Technology Sales Consultant, II

Position Profile

The role of the Technology Sales Consultant II (TSC) is pivotal in driving significant revenue growth and enhancing the company's market presence. By working closely with large and mid-size growth dealers, the TSC is responsible for maintaining and expanding gross revenue sales of $12M-$15M annually in most cases. This role is crucial in maximizing Return on Sales through the strategic utilization of Ricoh hardware, aftermarket products, software, and services. With a strong emphasis on Digital Selling, the TSC influences and impacts Dealer sales managers and sales representatives, fostering mind share and brand loyalty at the transaction level. This is achieved through the implementation of strategies and initiatives established at the Dealer Principal level.

Job Duties and Responsibilities

• Establish and execute growth initiatives and shelf space wins with assigned Dealers. Creates significant Digital Sales value, impacting Ricoh sales results with mid-size to large dealers ($5M - $24M).
• Effectively influences mid-sized dealer sales organizations (5 - 30 reps) and build connections with diverse sales forces across multiple dealers or dealer locations.
• Create and facilitate customized programs, training, and field-based activities to engage both seasoned, established reps and those new to the industry.
• Engage and bring value to Dealer sales activities, differentiating Ricoh's offerings from other manufacturers.
• Deploy creative and non-traditional methods to address the ever-changing digital sales business environment.
• Influence a solutions-oriented approach to differentiate Ricoh Digital Sales portfolio, with primary focus on 5–30-unit takeaways from competitors, while also supporting SLG and major accounts when appropriate.
• Build strategic relationships and trust with Dealer ownership, sales leadership, and field-based sales representatives. Lead joint planning processes to develop detailed initiatives around growth, focusing on ZBA and shelf space growth.
• Act as catalyst to support Ricoh's growth and digital transformation objectives while integrating into the Dealer’s business goals and capabilities.
• The assignment includes up to 50% travel for onsite interactions to conduct dealer GDP negotiations, joint business planning, sales meetings, and commercial and SLG customer account calls. Work with dealer sales executives from prospect selection and research to proof of concept and closing.
• Demonstrates, differentiates, and promotes the Ricoh hardware and software solutions portfolio to condition and influence the Dealer salesforce and go-to-market strategies.
• Monitor Dealer succession plans and participate in acquisition planning, influencing expansion strategies to leverage Ricoh in taking share through competitive acquisition.
• Point person for Ricoh market team activity, facilitating resources from adjacent Ricoh groups to deliver effective solutions support
• Achieve territory gross profit growth targets by growing Dealer profitable revenue.
• Secure aftermarket targets by managing growth and compliance of Ricoh Parts and Supplies purchases.

Knowledge, Skills and Abilities

• Strong selling and presentation skills, with proven knowledge dealing with complex sales including hardware, software, and advanced solutions
• Ability to give appropriate consultation to dealer principals regarding company management
• Strong business and financial acumen.
• Exceptional analytical, strategic and organizational skills
• Ability to work in a professional, team-oriented environment leveraging resources as required
• Highly developed communications skills, both oral and written, with ability to present to high level executives, internal and external customers and diverse audiences.
• Possess strong ability for self-direction and high degree of initiative. Results oriented
• Proficient in managing visual communications, CRM, Excel, Power Point
• Superior time management skills with ability to effectively maximize customer-facing interaction time
• Strong listening and problem-solving skills

Working Conditions and Physical Demands

• Must be able to work independently from home office or in team environment when in office location
• Work with cyclical stress due to frequent goals and deadlines
• Ability to prioritize responsibilities. Dealer assignments are diversified and require analytical and strategic thinking to prepare and convey diverse information
• Requires regular Dealer/customer site visits, either in person or through use of Ricoh technology, whose locations are throughout Region territory
• Frequent travel required – up to 50% when permitted. Visit Dealers once per month
• Requires moderate dexterity, regular application of basic skills

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 the job.