Business Development Manager - Strategic Accounts CIP in England

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Located: Field Based - Home Counties

Package: Competitive salary, car allowance, commission plus 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:

• To generate and deliver on business opportunities within the defined sector of strategic CIP accounts.
• Working in partnership with customers and key suppliers, to identify ways that we can help customers make progress towards transitioning their traditional print manufacturing plants to digital technology.
• Responsible for developing an integration strategy for each engagement, so the new technology and solutions complement and improve customers' existing business.
• To influence offset to digital transition within the defined accounts to optimize annuity gain for Ricoh.
• To be responsible for driving CIP sales across Strategic Accounts maximizing opportunities through a true consultative approach by becoming a trusted advisor.
• To be able to influence customers and articulate Ricoh's CIP offering at C level to challenge the norm and help clients change behaviour and approach, aligning CIP offering to their needs.
• To proactively identify new opportunities through understanding the customers' needs and create a proposition that is sustainable, customised means of addressing those challenges working across our core business, ITS, PP and Outsourcing business areas.
• To create an environment with customers where there is a reduction in the complexity and the risk for customers by helping them to make purchasing decisions and maximise margin return.
• To be responsible for driving Return on Investment decisions by actively demonstrating the financial viability of the Digital Alternative.
• To proactively promote key messaging and content to key stakeholders to ultimately achieve consensus throughout and encourage investment.
• To deliver annuity growth across existing customer base and in the acquisition of new clients.
• To collaborate with the Marketing team to create, develop and deliver material and campaigns via social media and other communication forums delivering to targeted existing customers and prospective customers to help them understand our offerings to generate sales leads.
• To proactively educate, support and build CIP knowledge within the sales teams to effectively enable sales employees to identify CIP sales opportunities.
• To be responsible for selling Ricoh CIP portfolio, third party finishing equipment and software solutions maximizing profitability and revenue for both hardware, software and solutions and service.
• To be responsible for maintaining the EUSFA capturing a healthy pipeline of opportunities at all times which is continuously updated and reflected in EUSFA, to allow achievement of targets to be reviewed, accurate forecasting and to share knowledge and information around activity within weekly management meetings.
• To be responsible for maintaining Ricoh's competitive advantage when selling CIP by ensuring knowledge and understanding of the market conditions is kept up to date and continuous mindset of self-development to enhance CIP knowledge as a Sales Specialist.
• This is to ensure effective specialist support is provided and customer satisfaction is positive through all engagements.

You will ideally have:

• Degree or business owner/entrepreneur level calibre.
• Significant experience in a PP and relevant, B2B, corporate sales environment.
• Demonstrable track record of clean sales and of managing the end-to-end sales process.
• In-depth knowledge of the customers' business and the technologies Ricoh sell to demonstrate value and leadership in the following areas - manufacturing consolidation, Management Information Systems, Enterprise Content Management, Automated Document Factory, White Paper Factory, Precision Marketing, Digital Asset Management, Web to Print, hybrid mail and new disruptive technology.
• Ability to accurately identify and engage with multiple key stakeholders.
• Effective questioning and active listening and the ability to initiate and control high level debate.
• Articulate with excellent presentation skills.
• Inspires trust and confidence and creates a positive impression/has the natural gravitas in front of customers.
• Resilient and tenacious with the ability to calculate and manage risks where appropriate.
• Commercially aware/business acumen - keeps abreast of the market.
• Able to think about complex issues from a different perspective/bring fresh insight.
• Uses strong two-way communication skills to engage in robust two-way dialogue.
• Is comfortable discussing money.

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. 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.