execution plans to grow market share.
- Partner with sales and marketing executive leadership to shape product positioning and pricing strategies for equipment, software, and aftermarket solutions.
- Provide field-level insights to senior leadership to strengthen Ricoh's position as a workflow solutions leader across Franchise Networks.
- Participate in key industry events, national conventions, and regional/local sales activities to support the Franchise Channel. Ensure the successful execution of customer and rep incentives while offering feedback to senior sales leadership.
- Develop and manage strategies and programs targeting profitable MIF replacement and expansion and drive actions to ensure success.
- Identify opportunities for targeted marketing campaigns to generate awareness and demand.
- Work with Sales Training teams to support the development and execution of field-level training programs.
- Identify new opportunities through market segmentation insights and develop strategies to increase Ricoh's penetration in target markets.
- Bachelor's degree required; Master's degree preferred or equivalent related experience.
- 5-10 years of sales and/or sales management experience, with at least five years of strategic and solution-based selling to senior executives.
- Proven success managing Franchise, Major, National, or Global Accounts.
- Demonstrated success within strategic channels or verticals; experience in National Franchise Print is preferred.
- Strong presentation skills.
- Ability to work effectively with all levels of sales personnel, from Account Representatives to Regional Executives.
- Experience setting goals by defining and prioritizing realistic, strategic objectives.
- Strong history of managing sales activities and strategies while coordinating across multiple resources.
- Significant experience penetrating non-user or Zero Base Accounts (ZBA) in the Graphic Communications/Commercial Print or Franchise space.
- Exceptional C-suite communication skills and the ability to support account owners in driving sales engagements.
- Strong negotiation and objection-handling skills.
- Experience working within a regional territory, a matrix organization, and with third-party partners to achieve mutual business goals.
- Highly self-directed with a strong sense of initiative.
- Ability to communicate effectively across all levels of an organization, especially executive leadership.
- Strong business maturity, accountability, and business acumen.
- Proficiency in Excel, PowerPoint, and CRM tools.
- Valid driver's license and required auto insurance coverage according to Ricoh policy.
- Typical office environment with standard lighting, ventilation, temperature, and noise levels.
- Work assignments are varied and require interpreting, comprehending, and applying complex information; preparing and delivering diverse communications; and working with data.
- Minimal physical effort required. Work is mostly sedentary but may involve occasional walking, standing, bending, reaching, and lifting items under 10 lbs (e.g., documents, files, small parts).
- Moderate dexterity required, including regular use of calculators, keyboards, and coordination-heavy tasks.
- Extensive travel required-estimated at 50-75%.
Posting ID: 300007930691300
