Account Manager - Public Sector in Motherwell

Responsibilities

• 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 provide 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.
• 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 reduce 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 drive sales, margins and deliver customer value in any kind of economic environment.
• To protect 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 determine the right metrics to measure success and to identify return on investment (based on performance of the customer’s business) to ensure we demonstrate how Ricoh has added value to the customers' business.
• To ensure 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 utilise social media to promote the Ricoh brand from providing insight, gain broader high-level contacts and networks to nurture future relationships.

Qualifications

• 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.
• 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 customer's 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.

Benefits

• At Ricoh, work should feel meaningful, supportive and fulfilling. The Ricoh Promise shapes your experience through four pillars that bring our culture to life.
• Love to Connect: You become part of a global community built on openness, inclusion and genuine collaboration.
• Love to Grow: Your development truly matters to us. With access to learning pathways, mentoring and career opportunities across functions and countries, you'll be supported to stretch your skills, explore new directions and stay future-ready in a changing world.
• Love to Give Back: Purpose is part of how we work. You'll have opportunities to make a difference through volunteering, sustainability initiatives and community programmes that reflect our shared values and commitment to positive impact.
• Love to Succeed: Success at Ricoh is something we pursue together. You'll benefit from fair rewards, flexible working, wellbeing resources and real recognition.

Equal Opportunity Employer

We are an equal opportunities employer. We believe that diverse perspectives make us stronger, and we welcome applications from people of all backgrounds, identities, and experiences. Our hiring decisions are based on skills, experience and potential, and we are committed to creating a fair and inclusive recruitment process. If you require any reasonable adjustments at any stage of the recruitment journey, please let us know and we will support you to bring your best self forward.