Account Manager

Account Manager Overview

The Account Manager is responsible for driving new business development, expanding existing customer relationships, and helping clients solve critical business challenges through Ricoh's technology and digital transformation solutions. This role requires a consultative sales approach, focusing on understanding customer needs, business objectives, and decision-making processes to position Ricoh's solutions effectively.

Key Responsibilities

• Generate new business opportunities and grow existing accounts.
• Build relationships with key decision-makers and influencers.
• Identify and solve customer business challenges through research, discovery, and consultative questioning.
• Understand customer buying behaviors and business needs rather than focusing solely on products or services.
• Effectively communicate the value of Ricoh's solutions and digital transformation capabilities.
• Demonstrate how technology investments can positively impact a customer's financial performance.
• Deliver professional presentations and solution recommendations both virtually and in person.
• Increase market share through strategic business development activities.

Required Qualifications

• Bachelor's degree or equivalent professional experience.
• Minimum of 3 years of business development, account management, or sales experience.
• Strong verbal and written communication skills.
• Ability to research customer organizations and conduct business-level conversations.
• Proven ability to manage multiple accounts and priorities effectively.
• Foundational understanding of financial concepts, including P&L components.

Preferred Qualifications

• Experience selling IT services, software solutions, or technology-based services.
• Knowledge of document management, workflow automation, or digital transformation solutions.

Key Skills and Competencies

• Business development and prospecting expertise.
• Relationship-building and stakeholder management.
• Consultative and solution-based selling.
• Strategic thinking and problem-solving.
• Executive-level communication and presentation skills.
• Collaboration and influence across teams and customer organizations.
• Ability to assess customer environments and develop expansion strategies.
• Strong learning agility and adaptability.
• Capability to build sponsorship and advocacy throughout the customer buying process.

Working Environment

• Primarily office-based with standard business working conditions.
• Work involves analyzing complex information and communicating recommendations effectively.
• Minimal physical demands, with occasional lifting of items under 10 pounds.
• Approximately 20% travel required, including occasional overnight travel.