Client Acquisition Director

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Ricoh are currently recruiting for a Client Acquisition Director based out of France or French‑speaking Switzerland. This is a senior business leader responsible for new client acquisition of large and strategic target accounts headquartered in the region (including Fortune 500 Europe businesses).

Identify, pursue, and secure new global enterprise accounts with a focus on high-revenue, high-potential opportunities valued at $10M+ in total contract spend. Customer wins will grow RICOH’s overall market share.

Develop and execute comprehensive global account acquisition strategies aligned with customer digital transformation goals, leveraging our full portfolio of solutions.

Build trusted advisor relationships with senior decision‑makers (IT, Finance, Operations, Procurement, Corporate Real Estate, etc.), positioning our organization as a strategic technology partner.

Articulate the value of integrated solutions spanning Managed Print Services, Workplace Experience, and Business Process Automation, driving innovation, operational efficiency, and workplace modernization for clients.

Collaborate and lead virtual, cross‑functional global teams — including Business Development, Technology SMEs, Solution Architects, global and regional Sales teams, and Portfolio leaders — ensuring seamless pursuit execution.

Lead high‑stakes negotiations with global procurement and legal teams, structuring large‑scale, multi‑region agreements that balance client needs, profitability, and long‑term growth objectives.

Stay ahead of global and regional market trends, competitive landscape, and emerging technologies. Bring insight‑driven, consultative recommendations that challenge customer thinking and inspire action.

Provide regular progress updates and strategy refinements to senior internal stakeholders, ensuring transparency, alignment, and timely approvals for complex, high‑value deals.

• Situational analysis of customer’s business and opportunity bridge to RICOH strategy and offerings
• Framework for specific account priorities and actions, including activity within each stage of sales cycle
• Clear approach to meet or exceed financial and non‑financial targets, including identifying gaps and taking corrective action
• Grow wallet share in strategic new business areas for RICOH with a particular focus on Workplace Experience and the customer’s digital transformation journey through co‑creation and strategic roadmap activities

• Build strong senior stakeholder and operational network within the target account’s organization and align to Ricoh
• Identify, develop, and maintain strong relationships within the target account team e.g. Coach, Influencer, Decision Maker, Gatekeeper, Executive
• Develop a deep understanding of the target account’s business and industry/vertical market. Bring thought leadership, share insights, and challenge the target account’s thinking to inspire action
• Understand the target account’s investment and decision‑making process

• Motivate and inspire a team including Regional, Local and Global stakeholders including sales, technical, and service delivery in line with Global Team Selling approach
• Sales leadership to local Operating Companies and Portfolio teams via a matrix reporting line
• Efficiently qualify opportunities – assess the fit and affordability with the target account
• Provide timely and accurate management information for business forecasting and budgeting
• Accountable for international enterprise wins in order of magnitude of $10m+ per annum

• Fluent in English and French. Additional language(s) beneficial but not required
• A dynamic and results‑driven senior sales leader with strong knowledge of both consultative selling and managed services
• Experienced in global and/or regional business transactions: knowledge around legal,…