Strategic Account Manager

Há 2 dias

São Paulo, São Paulo, Brasil Ricoh Americalatina Tempo inteiro

Come and discover Ricoh , a Digital Services Company

At Ricoh, we empower people to find fulfillment through work so they can unleash their potential and creativity to realize a sustainable future. Come join our team and help us continue digitally transforming our clients' businesses.

POSITION PROFILE:

The Strategic Accounts Manager is primarily responsible for new account business generation and developing strategic partnerships within a defined listing of regional and global accounts.

Responsible also for achieving total revenue growth, digital services revenue growth, and gross profit through acquiring new clients in a defined list of accounts identified as Zero-Base Accounts (ZBA) and expanding the OS portfolio in named regional strategic accounts.

In addition to performance indicators, the position ensures overall customer satisfaction and development. The account list includes the top Ricoh Global Focus Accounts and the RLATo Regional Accounts.

JOB DUTIES AND RESPONSIBILITIES

  • Drive high levels of prospecting activity to identify new selling engagements.
  • Lead consultative team selling and collaborate with regional subject matter experts (SMEs) and Bid & Proposal Specialists.
  • Influence internal and external stakeholders to support the program objectives.
  • Lead and facilitate collaboration with Subsidiaries' Workplace Account Managers and Service Delivery Managers. In partnership with Bid & Proposal specialists in countries, understand and lead the pricing, proposal, and contract process.
  • Own, design, and lead strategic-level client meetings, executive-level briefings, account plans, value proposition presentations, proposals, assessments, RFP/RFQ responses, and Customer Experience Reviews.
  • Clearly articulate Ricoh's value proposition in the industry and its value to the client.
  • Meet or exceed targets for new account wins, new and existing revenue, services, annuity, and gross profit expectations.
  • Leverage processes and tools (e.g., CRM) to drive strategic account selling. Act as the main commercial point of contact for these accounts' incoming and outbound business opportunities.
  • Report business plans versus actuals to their immediate manager monthly.
  • Facilitate the resolution of issues through the appropriate channel or structure to ensure optimal customer satisfaction levels.
  • Other duties as assigned.

QUALIFICATIONS (Education, Experience, and Certifications):

  • Bachelor's degree or equivalent experience in a related field is required.
  • Previous enterprise account experience is a must. Global/Regional account experience is preferred.
  • Experience in managing enterprise account programs and setting goals by defining and prioritizing specific, realistic objectives.
  • Must have a proven sales track record and 5+ years of related experience.
  • Bilingual — Spanish, English, and Portuguese required for Brazil only.
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