Account Manager - Public Sector - Field Based; UK

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Role:
Account Manager - Public Sector

Location:

Field based - Home Counties

Package:
Competitive salary, commission, company car plus additional company benefits

Ricoh is a global technology business. As a company born in print, we design and manufacture graphic solutions that transform communications. To keep up with the pace of change in the workplace, we have built an extensive portfolio of innovative, industry‑leading digital services spanning everything from Cloud & IT infrastructure solutions to process automation tools. Everything we do is designed to help individuals achieve fulfilment through work.

Through technology, we make work smarter and more creative, enabling people to lead purposeful working lives and organisations to become more productive, sustainable and profitable.

• To be a Ricoh ambassador who exceeds performance expectations and productivity levels, leads by example and displays all Ricoh values positively, shares successes and mentors potential Account Directors.
• To be responsible for achieving and driving forward assigned sales targets to ensure overall divisional budget requirements are met.
• To provide strategic insight regarding the customer’s business/vertical and help customers to think differently, bringing new ideas and creative and innovative ways to help the customer’s business and actually solve their problems/meet their challenges.
• To proactively understand/diagnose customers underlying problems or challenges via a consultative selling approach that identifies new, sustainable, customised means of addressing those challenges (teach customers things they don’t know) across our core business, ITS, RGS and Outsourcing.
• To increase our brand and credibility as a Digital Services Business being recognised as a unique trusted partner within the industry.
• To reduce the complexity and risk for customers by helping them to make purchasing decisions that are right for them and fit the customers’ longer‑term strategy.
• To drive sales, margins and deliver customer value in any kind of economic environment.
• To protect premium pricing through well‑designed solutions sales.
• To proactively identify key stakeholders and personas through the use of strategic account plans and use this data to strategically drive future sales opportunities.
• To be accountable for determining the right metrics to measure success and to identify return on investment (based on performance of the customer’s business) to demonstrate how Ricoh has added value to the customer’s business.
• To maintain sales data aligned to assigned accounts, updating all relevant sales systems with accurate information to enable effective analysis of opportunities, pipeline and scope of interactions within any account.
• To utilise social media to promote the Ricoh brand by providing insight, gaining broader high‑level contacts and networks to nurture future relationships.

• Significant experience in a relevant, B2B, Public Sector sales environment
• Demonstrable track record of clean sales and of managing the end‑to‑end sales process
• Demonstrate sufficient knowledge to articulate Ricoh’s key Value Propositions (OP, OS, RGS and AS/BPS) at C‑suite level.
• Ability to accurately identify and engage with multiple key stakeholders
• Effective questioning and active listening skills
• Excellent presentation skills
• Inspires trust and confidence and creates a positive impression/has ‘gravitas’ in front of customers
• Resilient and tenacious with the ability to calculate and manage risks where appropriate
• Always have an empathetic selling approach understanding the customers point of view
• Understands the customer’s business/vertical – economic drivers/customer’s value drivers
• Commercially aware/business acumen – keeps abreast of the market
• Not afraid to share views even when they’re different and potentially controversial
• Able to think about complex issues from a different perspective/bring fresh insight
• Initiate and control high‑level debate using strong two‑way…