Account Manager 2, Target

Ricoh Americas Holdings•Macon, GA

About The Position

The Account Manager is responsible for solving critical business challenges and developing new and expanded customer relationships. The role focuses on understanding customers’ business environments and aligning Ricoh solutions with their mission-critical goals and objectives. Success requires building strong relationships with decision-makers and key influencers while identifying opportunities to grow Ricoh’s market share. The position develops business within existing and prospective accounts, researches customer organizations to uncover challenges, and uses discovery and consultative questioning to identify solution opportunities. The Account Manager communicates Ricoh’s value proposition, supports customers’ digital transformation initiatives, and explains the financial and business impact of purchasing decisions. The role involves developing and delivering presentations in person and virtually, building trusted-advisor relationships, and approximately 20% travel, including occasional overnight travel.

Requirements

Bachelor's degree or equivalent work experience.
At least 3 years of proven business development experience.
Foundational understanding of profit and loss (P&L) concepts.
Ability to research, analyze, and understand customer business needs.
Proven success managing multiple accounts while maintaining strong attention to detail.
Strong collaboration and relationship-building skills.
Understanding of solution design and consultative sales processes.
Ability to provide thought leadership during customer engagements.
Excellent verbal, written, and presentation skills.
Ability to develop and maintain professional relationships with key stakeholders.
Knowledge of Ricoh's products, services, and technology offerings.
Strong learning agility and adaptability.

Nice To Haves

Experience within an IT, technology, software, or managed services environment.
Knowledge of document workflow solutions and business process automation.

Responsibilities

Develop new business opportunities within existing and prospective accounts.
Establish relationships with decision-makers and influencers to increase Ricoh's market presence.
Research customer organizations to uncover business challenges and identify solution opportunities.
Understand how customers buy and the business outcomes they seek rather than promoting specific products or services.
Use discovery and consultative questioning to solve known and undiscovered customer challenges.
Communicate Ricoh's value proposition and its ability to accelerate digital transformation initiatives.
Use storytelling to identify and create opportunities aligned with Ricoh's portfolio of solutions and services.
Articulate the financial and business impact of purchasing decisions.
Develop and deliver compelling presentations in in-person and virtual environments.
Build credibility and trusted-advisor relationships with customers and prospects.
Assess customer environments and create strategies to expand Ricoh solutions throughout the organization.
Navigate customer approval processes while developing internal champions, sponsors, and advocates.