Account Manager Commercial Key Accounts - Field Based (UK)

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Located: Field Based - Scotland

Package: Competitive salary, commission, car allowance plus additional company benefits.

Overview About Ricoh: Ricoh is a global technology business. As a company born in print, we design and manufacture graphic solutions that transform communications. To keep up with the pace of change in the workplace, we have built an extensive portfolio of innovative, industry-leading digital services spanning everything from Cloud & IT infrastructure solutions to process automation tools. Everything we do is designed to help individuals achieve fulfilment through work. Through technology, we make work smarter and more creative. Enabling people to lead purposeful working lives and organisations to become more productive, sustainable and profitable.

What you will be doing:

• To be a Ricoh ambassador who exceeds performance expectations and productivity levels, leads by example and displays all Ricoh values positively, shares successes and mentors potential Account Directors.
• To be responsible for achieving and driving forward assigned sales targets to ensure overall divisional budget requirements are met.
• To be responsible for providing strategic insight regarding the customer’s business/vertical and help customers to think differently, bringing new ideas and creative and innovative ways to help the customer’s business and actually solve their problems/meet their challenges.
• To proactively understand/diagnose customers underlying problems or challenges via a consultative selling approach which identifies new, sustainable, customised means of addressing those challenges across our core business, ITS, RGS and Outsourcing.
• To be responsible for increasing our brand and credibility as a Digital Services Business being recognised as a unique trusted partner within the industry.
• To be responsible for reducing the complexity and the risk for customers by helping them to make purchasing decisions that are right for them and fit the customers longer term strategy.
• To be responsible for driving sales, margins and delivering customer value in any kind of economic environment.
• To be responsible for protecting premium pricing through well-designed solutions sale.
• To proactively identify key stakeholders and personas through the use of strategic account plans and use this data to strategically drive future sales opportunities.
• To be accountable for determining the right metrics to measure success and to identify return on investment to ensure we demonstrate how Ricoh has added value to the customers business.
• To be accountable for ensuring the maintenance of sales data aligned to assigned accounts updating all relevant sales systems with accurate information to enable effective analysis of opportunities, pipeline and scope of interactions within any account.
• To be responsible for utilising social media to promote the Ricoh brand from providing insight, gain broader high level contacts and networks to nurture future relationships.

You will ideally have:

• Significant experience in a relevant, B2B, Commercial Key Account sales environment.
• Demonstrable track record of clean sales and of managing the end-to-end sales process.
• Demonstrate sufficient knowledge to articulate Ricoh’s key Value Propositions at C suite level.
• Ability to accurately identify and engage with multiple key stakeholders.
• Effective questioning and active listening.
• Articulate with excellent presentation skills.
• Inspires trust and confidence and creates a positive impression/has ‘gravitas’ in front of customers.
• Resilient and tenacious with the ability to calculate and manage risks where appropriate.
• Always have an empathetic selling approach understanding the customers point of view.
• Understands the customer’s business/vertical – economic drivers/customer’s value drivers.
• Commercially aware/business acumen - keeps abreast of the market.
• Not afraid to share their views, even when they’re different and potentially controversial.
• Able to think about complex issues from a different perspective/bring fresh insight.
• Ability to initiate and control high level debate using strong two-way communication skills.
• Demonstrate evidence of high level negotiation skills.

In return for your commitment, you can offer:

• Flexible and hybrid working in line with role requirements.
• An inclusive workplace.
• Excellent package with solid basic, strong bonus and company benefits including: A competitive holiday entitlement, two days special leave per annum for volunteering, additional holiday purchase scheme.
• Flexible retirement plan.
• Wellbeing schemes to support your physical, emotional and financial health including Employee Assistance Programme, financial protection, life cover and will writing, medical protection, gym, travel and retail discounts, and more.
• Company car / car allowance (role-specific), cycle to work scheme.
• Career development and life-long learning opportunities.
• Opportunity to join a global company.

Life at Ricoh: Ricoh’s Core Values encourage us to constantly improve and contribute to the wellbeing of all stakeholders, including our customers, employees and society. For our leaders, we deliver training and mentorship to ensure our managers can positively contribute to our company culture, with inclusive behaviours that are aligned to our values. Be part of something bigger: Our approach to sustainability touches every part of our organisation: from manufacturing to distribution, business sites to recycling, and how we support our customers. By working with Ricoh, you choose to work for a company that cares about its impact on the planet and takes steps to reduce it each year. We have a number of global sustainability accreditations. We are an equal opportunities employer. We are open to discussing adjustments to the recruitment process if needed. No applicant or employee will be treated less favourably than another on the grounds of a protected characteristic. Striving for inclusion and diversity isn’t just the right thing to do. Diverse approaches, perspectives and experiences make us more innovative, lead to better decisions and help us better understand the needs of our customers. To empower you to bring your full identity to work, we have employee-led affinity groups in LGBTQ+, gender and ethnicity that allow members to explore issues and challenges surrounding shared identities, experiences and beliefs.