Account Manager - Public Sector

Change your job, change your workplace, change your future. We are actively building diverse teams and welcome applications from everyone.

Located: Field based - Merstham, Kent

Package: Competitive salary, commission, company car and additional company benefits.

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:

• Act as a Ricoh ambassador who exceeds performance expectations and productivity levels, leads by example, displays all Ricoh values positively, shares successes and mentors potential Account Directors.
• Achieve and drive forward assigned sales targets to ensure overall divisional budget requirements are met.
• Provide strategic insight regarding the customer’s business/vertical and help customers to think differently, bringing new ideas and creative and innovative ways to solve their problems and meet their challenges.
• 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.
• Increase our brand and credibility as a Digital Services Business being recognised as a unique trusted partner within the industry.
• Reduce the complexity and risk for customers by helping them to make purchasing decisions that are right for them and fit the customers' longer‑term strategy.
• Drive sales, margins and deliver customer value in any economic environment.
• Protect premium pricing through well‑designed solutions sales.
• Identify key stakeholders and personas through the use of strategic account plans and use this data to strategically drive future sales opportunities.
• Determine the right metrics to measure success and identify return on investment (based on performance of the customer’s business) to demonstrate how Ricoh has added value to the customers' business.
• Maintain 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.
• Utilise social media to promote the Ricoh brand, provide insight, gain broader high‑level contacts and networks to nurture future relationships.

You will ideally have:

• Significant experience in a relevant, B2B, Public Sector 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 (OP, OS, RGS and AS/BPS) at C‑suite level.
• Ability to accurately identify and engage with multiple key stakeholders.
• Effective questioning and active listening.
• Articulate with excellent presentation skills.
• Inspire trust and confidence and create 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.
• Understand 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.

Benefits:

• 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.
• Well‑being 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.

Equal Opportunities: 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 which are defined as sex, sexual orientation, age, disability, gender reassignment, trade union membership or non‑membership, marriage and civil partnership, pregnancy and maternity, race and religion or belief.