New business prospecting and development, including scheduling and conducting client introductions, in both virtual and face to face client settings.
Grow the business, including new account acquisition and expansion in existing Ricoh accounts
Build strong relationships with key executive stakeholders within accounts.
Use consultative selling techniques with a focus on client value and return on investment
Identify clients’ business initiatives and articulate the value of Ricoh services on clients’ desired business outcomes
Research and understand lines of business, industry trends and client personas.
Collaborate with peers, including supporting solution consultants and specialist to develop transformative solutions that fit in unique client environments
Independently execute strategic business development plans while coordinating with key internal stakeholders (e.g. operations, service teams, legal, support, etc.)
Manage complex contract negotiations and serve as a liaison to the legal group and executive management team
Meet or exceed sales targets in multiple lines of business
Prepare and give business reviews to internal stakeholders and management team regarding progress and roadblocks to closing new customers.
Strong business acumen including financial analysis of proposals
Use core sales tools / resources: Salesforce (SFDC) (RCI assigned CRM solutions, LinkedIn, PowerBI, Hoover, etc. to research and connect with customers and prospects to develop sales opportunities with current and potential Ricoh customers.
Use Salesforce to manage account activity, pipeline progression and forecasting
Meet the various KPIs for sales activities as identified for the role
Other duties as assigned by manager

Requirements

Required Post-secondary educafion, preferably in business.
Preferred Stream: Business Degree, MBA a plus
Minimum of 5 years of sales experience in a B2B environment, IT or a consultafive selling environment
Preferred experience selling digifizafion and automafion as well as SaaS, PaaS, IT Services
Prior successful experience working with cross-divisional sales teams to drive new and incremental revenue streams in exisfing and compefifive accounts.
Demonstrated success in meefing and exceeding objecfives in a high-performance sales environment.
Minimum 3 yrs. experience in selling to a variety of accounts including Global, Nafional, Major, and Industry Verficals.
Experience working within a team selling environment, preferred Software and Services.

Benefits

Select the medical, dental, life, and disability insurance coverage that fits your needs.
Contribute to your financial security with Ricoh Canada’s Retirement plan, with company matching contributions.
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 such and ongoing personal and professional development.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

business developmentconsultative sellingfinancial analysissales forecastingaccount managementcontract negotiationB2B salesSaaSPaaSIT services

Soft Skills

relationship buildingcommunicationcollaborationstrategic planningproblem solvingclient value articulationstakeholder managementperformance orientationadaptabilityteamwork

Certifications

Business DegreeMBA