Job DescriptionFinishing Sales Program Manager -
(Advanced Finishing Solutions)Position Profile The Senior Program Manager, Strategic Channel is responsible for sales and program management-including business development strategy-for the defined Franchise Print and Signs & Graphics channel. This role is part of the Ricoh Commercial and Industrial Printing Group (CIP). The candidate must have a strong track record in strategic sales and a minimum of five years of strategic channel or vertical sales/sales management experience.
Job Duties and Responsibilities - Responsible for achieving hardware, software, and professional services revenue/GP targets within the Franchise Channel.
- Manage an assignment covering National Franchise Print organizations and Franchise Signs & Graphics organizations within either the East or West region of Ricoh USA.
- Collaborate with field sales to penetrate and win defined Zero Base Accounts (ZBA). Maintain a continuous focus on developing targeted customer lists to drive field activity where the opportunity is greatest.
- Lead and influence a sales channel of Production Print Executives (PPE) and Regional Sales Managers (RSM) to achieve revenue, GP, and placement goals within the strategic channel.
- Co-develop a comprehensive strategic channel business plan, including go-to-market strategies, sales coverage models, and field execution plans to grow market share.
- Partner with sales and marketing executive leadership to shape product positioning and pricing strategies for equipment, software, and aftermarket solutions.
- Provide field-level insights to senior leadership to strengthen Ricoh's position as a workflow solutions leader across Franchise Networks.
- Participate in key industry events, national conventions, and regional/local sales activities to support the Franchise Channel. Ensure the successful execution of customer and rep incentives while offering feedback to senior sales leadership.
- Develop and manage strategies and programs targeting profitable MIF replacement and expansion and drive actions to ensure success.
- Identify opportunities for targeted marketing campaigns to generate awareness and demand.
- Work with Sales Training teams to support the development and execution of field-level training programs.
- Identify new opportunities through market segmentation insights and develop strategies to increase Ricoh's penetration in target markets.
Qualifications (Education, Experience, and Certifications) - Bachelor's degree required; Master's degree preferred or equivalent related experience.
- 5-10 years of sales and/or sales management experience, with at least five years of strategic and solution-based selling to senior executives.
- Proven success managing Franchise, Major, National, or Global Accounts.
- Demonstrated success within strategic channels or verticals; experience in National Franchise Print is preferred.
- Strong presentation skills.
- Ability to work effectively with all levels of sales personnel, from Account Representatives to Regional Executives.
- Experience setting goals by defining and prioritizing realistic, strategic objectives.
- Strong history of managing sales activities and strategies while coordinating across multiple resources.
- Significant experience penetrating non-user or Zero Base Accounts (ZBA) in the Graphic Communications/Commercial Print or Franchise space.
Knowledge, Skills, and Abilities - Exceptional C-suite communication skills and the ability to support account owners in driving sales engagements.
- Strong negotiation and objection-handling skills.
- Experience working within a regional territory, a matrix organization, and with third-party partners to achieve mutual business goals.
- Highly self-directed with a strong sense of initiative.
- Ability to communicate effectively across all levels of an organization, especially executive leadership.
- Strong business maturity, accountability, and business acumen.
- Proficiency in Excel, PowerPoint, and CRM tools.
- Valid driver's license and required auto insurance coverage according to Ricoh policy.
Working Conditions, Mental and Physical Demands - Typical office environment with standard lighting, ventilation, temperature, and noise levels.
- Work assignments are varied and require interpreting, comprehending, and applying complex information; preparing and delivering diverse communications; and working with data.
- Minimal physical effort required. Work is mostly sedentary but may involve occasional walking, standing, bending, reaching, and lifting items under 10 lbs (e.g., documents, files, small parts).
- Moderate dexterity required, including regular use of calculators, keyboards, and coordination-heavy tasks.
- Extensive travel required-estimated at 50-75%.
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.
