Manager Franchise Management, Graphic Communications

Ricoh•Exton, PA

About The Position

The Director Franchise Management, Graphic Communications is a senior strategic leadership role responsible for the overall performance, growth, and profitability of Ricoh’s Franchise Print Network business across both Direct and Dealer sales channels. The role serves as a P&L-driven business leader who objectively determines the optimal go-to-market motion for franchise print customers, direct or dealer, based on customer needs, geographic economics, partner capability, and Ricoh profitability. Success in this role requires executive-level business judgment, financial acumen, and channel credibility, with the ability to balance franchise relationships while consistently making decisions that are in the best interest of both the client and Ricoh.

Requirements

Bachelor’s degree required; MBA or equivalent business experience strongly preferred.
10+ years of progressive experience in:
Commercial Print / Graphic Communications preferred
Strategic Channels, Franchise Management, or Complex Sales Leadership
Demonstrated success operating across both Direct and Dealer/Reseller channels.
Proven experience engaging at the executive and enterprise level, beyond transactional selling.
Strong financial and business acumen, including understanding of P&L, margin drivers, and cost-to-serve.
Ability to make objective, disciplined decisions in a dual-channel environment.
Executive-level communication, negotiation, and presentation skills.
Deep understanding of production print hardware, workflow software, services, and aftermarket models.
High degree of professional maturity, judgment, and credibility with internal and external leaders.
Comfort operating in ambiguity and building structure where none previously existed.
Advanced proficiency with CRM, Excel, PowerPoint, and business analytics tools.

Responsibilities

Own the end-to-end strategy for assigned Franchise Print Networks.
Act as the single point of accountability for franchise print performance across both Direct and Dealer channels.
Establish and govern channel routing decisions (Direct vs. Dealer) using objective criteria, including:
Geographic cost-to-serve and coverage
Account size, complexity, and solution requirements
Dealer capability, scale, and execution maturity
Margin, contribution, and long-term P&L impact
Serve as a trusted strategic advisor to franchise corporate leadership, clearly articulating Ricoh’s channel decisions and value proposition.
Apply P&L-level thinking to all franchise print decisions, balancing growth, margin, SG&A efficiency, and long-term annuity value.
Own and manage franchise-specific pricing books, programs, and discount structures across Direct and Dealer sales motions.
Partner with Finance, Pricing, and Sales Leadership to:
Ensure pricing discipline and margin integrity
Align franchise programs with Ricoh financial objectives
Identify opportunities for margin expansion and cost-to-serve optimization
Provide data-driven recommendations on where Ricoh should invest, scale, or selectively limit exposure within franchise print segments.
Define and enforce clear operating models between Direct Sales teams and Dealer partners supporting franchise print customers. Establish expectations for:
Deal registration and protection
Pricing governance and approvals
Reporting requirements and cadence
Conflict resolution and escalation paths
Serve as the final point of coordination when channel conflict arises, ensuring outcomes are fact-based, transparent, and enterprise-aligned.
Enable Dealers with clear guidance on when Ricoh expects them to lead, support, or defer to the Direct channel.
Design, implement, and own a consolidated franchise print reporting model combining:
Direct sales performance
Dealer sales performance
Pipeline, backlog, and installed base
Hardware, software, services, and aftermarket
Require and manage dealer reporting compliance to ensure full franchise visibility.
Lead regular franchise print business reviews with senior leadership, highlighting:
Growth performance vs. plan
Channel mix effectiveness
Margin and profitability trends
Strategic risks and expansion opportunities
Use analytics to proactively course-correct strategy and channel deployment.
Build and maintain executive-level relationships with franchise corporate leadership teams.
Partner closely with:
Direct Sales and Dealer Channel leadership
Finance, Pricing, and Legal
Marketing, Programs, and Strategy
Services and Operations
Influence without authority in a highly matrixed environment, aligning stakeholders around the optimal enterprise outcome.
Represent Ricoh at franchise print conventions, leadership summits, and strategic planning sessions as required.

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.

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