Finishing Sales Program Manager

Ricoh • Chicago, IL

24d

About The Position

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.

Requirements

• 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.
• 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.

Nice To Haves

• Master’s degree preferred or equivalent related experience.
• Demonstrated success within strategic channels or verticals; experience in National Franchise Print is preferred.

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.

Benefits

• 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.

What This Job Offers

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