Account Sales Manager

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Account Manager Overview

The Account Manager (AM) addresses critical business challenges while developing new and expanding existing customer relationships. The AM focuses on understanding each customer’s environment and aligning Ricoh solutions with their mission‑critical goals through strong relationships with decision‑makers and key influencers.

Job Duties and Responsibilities

• Drive business development activities to grow Ricoh’s market presence.
• Develop a deep understanding of the customer’s environment to identify opportunities within new and existing accounts.
• Build relationships with decision‑makers and influencers to generate sales opportunities and increase market share.
• Identify, uncover, and solve critical customer business challenges through research and strategic questioning.
• Understand how customers make buying decisions, focusing on business needs rather than predefined products or services.
• Clearly differentiate Ricoh’s capabilities by using storytelling to illustrate how Ricoh accelerates digital transformation.
• Articulate how purchase decisions impact a customer’s financial performance.
• Develop and confidently deliver compelling presentations, both in person and virtually.
• Demonstrate exceptional verbal and written communication skills.

Qualifications (Education, Experience, and Certifications)

• Bachelor’s degree or equivalent experience required.
• Minimum of 3 years of demonstrated business development experience.
• Experience in an IT and/or software services environment preferred.
• Knowledge of document workflow solutions and business processes preferred.
• Foundational understanding of P&L components.
• Strong ability to research and analyze customer environments to support meaningful business conversations.
• Proven ability to manage multiple accounts simultaneously while maintaining attention to detail.

Knowledge, Skills, and Abilities

• Demonstrated success using collaboration to build influence and drive outcomes.
• Solid understanding of the solution design process.
• Brings thought leadership to customer engagements.
• Outstanding written and verbal communication skills.
• Proven ability to develop and maintain professional relationships with key stakeholders.
• Maintains current knowledge of Ricoh products and solutions.
• Ability to assess customer environments and develop strategies to extend and expand core services across the enterprise.
• Strong learning agility.
• Ability to navigate customer approval processes by creating sponsors and advocates.

Working Conditions, Mental, and Physical Demands

• Primarily office-based work environment with standard lighting, ventilation, temperature, and noise levels.
• Work assignments are varied and may require interpreting and applying complex information, data, and instructions, as well as preparing and presenting diverse materials.
• Minimal physical effort required; work is largely sedentary but may include occasional walking, standing, bending, reaching, or lifting items under 10 pounds (e.g., papers, files).
• Moderate dexterity required for routine tasks such as keyboarding and tool use.
• Approximately 20% travel required, including potential overnight travel.