Industry Services Consultant, Healthcare Services Sales

Overview

The Industry (Health Care, Life Sciences) Solutions Consultant (ISS) supports the design and execution of the account strategy, working closely with leadership of the line of business and other key delivery team members. The ISS is accountable for driving profitable revenue growth with Ricoh’s targeted industry solutions portfolio within the industry assignment. The role requires navigating a highly matrixed environment, maintaining a 360° view of stakeholders and contributors within assigned accounts, and gaining an understanding of the customer’s business and technology requirements to create compelling business solutions that meet the client’s needs and business outcomes.

The ISS collaborates with the lead design SME to ensure proper scoping and technology requirements and to develop customized solutions for customers.

Job duties and responsibilities

Note:

The following responsibilities are organized into thematic areas.

• Participate in industry related webinars and events; stay informed on trends and challenges within the assign industry
• Incorporate the Ricoh value proposition into everyday client discussions
• Be seen as a SME in presenting, promoting and solutioning within the Healthcare sector
• Deliver concise, well-written business cases tailored to each customer’s needs
• Accountable for self-development, staying current with new and developing industry trends

• Consult with the customer with high industry/domain/technology expertise in workflow automation and document processing
• Work independently or with other design resources; engage technical presale resources or Implementation Subject Matter Experts for more complex solutions
• Perform initial discovery and conceptual design to meet client needs
• Collaborate with the Centre of Excellence to develop innovative ideas and solutions

• Encourage and build positive relationships; communicate effectively with co-workers and outside vendors
• Develop new business-level relationships with clients
• Drive to meet or exceed assigned revenue and target metrics within assigned accounts

• Generate new opportunities within assigned accounts in a team-selling environment
• Maintain frequent communication of activities and account status with the assigned account team
• Follow Ricoh's Methodology Framework to ensure projects are scoped and delivered in line with customer expectations; collaborate with design, project management, operations and implementation teams to address customer needs

• Four-year college degree preferred, or equivalent experience in a related field
• 8+ years demonstrated success acting as an SME within the Industry
• Minimum 5+ years of successful selling experience in the relevant industry
• Experience in supporting consultative solutions, selling to multiple functional areas within large complex accounts (hunting and farming), directly and through partners
• Existing relationships with and understanding of current Industry players
• Experience working within a team selling environment; ability to gain alignment from cross-functional areas
• Excellent presentation skills (written and verbal)
• Ability to set goals by defining and prioritizing specific, realistic objectives
• Strong project management skills
• Relevant industry and solution certifications

• Ability to design, sell and articulate a strong business case for Ricoh’s services and solutions portfolio
• Advanced technical understanding of the customer’s work environment and how to apply the portfolio to address business objectives
• Strong ability to lead solution design, integrating with typical customer infrastructure and workflows
• Strong interpersonal, time management and organizational skills
• Demonstrated ability to work with or lead diverse teams to formulate Healthcare services and solutions
• Strong leadership attributes, strategic thought leadership, and verbal and written communication for presenting to C-level customers
• Ability to analyze complex data from multiple sources to identify issues and propose…