Manager, Mid-Market Solutions

POSITION PROFILE

The Manager, Mid-Market Solutions is responsible for the execution of Ricoh’s services strategy with their assigned team. This role will be accountable to attainment of both their services Revenue and GP plan targets that include PS, MS, ITS and 3rd party HW within the Strategic and Enterprise account segmentation. This role is a catalyst for driving the segmented portfolio into our current and ZBA accounts. This role will be responsible for ensuring our sales representatives gain a thorough understanding of the customer’s business and technology requirements, documenting those requirements, and create a compelling business solution(s) that help meet the client’s business requirements and desired business outcomes. The Manager, Mid-Market Solutions will be responsible for driving activities and pipeline growth required to achieving all Ricoh’s plan targets. To be successful the Manager, Mid-Market Solutions must demonstrate a high degree of business acumen, technical knowledge, communication and leadership skills as well as a proven track record of driving high valued business results.

Job Duties and Responsibilities

Responsible for driving a sales team to execute on the Services Sales Strategy and segmented portfolio This role is responsible to develop and train their people in alignment with Ricoh’s business and marketing objectives. Ricoh’s goal is to continue building expertise to specific workflow, software and services solutions.  Responsible for profitable services growth for assigned strategic and enterprise accounts, including contract retention and expansion, and addition of services. Hold Digital Services Specialists accountable to drive sales activities, achieve specific KPIs, and close deals at the client level resulting in deeper penetration into the account.  Set clear expectations of creating rigor and routine, inspecting activity that supports the sales objectives.  Collaborates with internal resources to align activities, support and talent to deliver sales.  Actively engages peers and specialty areas to address issues or to develop stronger processes for driving growth.    Hire, coach and develop talent that helps evolve our sales coverage that aligns to our segmented portfolio Sustainably coaches for performance and consistently provides immediate and effective feedback. Coach team through the defined Ricoh sales methodology ensuring they grasp the fundamentals and hones their abilities to meet high standards Assesses talent and identifies strengths and development opportunities.  Create development plans with team to continually challenge them to raise the bar. Performs other duties as assigned.

Qualifications (Education, Experience, and Certifications)

Bachelor’s degree required or equivalent experience in related field. 7+ years experience designing solutions / selling services.  5+ years sales management experience. Has current and relevant technology/industry/domain experience.  Consultative / Sales experience.

Knowledge, Skills and Abilities

Possesses a strong understanding of organizational dynamics Agile leader who leads people and activity with a sense of urgency. Understands the Ricoh operating model and how to navigate it.  Outstanding verbal and written communication skills. Excellent interpersonal relationships. IT savvy at the Enterprise Level/Scale Brings thought leadership to the internal and external customers. Is seen as a trusted advisor who provides relevant counsel on Premium Services. Knows how to navigate the organization and company. Strong Business and Financial acumen. Proven ability to effectively coach and develop sales executives resulting in strong services performance. Ability to hold team and self-accountable to close deals and achieve sales goals.

 

Working Conditions, Mental and Physical Demands

Typically, an office environment with adequate lighting and ventilation, and a normal range of   temperature and noise level.  Work assignments are diversified.  Interpret, comprehend and apply complex material, data and instruction – prepare, provide and convey diversified information. Minimal physical effort 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.).  Moderate dexterity – regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination. Travel required (approx 30%); including overnight travel.

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.