Account Manager- Public Sector

Ricoh • Mississauga, ON

17h • CA$70,000 - CA$85,000 • Onsite

About The Position

The Account Manager solves critical business challenges and cultivates new customer relationships across the public sector, with a specialization in publicly funded agencies. This is a hunting role focused primarily on acquiring net-new accounts. The AM will focus on understanding the customer’s environment and mandates and align appropriate Ricoh solutions to their mission-critical goals and objectives through relationship building with decision-makers and influencers.

Requirements

• Bachelor's Degree or equivalent experience required
• 5+ years of sales experience in a B2B environment, IT or consultative selling environment
• Public sector sales experience with a track record of winning net-new accounts strongly preferred; experience selling to publicly funded agencies, boards, or not-for-profits is an asset
• Experience in IT and/or Software services environment preferred
• Understanding of document workflow solutions and processes preferred
• Strong business acumen including financial analysis of proposals and foundational knowledge of P&L components
• Ability to research and analyze customers to enable appropriate business conversations across the account
• Proven ability to manage multiple accounts at a time while maintaining sharp attention to detail
• Preferred experience selling digitization and automation as well as SaaS, PaaS, IT Services
• Demonstrated success with using collaboration to build influence.
• Sound understanding of the solution design process.
• Brings thought leadership to customer engagement.
• Excellent presentation skills, written and verbal communication skills.
• Proven ability to develop and maintain professional relationships with relevant stakeholders.
• Stays current with Ricoh offerings.
• Ability to assess customer environments and situations and create strategies for extending, expanding Core services throughout the customer enterprise.
• Strong learning agility
• Excellent communication skills
• Strives to understand and position favorably in the customer approval process creating sponsors and advocates.
• Strong analytical skills and good working knowledge of MS suite of business applications, CRM Software, LinkedIn and Proficient in Microsoft Office.
• Previous experience using consultative selling techniques with a focus on client value and return on investment vs. technical functionality.

Nice To Haves

• Public sector sales experience with a track record of winning net-new accounts strongly preferred
• experience selling to publicly funded agencies, boards, or not-for-profits is an asset
• Experience in IT and/or Software services environment preferred
• Understanding of document workflow solutions and processes preferred
• Preferred experience selling digitization and automation as well as SaaS, PaaS, IT Services

Responsibilities

• New business prospecting and development within the public sector and publicly funded agencies, including cold calling, scheduling and conducting client introductions, and face to face client meetings.
• Understand the customer’s environment. Open new doors with decision-makers and influencers to generate sales opportunities and win net-new public sector accounts to increase RICOH’s market share.
• Solve critical business challenges for the customer – those known and uncovered through research and questioning.
• Understand how customers are buying, not what they are buying – focusing on their needs, not a predetermined product or service.
• Differentiates Ricoh's ability to accelerate the transformation of the customer's digital environment through storytelling to uncover opportunities aligned to Ricoh's portfolio.
• Articulate how buying decisions can impact the customer's financial position.
• Develop and confidently deliver compelling presentations both in person and virtually.
• Use core sales tools / resources: CRM solutions, LinkedIn, Power BI, Hoovers, etc. to research and connect with customers and prospects to develop sales opportunities with current and potential Ricoh customers.
• Use consultative selling techniques with a focus on client value and return on investment.
• Identify clients’ business initiatives and articulate the value of Ricoh services on clients’ desired business outcomes.
• Independently execute strategic business development plans while coordinating with key internal stakeholders (e.g. operations, service teams, legal, support, etc.).
• Manage complex contract negotiations and serve as a liaison to the legal group and executive management team.
• Prepare and give business reviews to internal stakeholders and management team regarding progress and roadblocks to closing new customers.
• Build and maintain a net-new pipeline by proactively targeting publicly funded agencies, boards, and not-for-profits across the public sector.
• Navigate public sector procurement processes and funding cycles to position Ricoh and win net-new business.
• Performs other duties as assigned.

Benefits

• Select the medical, dental, life, and disability insurance coverage that fits your needs.
• Contribute to your financial security with Ricoh Canada’s Retirement plan, with company matching contributions.
• 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 such and ongoing personal and professional development.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior