Senior Sales Specialist - Strategic Equipment

 

Position Profile

Dedicated to selected accounts with responsibility for increasing market share. Integrates solutions across all business lines.

Job Duties and Responsibilities

Responsible for managing the equipment relationship within an assigned list of contracted global accounts. Provides administrative support to CEs in executing a defined account MPS strategy across all locations. Provides product recommendations, prepares quotations, and secures sales paperwork for equipment orders within centralized contracted global accounts. Drives end-of-lease upgrades, recommends solutions for new sites, and leads competitive conversions. Maintains records of all account activity within the sales database and communicates regularly with CEs regarding activity, opportunities, and issues. Maintains and updates customer-specific product catalogs (including e-commerce) and supports customers’ certification of new models. Organizes and manages post-sale delivery and implementation of RICOH hardware and hardware-related MPS solutions at customer locations. Serves as the primary point of contact for all sales paperwork. Proactively develops new customer contacts, reviews leads, participates in customer business communication planning, and delivers RICOH solution proposals as directed by sales management. Maintains account base and achieves revenue targets aligned with renewal opportunities. Promotes contracted products at approved terms and represents the company at off-site customer meetings. Serves as the first point of contact for MPS hardware and software-related solutions. Performs other duties as assigned.

Qualifications (Education, Experience, Certifications)

Bachelor’s degree or equivalent experience in a related field required. Previous major account management experience required. Demonstrated ability to set goals by defining and prioritizing specific, realistic objectives. Proven track record with 5–7 years of related experience; 2–5 years of sales experience preferred.

Knowledge, Skills, and Abilities

In-depth knowledge of sales methodologies and processes in a matrixed environment, with experience serving Fortune 1000 customers. Strong negotiation, communication (written and verbal), and presentation skills suited for large enterprise accounts. Strong interpersonal, time management, and self-motivation skills. Strong business acumen and leadership skills. Demonstrated ability to work effectively within diverse teams to develop account strategy. Thorough knowledge of industry products and services. Ability to interpret, comprehend, and apply complex materials, data, and instructions, and provide clear, varied information (including technical material). Understanding and application of up-selling strategies. Ability to facilitate selling strategies among field sales resources. Proven ability to develop and foster key relationships with cross-functional contacts to support account strategy. Ability to analyze complex data from multiple sources, identify issues, and propose solutions. Proficiency with Microsoft Office Suite.

Working Conditions, Mental and Physical Demands

Works in a typical office environment with adequate lighting, ventilation, and a normal range of temperature and noise. Work is primarily sedentary but requires occasional walking, standing, bending, reaching, and lifting or carrying items typically under 10 lbs. (e.g., papers, files, small parts). Requires moderate dexterity and regular use of standard office tools (e.g., calculator, keyboard). Requires daily customer site visits, which may include locations not serviced by public transportation.

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.