Parts and Supplies Sales Manager, Dealer Channel

Description for Internal Candidates

POSITION PROFILE

Responsible for establishing and/or expanding the strategic relationship between RICOH and its Dealer partners to maximize the sale of genuine parts and supplies (Aftermarket) in support of Dealer MIF. Implement a value-add approach that encourages Dealer commitment, growth, and "Sole-source" program compliance. Leverage RICOH's unique go-to-market strategy to differentiate RICOH Dealers in the marketplace. Apply a strong understanding of the office equipment industry service & operations business model, RICOH technology and RICOH's detailed sales reporting & analytics to identify, validate and quantify lost part and supply revenue. Coordinate with the RICOH market team to implement an appropriate Dealer growth strategy and talk track to recapture part and supply revenue and regain Dealer commitment to RICOH’s GDP program. Responsible for collecting and sharing market intelligence and Voice of Customer (VOC) to identify opportunities that create a RICOH advantage and improve sales results. Identify aftermarket marketing and business support deliverables that create an opportunity to grow revenue and increase Dealer commitment to RICOH.

Each RAM will be responsible for two regions, which include approximately 150 RICOH Dealers and responsibility for $150M in annual revenue. Manage revenue and key relationships predominately through virtual contact with occasional travel to Dealer and/or industry meeting locations to build relationships, trust and advance RICOH initiatives.

JOB DUTIES AND RESPONSIBILITIES

• Achieve and/or exceed assigned Aftermarket gross profit and revenue sales targets and business objectives by proactively engaging dealers to market the GDP / “Sole-Source” program. Manage Dealer commitment and program compliance.
• Effectively understand and use RICOH analytics to identify and quantify lost Dealer aftermarket revenue. Communicate non-compliance intel to National Aftermarket Manager & Region market team.
• Collaborate with RICOH’s market team to develop Dealer-by-Dealer strategies that encourage partnership & growth, communicate program non-compliance and the effective return of lost Aftermarket business.
• Align and execute daily activities including, but not limited to, maximizing sales results, building Dealer relationships and delivering partner value. Coordinate Dealer approach to improve Aftermarket marketing deliverables, improve AM reporting analytics, collect competitive intelligence and capture (VOC).
• In collaboration with National Aftermarket Manager and RICOH market team members, develop a comprehensive Dealer Business Plan initiative focused on aftermarket revenue growth, Dealer compliance, reducing RICOH expense and improving Dealer operational efficiency and service profitability.
• Implement and demonstrate remote engagement as the primary method of Dealer interaction. Effectively utilize RICOH technology to deliver virtual meetings and presentations with all Dealers and the RICOH team. At minimum, 75% of scheduled activity should be dedicated to proactive, virtual engagement and communication.
• Provide Dealers subject matter expertise on effectively positioning RICOH's go-to market strategy including: the “economic engine,” “Sole-source” commitment, managing/minimizing the gray market, the GDP contract, Aftermarket pricing alternatives, marketing & environmental resources and collateral.
• Demonstrate a value-added, partnership approach to encourage Dealer Aftermarket commitment and compliance by introducing the industry profit & benchmarking model, effective setup of Dealer ERP system with RICOH interface to improve procurement and inventory management practices, and value of “Nexera” and “ProsElite” industry programs.
• Educate Dealers on RICOH's Aftermarket ordering & distribution policy, process and administrative support teams to ensure maximum Dealer benefit and satisfaction.
• Capture and share VOC feedback related to Aftermarket marketing deliverables, RICOH systems, processes & support, item availability, pricing, and other OEM Aftermarket programs and go-to market strategies.
• Evaluate VOC feedback and propose alternatives or enhancements to increase RICOH value and Dealer commitment.
• Collaborate with peers, Region market team and Dealer leadership to improve RICOH Aftermarket strategy, programs and deliverables. Consider and develop best practices to ensure a consistent and effective approach to achieving key business objectives

QUALIFICATIONS (EDUCATION, EXPERIENCE AND CERTIFICATIONS)

• College degree preferred or equivalent business experience
• Experience in managing the Aftermarket business, specifically related to Dealer/Channel business
• 8+ years office products experience with understanding of parts & supplies usage
• 5+ years technical service, service management and/or service operations experience (or equivalent technical experience)
• Knowledge & experience in Channel management, preferably Office Equipment (OE)
• Prior RICOH office products business knowledge preferred

KNOWLEDGE, SKILLS AND ABILITIES

• Understanding the industry business model, Dealer ERP systems and OE consultant programs and deliverables preferred
• Excellent communication and organizational skills
• Excellent presentation skills, including virtual presentations. Ability to respond to questions
• from groups of managers, clients, customers and sales reps
• Ability to work independently, establish workload priorities and meet scheduled deadlines
• Requires proficiency in MS Office Suite. Oracle System or similar database application software preferred

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Typically works in an office/home office environment with adequate lighting & ventilation and a normal range of temperature & noise level.
• Work is mostly sedentary, but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs. (e.g., papers, books, files and small parts) and everything associated with Business travel
• Requires moderate dexterity; regular application of basic skills (calculator, keyboard, hand tools, etc.)
• Business travel required