Account Sales Manager

Position Profile Account Manager 2, Target

The Account Manager 2 (AM2), Target is responsible for solving critical business challenges and cultivating new and expanded customer relationships within assigned accounts. This role focuses on deeply understanding the customer’s operating environment and aligning Ricoh solutions to their mission-critical goals through consultative selling, strong relationship building, and strategic account management.

This position requires outside sales with weekly on-site customer visits to support relationship development, opportunity discovery, and solution delivery.

Job Duties and Responsibilities Business Development & Account Growth

• Execute business development strategies to grow new and existing accounts.
• Conduct weekly on-site customer visits as part of an outside sales role to strengthen relationships and uncover opportunities.
• Identify and engage decision-makers and influencers to generate sales opportunities and increase Ricoh’s market share.
• Solve critical customer business challenges, both known and uncovered through research, discovery, and consultative questioning.
• Understand how customers buy, not just what they buy, focusing on business needs rather than predetermined products or services.

Customer Engagement & Solution Positioning

• Differentiate Ricoh’s ability to accelerate digital transformation through compelling storytelling aligned to Ricoh’s portfolio.
• Assess customer environments to identify opportunities for extending and expanding core services across the enterprise.
• Articulate how customer buying decisions impact overall financial and operational performance.
• Develop and confidently deliver persuasive presentations, both in-person and virtually.
• Maintain a strong understanding of Ricoh’s current solutions and offerings.

Communication & Collaboration

• Demonstrate excellent verbal and written communication skills.
• Collaborate effectively with internal stakeholders to support customer success.
• Build credibility and influence across customer and internal teams.

Qualifications (Education, Experience, and Certifications)

• Bachelor’s degree or equivalent professional experience required.
• 3+ years of demonstrated business development or consultative sales experience required.
• Experience within an IT and/or software services environment preferred.
• Understanding of document workflow solutions and business processes preferred.
• Foundational knowledge of profit and loss (P&L) components.
• Proven ability to research and analyze customer environments to enable meaningful business conversations.
• Ability to manage multiple accounts simultaneously while maintaining exceptional attention to detail.

Knowledge, Skills, and Abilities

• Demonstrated success leveraging collaboration to build influence and drive results.
• Solid understanding of solution design and consultative selling methodologies.
• Ability to bring thought leadership to customer engagements.
• Proven capability to develop and maintain professional relationships with key stakeholders.
• Strong learning agility and adaptability in a changing environment.
• Ability to navigate customer approval processes and build internal sponsors and advocates.
• Strategic mindset for creating and executing account growth plans.

Working Conditions, Mental and Physical Demands

• Primarily an office and field-based role with adequate lighting, ventilation, and typical noise levels.
• Outside sales role requiring weekly customer site visits and approximately 20% travel, including occasional overnight travel.
• Work assignments are varied and require the ability to interpret and apply complex information.
• Minimal physical exertion; work is mostly sedentary but may include walking, standing, bending, and lifting objects typically under 10 lbs.
• Requires moderate dexterity and regular use of standard business tools (computer, keyboard, phone).

Disclaimer

The statements above describe the general nature and level of work performed by individuals in this position and are not intended to be an exhaustive list of all responsibilities, skills, efforts, or working conditions associated with the role.