Job Description

Senior Region Sales Director, Dealer Business Operations

POSITION PROFILE

The position of Senior Region Sales Director (RSD) has a key leadership role with responsibilities focused on the Region, Channel Partners, assigned Technology Sales Consultants (TSCs), and Headquarters Business Development. The RSD is accountable for driving regional sales performance, channel partner engagement, major business initiatives, and successful execution of Ricoh strategic objectives. This position reports directly to the Region Vice President and works closely with Field Sales, HQ/Business Development staff, and sales leaders across other channels.

Job Duties and Responsibilities

Dealer Performance Leadership

• Lead, coach, and develop a team of 4-5 Technology Sales Consultants (TSC 1 & TSC 2), ensuring consistent execution of dealer growth strategies and sales initiatives across the region.
• Success is measured through quota achievement, improved dealer performance, stronger dealer relationships, effective business planning, and disciplined field execution that drives measurable results for both Ricoh and its dealer channel partners.

Regional Business Growth Ownership

• Direct ownership of the performance and success of the assigned TSC 1 and TSC 2 team, ensuring achievement of Ricoh sales objectives through coaching, accountability, business planning, and execution excellence.
• Accountable for contributing to the achievement of regional sales objectives, including Hardware Sales revenue goals ranging from approximately $95M-$150M and Consumables Sales revenue goals ranging from $65M-$100M.

Strategic Business Development Influence

• Serve as the regional representative within the Dealer Business Development organization and actively participate in developing go-to-market strategies, national programs, communications, resource utilization, and dealer events.
• Partner with internal stakeholders and field leadership teams to identify opportunities, share best practices, and support strategic business initiatives across the region.

Executive Dealer Relationship Management

• Regularly engage with dealer ownership, principals, and executive leadership in the field, building trusted relationships and maintaining strategic alignment.
• Maintain dealer confidence, identify growth opportunities, and drive an improved dealer experience at the field level.
• Work hand-in-hand with the TSC team to execute dealer initiatives, programs, promotions, and incentive opportunities.

Strategic Leadership, Execution & Dealer Enablement

• Lead and direct the TSC team in major regional initiatives, planning activities, dealer programs, product launches, training efforts, and dealer development initiatives. Ensure CRM utilization and data quality standards.
• Requires strategic thinking, sales leadership, negotiation skills, and the ability to influence dealers to preference Ricoh solutions in day-to-day selling activities.

QUALIFICATIONS (Education, Experience, and Certifications)

• BS degree or equivalent experience in Sales and Marketing.
• Requires 10+ years of channel field sales experience; 5+ years with Ricoh US Dealers preferred.
• 3+ years of management experience in manufacturer channel sales.
• Proven sales success.
• Demonstrated ability to lead, influence, and collaborate successfully across a large, matrixed enterprise organization, aligning cross-functional stakeholders to execute strategic business priorities.
• Driving technology services and solutions requirements, including customer engagement.
• Ability to develop and strengthen relationships with channel partners and their clients across the assigned geography to support business growth and long-term account success.

KNOWLEDGE, SKILLS AND ABILITIES

• Advanced negotiation and collaboration skills
• Advanced verbal and written communication skills
• Superior presentation skills
• Strong balance of sales leadership and analytical capabilities
• Strategic agility
• Process-oriented mindset
• Ability to utilize CRM tools to manage, measure, and plan business activities for the sales team; Salesforce experience preferred.

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Typically, an office environment with adequate lighting and ventilation, and a normal range of temperature and noise level.
• Work assignments are diversified. Interpret, comprehend and apply complex material, data and instruction - prepare, provide and convey diversified information.
• Minimal physical effort required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically with less than 10 lbs. (e.g., papers, books, files and small parts, etc.). Moderate dexterity - regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination.
• Must be able to travel in the field with overnight stays at least 25% of the month in your assigned territory.

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.