What you will be doing
To lead, manage and develop the Ricoh Customer Acquisition strategy, responsible for driving new business growth by securing high-value enterprise accounts. This role focuses on identifying, engaging, and converting key decision-makers within target organisations. Success requires a strategic approach to outbound prospecting, relationship-building, and deal-closing in the region of £10m-£m.
Key Accountabilities:
Analysis of Prospect bank to assimilate and prioritise target accounts, to ensure maximum results, including identification of 5-10 ‘lighthouse’ accounts
Responsible for successfully identifying new business opportunities and building strong relationships at Executive-level, to develop and capitalise on a robust pipeline of future business which optimises the strategic balance between growth, revenue and margin across all lines of business
To lead the Acquisition Function and proactively collaborate with the wider sales team to transition net accounts from incubation to run rate business and contribute to the overall sales budget
To be responsible for proactively driving the achievement of conversion of complex high-value deals with new customers, ensuring alignment between the product offering and a deep understanding of customer needs
To be responsible for maintaining Ricoh’s competitive Advantage when selling into the enterprise space, ensuring effective specialist support is provided and outstanding customer experience is prioritised through all engagements
To be responsible for maintaining sales tracking tools/systems, to accurately capture and update the pipeline of opportunities, to allow achievement of targets to be reviewed, and provide accurate forecasting around sales data.
To proactively manage, engage and develop a team of direct reports, defining team KPIs. Building commitment to maximise team performance by providing direction. Inspire team to achieve high standards of performance, leading by example, displaying integrity and professionalism at all times. You will ideally have
Knowledge, Skills and Experience Required:
Significant experience in B2B sales and a strong track record of delivering complex high-value deals in a competitive environment
Experience of leading sales teams
Proven experience of following and setting strategic goals and plans
Consultative approach to customer engagement
Ability to accurately identify and engage with multiple key stakeholders
Effective questioning and active listening
Articulate with excellent presentation skills, with ability to articulate a sales offering up to and including C-suite level
Ability to inspire trust and confidence
Ability to challenge the norm and help clients change behaviour
Strong commercial awareness
Resilient and tenacious with the ability to calculate and manage risks We receive a high volume of applications for our roles, so we encourage you to apply as soon as possible
In return for your commitment, you can expect
We’re looking for individuals with values and causes, strengths and weaknesses, passions and ideas. Bring your unique energy, and we’ll match it with opportunities to create the future.
In return for your commitment, we can offer you:
working in line with role requirements
An
Excellent package with solid basic, strong bonus and company benefits including: A competitive holiday entitlement, two days special leave per annum for volunteering, additional holiday purchase scheme
Flexible retirement plan
to support your physical, emotional and financial health including Employee Assistance Programme, financial protection, life cover and will writing, medical protection, gym, travel and retail discounts, and more.
Company car / car allowance (role-specific), cycle to work scheme Opportunity to join a global company