Director, Enterprise Accounts

Director, Enterprise Accounts Position Profile

The Director, Enterprise accounts leads a team of geographically based Client Executives to drive service transformation within assigned accounts. This role is accountable for driving profitable sales results by ensuring close relationships with line of business owners, strong understanding of their business challenges and leveraging Ricoh’s services portfolio and subject matter experts to solve these business challenges. This role is responsible for managing required sales activities and KPIs essential to achieve company targets.

• Primary responsibility for the role is to ensure our teams are driving digital transformation strategy for our key accounts and industries.
• Responsible for profitable growth for assigned accounts, including contract retention, expansion, ZBA and addition of services.
• Hold Client Executives accountable to drive sales activities, achieve specific KPIs, and close deals at the client level resulting in deeper penetration into the account.
• Set clear expectations by creating rigor and routine and inspecting activity that supports the sales objectives.
• Collaborates with internal resources to align activities, support, and talent to deliver sales targets and objectives.
• Possesses the ability to negotiate issues with customers and internal organization.
• Hire, coach and develop talent.
• Sustainably coaches for performance and consistently provides immediate and effective feedback.
• Assesses talent and identifies strengths and development opportunities.
• Create development plans with team.
• Responsible for profitable revenue growth and expense management.
• Engages proactively to achieve company financial targets.
• Performs other duties as assigned.

• Bachelor’s degree or equivalent experience in related field.
• 5 years consultative selling experience at the F5000 level.
• 5 years sales management experience.
• Proven experience developing C-level relationships.

• Possesses a strong understanding of organizational dynamics.
• Agile leader who leads people and activity with a sense of urgency.
• Understands the Ricoh operating model and how to navigate it.
• Outstanding verbal and written communication skills.
• Excellent interpersonal relationships.
• IT infrastructure knowledge and savvy on enterprise operational standards.
• Strong Business and Financial acumen.
• Proven ability to effectively coach and develop sales executives.
• Ability to hold team and self accountable to close deals and achieve sales goals.

• Typically, an office environment with adequate lighting and ventilation, and a normal range of temperature and noise level.
• Work assignments are diversified. Interpret, comprehend and apply complex material, data and instruction – prepare, provide and convey diversified information.
• Minimal physical effort required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically with less than 10 lbs. (e.g., papers, books, files and small parts, etc.). Moderate dexterity – regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination.
• Travel required (approx 30%); including overnight travel.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with a job.

If you are seeking a team driven by passion and purpose, come create with us  are a team of information seekers and customer-obsessed collaborators who aspire to deliver the services, solutions, and technologies that empower business success. We are looking for talented, inspired individuals to join us to help drive high-performance team and our commitment to excellence.

Ricoh is an integrated solutions provider and partner that connects people and technology, creates outstanding customer experiences, and delivers innovation for businesses worldwide. We empower…