Job Description

Le/la Conseiller(ere) principal(e), Solutions - Ventes commerciales agit a titre de cadre client, avec un focus sur un marche vertical specifique du secteur commercial. Il/elle possede une comprehension approfondie de l'ensemble du portefeuille Ricoh -- materiel, logiciels et services -- et sait demontrer comment ces solutions s'integrent afin de soutenir les efforts de modernisation des clients du secteur commercial. L'orientation strategique, la croissance et l'atteinte des resultats relevent ultimement de sa responsabilite.

Taches et responsabilites

Identifier, developper et conclure de nouvelles affaires, tout en gerant les relations existantes afin d'assurer le renouvellement et la fidelisation des clients commerciaux. Elaborer des plans de developpement et des strategies pour chaque compte cible. Collaborer et mobiliser efficacement les ressources internes (cadres superieurs, architectes de solutions, services professionnels, experts, etc.) dans le cadre des opportunites de vente. Gerer l'ensemble des activites de vente et assurer la fiabilite des previsions en utilisant les outils appropries (Salesforce) et en atteignant les KPI de vente (activite, pipeline, taux de reussite, etc.). Preparer et animer des presentations commerciales et des demonstrations de produits personnalisees. Comprendre les enjeux, besoins et opportunites propres au marche vertical commercial et les relier aux solutions offertes par Ricoh. Stimuler une croissance rentable dans les comptes assignes par l'engagement client, la retention et l'expansion des contrats, ainsi que l'ajout de solutions et services. Developper des relations solides avec les parties prenantes executives afin de faciliter la fidelisation et la croissance des comptes. Gerer de facon autonome les rencontres et engagements clients, en mobilisant les experts internes pour positionner, proposer et conclure des ententes. Effectuer toute autre tache assignee par la direction.

Qualifications minimales

Diplome collegial ou universitaire (de preference en administration/commerce) ou experience equivalente dans un domaine connexe. Experience en vente dans le secteur commercial. Experience dans la gestion et la conclusion de cycles de vente complexes au niveau entreprise. Historique demontre de depassement des quotas. Experience dans un role de vente a quota, idealement en TI ou dans un environnement de vente consultative (services, logiciels et solutions SaaS -- sur site et infonuagiques). Capacite demontree a travailler efficacement au sein d'une equipe specialisee.

Qualifications souhaitees

Reseau de contacts etabli. Competences informatiques avancees, notamment Salesforce.com et O365.

Competences

Excellentes aptitudes en communication orale et ecrite, incluant la production de rapports et de previsions. Competences exceptionnelles en presentation. Fortes competences en vente, alliees a des capacites analytiques, organisationnelles et relationnelles solides. Orientation marquee vers le travail d'equipe. Grande attention aux details. Excellentes competences en vente consultative et approche basee sur les besoins, axee sur la construction de relations solides. Experience confirmee en vente de solutions d'entreprise, idealement dans les logiciels TI et services professionnels. Capacite a analyser les environnements clients et a elaborer des strategies pour accroitre et developper les services. Habiletes reconnues en influence et en negociation, combinees a du tact et de la diplomatie. Excellente gestion du temps et aptitude a gerer plusieurs priorites et echeanciers simultanement. Capacite a demeurer a jour sur les technologies et tendances du marche. Aptitude a maintenir des relations positives et productives avec les collegues, pairs, gestionnaires, equipes de vente et autres departements de Ricoh. Capacite a gerer les conflits et a resoudre efficacement les problemes dans un contexte rapide et exigeant.

A propos de Ricoh

Ricoh est une entreprise mondiale de gestion de l'information et de services numeriques qui connecte la technologie, les processus et les personnes au sein d'organisations progressistes. Leader reconnu en flux documentaire, automatisation des processus, transformation numerique et securite, Ricoh compte plus de 90 000 employes a travers le monde. Chaque jour, nous accompagnons des entreprises de toutes tailles afin d'optimiser leurs solutions d'affaires de bout en bout.



The Solutions Sales Executive - Commercial Sales acts as a client executive, focusing on a specific vertical market within the commercial sector. They possess a deep understanding of Ricoh's entire portfolio--hardware, software, and services--and can demonstrate how these solutions integrate to support the modernization efforts of commercial sector clients. Strategic direction, growth, and achieving results ultimately fall under their responsibility.

Duties and Responsibilities

Identify, develop, and close new business while managing existing relationships to ensure renewal and customer retention. Develop growth plans and strategies for each target account. Collaborate and effectively mobilize internal resources (senior executives, solution architects, professional services, experts, etc.) for sales opportunities. Manage all sales activities and ensure forecast reliability using appropriate tools (e.g., Salesforce) and by meeting sales KPIs (activity, pipeline, win rate, etc.). Prepare and deliver business presentations and customized product demonstrations. Understand the challenges, needs, and opportunities specific to the commercial vertical market and align them with Ricoh's solutions. Drive profitable growth in assigned accounts through client engagement, retention, contract expansion, and the addition of solutions and services. Build strong relationships with executive stakeholders to facilitate account retention and growth. Independently manage client meetings and engagements, leveraging internal experts to position, propose, and close deals. Perform any other tasks assigned by management.

Minimum Qualifications

College or university degree (preferably in business/commerce) or equivalent experience in a related field. Sales experience in the commercial sector. Experience managing and closing complex enterprise-level sales cycles. Proven track record of exceeding quotas. Experience in a quota-carrying sales role, ideally in IT or a consultative sales environment (services, software, and SaaS solutions--on-premises and cloud-based). Demonstrated ability to work effectively within a specialized team.

Preferred Qualifications

Established network of contacts. Advanced computer skills, especially with Salesforce.com and Microsoft O365.

Skills

Excellent verbal and written communication skills, including report and forecast creation. Outstanding presentation skills. Strong sales abilities combined with solid analytical, organizational, and interpersonal skills. Strong team-oriented mindset. High attention to detail. Excellent consultative selling skills and a needs-based approach focused on building strong relationships. Proven experience in enterprise solution sales, ideally in IT software and professional services. Ability to analyze client environments and develop strategies to grow and expand services. Recognized influence and negotiation skills, combined with tact and diplomacy. Excellent time management and ability to handle multiple priorities and deadlines simultaneously. Ability to stay current on technologies and market trends. Ability to maintain positive and productive relationships with colleagues, peers, managers, sales teams, and other Ricoh departments. Ability to manage conflicts and effectively solve problems in a fast-paced, demanding environment.

About Ricoh

Ricoh is a global information management and digital services company that connects technology, processes, and people within forward-thinking organizations. A recognized leader in document workflow, process automation, digital transformation, and security, Ricoh employs over 90,000 people worldwide. Every day, we support businesses of all sizes in optimizing their end-to-end business solutions.