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Position Profile

The Strategic Business Consultant (SBC) is responsible for establishing and expanding strategic relationships and trust with Dealer ownership and executive management to influence the adoption of Ricoh's value-add approach in the market. The SBC will influence a solutions-oriented approach to differentiate and grow Ricoh's business share and ROS with the largest and/or Mega dealers in the assigned territory. This role requires significant travel for onsite interaction to conduct dealer negotiations, joint business planning, sales meetings, and customer account calls. Each SBC will manage approximately five dealers with 15-30 locations and 100-175 sales reps, producing $22M-$30M in revenue and $4M-$6M in ROS per year for Ricoh.

Job Duties and Responsibilities

• Lead the joint planning process and thought leadership in developing detailed strategic business plans with senior Dealer executives to drive Ricoh initiatives in partnership with Dealer business goals and capabilities.

• Lead collaborative business discussions with Dealer major account management in specific targeted accounts to maximize Ricoh services/solutions that address customer needs.

• Demonstrate, differentiate, and promote Ricoh hardware and software solutions portfolio to condition and influence dealer salesforce and dealer go-to-market strategies.

• Monitor dealer business viability, succession plan, and acquisition risk to determine contingency planning.

• Plan and manage Dealer Division market team activity and facilitate resources from adjacent Ricoh groups to deliver effective solutions support to achieve territory gross profit growth targets and grow Dealer profitable revenue.

• Manage Ricoh's interests in the market, including channel conflict, dealer service of Ricoh accounts, and contractual compliance.

Job Duties and Responsibilities

• Achieve or exceed assigned (hardware, aftermarket, PS-software) gross profit targets and market share objectives by effectively influencing and selling Ricoh portfolio offerings through the demonstration and delivery of Ricoh's solutions-oriented value, and development and execution of detailed business plan strategies with dealer alliance partners.

• Lead the initial design, joint development with senior dealership (owner) leadership, and ultimate execution of the dealer business plans with consistent improvement year to year. Ensure business plans are designed based on data-driven parameters and address Dealer's key challenges, improvements, and technology footprint, providing a clear differentiation between Ricoh and competition.

• Lead customer-facing interaction with Dealers, including account presentations, account planning, proposals, reviews, and best practices. At least 75% of the schedule should be dedicated to face-to-face dealer sales and business strategy meetings and dealer customer-facing presentations selling strategic solutions to complex customer business needs.

• Demonstrate comparing and contrasting Ricoh products with competitive technology to provide a Ricoh solution to meet Dealer's business needs and position Ricoh as the trusted partner with Dealer strategic initiatives and business processes.

• Effectively market and manage dealer compliance to Ricoh Aftermarket sales requirements for supplies and parts. Lead team initiatives with Dealer Division Service organization to assist Dealers in the development of service organizations committed to effective support of Ricoh products. Ensure that Dealers are adhering to all contractual requirements, including those related to aftermarket purchases.

• Provide subject matter expertise and timely resourceful response to assigned Dealers in coordinating Ricoh resources to meet the requirements of the Dealer with the pre and post-sale solutions processes.

• Track all appropriate activity and pipeline via Ricoh CRM. Provide market intelligence, sales reporting, win/loss data, and planning inputs to Ricoh management as requested.

• Contribute at a leadership level to ConvergX, trade shows, exhibits, open houses, product demos, and customer training sessions.

• Manage growth programs and promotions, sell-through strategies, and coordinate region team support with consistent, predicted outcomes.

• Manage and collaborate in launches, training meetings, Dealer kick-offs, and end-user sales meetings.

• Manage market rationalization and all distribution via the various assigned product brands and lines. Lead efforts for quality channel interaction and resolution of channel conflicts by developing strong business relationships with leadership of other Ricoh channels.

Qualifications (Education, Experience, and Certifications)

• Bachelor's degree in business or marketing; master's degree preferred or equivalent experience in a related field.

• Must have 10+ years of selling and/or sales operations experience, with a minimum of 8+ years selling in a customer channel/alliance environment.

• Proven experience in business improvement planning and strategy consulting.

• MCSE, DCIA+, Security+, PDI+ certifications are a plus.

• Proven ability to sell software, solutions, and services with a primary inclination to influence this value-add approach is desirable.

• Successful track record in sales, channel management, and/or business development with the ability to maximize territory potential effectively. Experience working with Dealership management to design and develop a value-add sales approach is a plus.

• Proven track record in complex engagements involving negotiating skills to drive the sale.

• Proven ability to manage activity and time to reach specific targets, quotas, and project deadlines.

Knowledge, Skills, and Abilities

• Strong selling and presentation skills, with proven knowledge dealing with software solutions.

• Exceptional analytical, strategic, and organizational skills.

• Ability to work in a professional, team-oriented environment leveraging resources as required.

• Highly developed communication skills, both oral and written, with the ability to present to high-level executives, internal and external customers, and diverse audiences.

• Strong ability for self-direction and a high degree of initiative. Results-oriented.

• Proficient in managing visual communications, CRM, Excel, PowerPoint.

• Ability to give appropriate consultation to dealer principals regarding company management.

• Superior time management skills with the ability to effectively maximize customer-facing interaction time.

• Strong listening and problem-solving skills.

Working Conditions, Mental and Physical Demands

• Must be able to work independently from a home office or in a team environment when in an office location.

• Work with cyclical stress due to frequent goals and deadlines.

• Ability to prioritize responsibilities. Dealer assignments are diversified and require analytical and strategic thinking to prepare and convey diverse information.

• Requires regular dealer/customer site visits, either in person or through the use of Ricoh technology, whose locations are throughout the Region territory.

• Frequent travel required up to 70% when permitted. Visit Dealers once per month.

• Requires moderate dexterity, regular application of basic skills.

The above statements 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 the job.

Come 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 information—how it is collected, stored, managed, and shared—to 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 annually

• Tap into many other benefits to enhance your health, wellness, and ongoing personal and professional development.

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