5-7 years of experience in technology sales or related field
Proven track record in managing complex sales involving hardware and software
Strong business and financial acumen
Exceptional analytical and strategic skills
Excellent communication skills for diverse audiences
Self-directed with a results-oriented mindset
Proficient in CRM, Excel, and PowerPoint
Responsibilities
Establish and execute growth initiatives with assigned Dealers
Influence mid-sized dealer sales organizations and build connections
Create and facilitate customized training programs for sales reps
Engage in Dealer sales activities to differentiate Ricoh's offerings
Deploy creative methods to adapt to the digital sales environment
Influence a solutions-oriented approach to Ricoh's Digital Sales portfolio
Build strategic relationships with Dealer ownership and sales leadership
Act as a catalyst for Ricoh's growth and digital transformation objectives
Conduct up to 50% travel for dealer interactions and sales meetings
Monitor Dealer succession plans and influence expansion strategies
Benefits
Broad selection of medical, dental, life, and disability insurance options
Retirement Savings Plan (401K), Health Savings Account (HSA), and Flexible Spending Account (FSA)
Tuition assistance programs for ongoing education
Paid vacation time and holidays annually
Additional benefits for health, wellness, and personal development
Full Job Description
Job Description
Technology Sales Consultant
$100,000 - $120,000 per year
Commission Eligible
Position Profile:
The role of the Technology Sales Consultant II (TSC) is pivotal in driving significant revenue growth and enhancing the company's market presence. By working closely with large and mid-size growth dealers, the TSC is responsible for maintaining and expanding gross revenue sales of $12M-$15M annually in most cases. This role is crucial in maximizing Return on Sales through the strategic utilization of Ricoh hardware, aftermarket products, software, and services. With a strong emphasis on Digital Selling, the TSC influences and impacts Dealer sales managers and sales representatives, fostering mind share and brand loyalty at the transaction level. This is achieved through the implementation of strategies and initiatives established at the Dealer Principal level.
Job Duties and Responsibilities:
Establish and execute growth initiatives and shelf space wins with assigned Dealers. Creates significant Digital Sales value, impacting Ricoh sales results with mid-size to large dealers ($5M - $24M).
Effectively influences mid-sized dealer sales organizations (5 - 30 reps) and build connections with diverse sales forces across multiple dealers or dealer locations.
Create and facilitate customized programs, training, and field-based activities to engage both seasoned, established reps and those new to the industry.
Engage and bring value to Dealer sales activities, differentiating Ricoh's offerings from other manufacturers.
Deploy creative and non-traditional methods to address the ever-changing digital sales business environment.
Influence a solutions-oriented approach to differentiate Ricoh Digital Sales portfolio, with primary focus on 5-30-unit takeaways from competitors, while also supporting SLG and major accounts when appropriate.
Build strategic relationships and trust with Dealer ownership, sales leadership, and field-based sales representatives. Lead joint planning processes to develop detailed initiatives around growth, focusing on ZBA and shelf space growth.
Act as catalyst to support Ricoh's growth and digital transformation objectives while integrating into the Dealer's business goals and capabilities.
The assignment includes up to 50% travel for onsite interactions to conduct dealer GDP negotiations, joint business planning, sales meetings, and commercial and SLG customer account calls. Work with dealer sales executives from prospect selection and research to proof of concept and closing.
Demonstrates, differentiates, and promotes the Ricoh hardware and software solutions portfolio to condition and influence the Dealer salesforce and go-to-market strategies.
Monitor Dealer succession plans and participate in acquisition planning, influencing expansion strategies to leverage Ricoh in taking share through competitive acquisition.
Point person for Ricoh market team activity, facilitating resources from adjacent Ricoh groups to deliver effective solutions support
Secure aftermarket targets by managing growth and compliance of Ricoh Parts and Supplies purchases.
Knowledge, Skills and Abilities:
Strong selling and presentation skills, with proven knowledge dealing with complex sales including hardware, software, and advanced solutions
Ability to give appropriate consultation to dealer principals regarding company management
Strong business and financial acumen.
Exceptional analytical, strategic and organizational skills
Ability to work in a professional, team-oriented environment leveraging resources as required
Highly developed communications skills, both oral and written, with ability to present to high level executives, internal and external customers and diverse audiences.
Possess strong ability for self-direction and high degree of initiative. Results oriented
Proficient in managing visual communications, CRM, Excel, Power Point
Superior time management skills with ability to effectively maximize customer-facing interaction time
Strong listening and problem-solving skills
Working Conditions and Physical Demands:
Must be able to work independently from home office or in team environment when in office location
Work with cyclical stress due to frequent goals and deadlines
Ability to prioritize responsibilities. Dealer assignments are diversified and require analytical and strategic thinking to prepare and convey diverse information
Requires regular Dealer/customer site visits, either in person or through use of Ricoh technology, whose locations are throughout Region territory
Frequent travel required - up to 50% when permitted. Visit Dealers once per month
Requires moderate dexterity, regular application of basic skills
Choose from a broad selection of medical, dental, life, and disability insurance options.
Contribute to your financial security with Retirement Savings Plan (401K), Health Savings Account (HSA), and Flexible Spending Account (FSA) investments.
Augment your education with team member tuition assistance programs.
Enjoy paid vacation time and paid holidays annually
Tap into many other benefits to enhance your health, wellness, and ongoing personal and professional development.
About Ricoh USA, Inc.
Ricoh USA, Inc. is a technology company that provides document management solutions, IT services, commercial and industrial printing, digital cameras, and industrial systems. The company is a subsidiary of Ricoh Company, Ltd., a Japanese multinational imaging and electronics company. Ricoh USA, Inc. was founded in 1962 and is headquartered in Malvern, Pennsylvania.
