Sales Executive

Job Description

Production Print Sales Executive

Position Profile

The Production Print Executive (PPE) is directly responsible for selling the full suite of Ricoh's solutions portfolio, Hardware, Software and Professional Services to both Graphic Communications / Commercial Print accounts and Enterprise accounts. The PPE will sell into a pre-defined account base consisting of both medium and large commercial print, direct mail, fulfillment centers and graphic arts accounts as well as corporate Enterprise accounts. To be successful the PPE must be focused to growing Ricoh market share within the assigned geographic territory.

Job Duties and Responsibilities

• Responsible for spearheading RICOH's penetration and expansion in assigned geographic territory and accounts, through the development of a targeted customer strategy that includes customer segmentation, customer awareness activities and establishing a customer relationship.
• Win new business by aligning customer's business goals and objectives with Ricoh's Solutions portfolio including both hardware and services.
• Develop strategies to penetrate ZBA (zero base account) opportunities, including reference selling.
• Manages, protects and develops territory base by analyzing and developing solutions for new and existing customer business communication requirements. Supports strategies, products, and equipment within assigned territory.
• Acquires and grows client base by selling incremental solutions and services within their new base accounts
• Meet or exceeds gross profit expectations within assigned territory.
• Prepares and presents benchmark demonstrations, proposals, and value propositions within account assignment, utilizing product and/or technical resources as needed.
• Retains and grows current client base by selling incremental solutions and services within their base accounts, and through customer satisfaction.
• As Account Manager, takes ownership for the resolution of any ongoing issues within an account within their assignment, utilizing the necessary local, regional and national resources needed.
• Maintains records of all account activity within Ricoh provided sales database and CRM tool. Serves as first line of contact with client in the creation and maintenance of accurate paperwork on each sale.
• Performs other duties as assigned.

Qualifications (Education, Experience, and Certifications)

Typically Required:

• 4-year college degree or equivalent experience in a related field
• Minimum of five (5) years business to business sales experience with 2 years of advanced selling assignments
• Minimum of two (2) years Digital Printing and Solutions sales experience
• Minimum of 5-7 years successful track record in capital equipment sales in the Digital Printing Solutions and/or Graphic Communications Industry is preferred

Knowledge, Skills And Abilities

• Demonstrated skill in the development of new business markets and opportunities
• Comprehensive knowledge of the graphics arts, print for pay and commercial print industries
• In depth knowledge of technology, connectivity and selling complex solutions.
• In depth knowledge of sales methodologies and processes
• Strong negotiation, written and oral communication and presentation skills
• Strong interpersonal, time management and self-motivational skills
• Demonstrated ability to successfully work with diverse teams.
• Demonstrated ability to develop and foster key relationships with contacts outside of the sales function to formulate successful account strategies.
• Ability to communicate with multiple levels of personnel within an account, including Financial, Technical and Senior Management
• Ability to successfully manage order, delivery and implementation process.
• Proficient computer skills (e.g., Microsoft Office Suite).

Working Conditions, Mental and Physical Demands

• Typically works in an office environment with adequate lighting and ventilation and a normal range of temperature and noise level.
• Work has cyclical stress due to frequent goals and deadlines, and daily stress due to the responsibility associated with the incumbents' decisions, outcomes and potential outcomes.
• Minor physical effort is required, which may involve long periods of walking, standing, bending, reaching, stretching, climbing, lifting or carrying objects that typically weight less than 10 lbs. (e.g., paper, books, files and small parts, etc.).
• Requires moderate dexterity; regular application of basic skills (calculator, keyboard, hand tools, etc.).
• Requires daily customer site visits whose facilities may or may not be accessible by public transportation, may require overnight travel depending on territory assigned.

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.