National Account Executive, Franchise GC Production Southeast Region

Company Name:
Ricoh Americas Corporation
POSITION PROFILE The National Account Executive -- Franchise Program (NAE-Franchise) is responsible for driving all sales strategy and business results within a defined territory for Franchise Print and Ricoh Direct Strategic channels such as Heidelberg. The primary focus of the NAE-Franchise is to drive retention, expansion and net new business revenues by leveraging the entire RICOH Production Solutions portfolio. The NAE-Franchise must have a solid track record of sales in strategic and/or Franchise Networks, and a minimum of five years sales or sales management experience. The NAE-Franchise will report directly to the US Director of Graphic Communications. JOB DUTIES AND RESPONSIBILITIES Meet or exceed territory revenue targets for defined territory Develop and maintain a specific and measureable sales strategy within defined territory by conducting regular scheduled integrated account reviews Responsible for developing & maintaining effective working relationships with all RICOH Production sales personnel responsible for the Franchise quotas As a Franchise subject matter expert, responsible conducting and presenting benchmark presentations and value propositions in support of Ricoh Field Sales coverage NAE-Franchise is responsible for driving both internal (Ricoh) and external (client and Franchise Network Region Management) relationships. Extensive knowledge of and utilization of RForce system to track and list manage all activities inside of each Franchise establishment within a designated territory. This involves many varied tasks not limited to Franchise Dashboard and Report tracking and managing opportunities. Full utilization of the account planning tools as well. Updates calendar daily to include appointments, tasks and travel within the assignment. Inspects information daily on accounts in Phase 123 pipeline per Marketplace. Reviews leads, MIF, pending orders and lease upgrades, developing action plans to progress each cycle. Inspects Franchise and Heidelberg forecasts. Inspects timely and accurate forecasts entered by GCSE''s and other sales reps supporting Franchise account assignment by way of Ricoh litmus test and RForce utilization. Works with integrated team to identify and implement next steps in Phase 123 pipeline for each account. This includes itemizing current state in each top opportunity account along with identifying next steps in progressing the sales cycle. Inspects and helps maintains 20 times monthly budget in phase 1pipeline, 10 times monthly budget in Phase 2 and five times monthly budget in Phase 3. These pipelines should be cleaned and updated each week inside of RForce. Maintains KPI objectives. This involves daily, weekly and monthly behaviors. Daily Interacts with GC Vertical Sales Associates in each Marketplace Communicates and helps to implement Franchise Channel initiatives within designated territory Tracks and brings value to Commit/Upside opportunities for the current Quarter Tracks Phase 123 Pipeline and identified HI/PO Marketplaces and areas of opportunity Adds value in the field to help bring awareness of RICOH in the Franchise Channel in each Marketplace Conducts the minimum expectation of quality selling activities/KPI''s Weekly Tracks and inspects current month forecast per Marketplace/Designated Territory Tracks pending orders and implementations, versus expectation per Marketplace Inspects Phase 123 pipeline Reviews activities against stated expectations/KPIs per Marketplace Monthly Prepares for monthly RAP with US Director -- Graphic Communications and Franchise Program Manager Actively tracks and participates in CAD''s with Marketplace Sales Associates and PSM Maintains monthly planner and travel calendar to ensure proper Marketplace touches Drives account-planning sessions per Marketplace. Inspects progress per account and provides input/feedback on the sales strategy, offering assistance in identifying opportunities in the account and surface potential issues. Manages territory by protecting and increasing a profitable revenue stream within current territory. This involves driving account reviews with each Marketplace every 90 days. Each account review is a planned event scheduled and delivered in front of the account. Reviews include but are not limited to evaluating current state, customer satisfaction, and awareness of RICOH - completeness of strategy implementation along with next steps in advancing the account. Demonstrates a commitment to the Ricoh sales processes, values and business code of ethics. Performs other duties as assigned. QUALIFICATIONS (Education, Experience and Certifications) Requires 4-year college degree. Requires a minimum of 5 years of advanced selling assignments; industry and Franchise Channel selling experience is preferred with previous experience selling into high-volume, connected and heavy color environments preferred. Requires experience and understanding in technologies and services that are typically found in Graphic Communications/Commercial Print/Franchise Print and Services establishments Requires skill in application sales and experience in the sale of network products and high volume products in Graphic Communications/Franchise Networks Requires C Level communication capabilities and ability to help drive sales engagements while supporting the Ricoh account owner Requires experience as a negotiator and tremendous objection handling skills Requires experience in working with Ricoh Marketplace and Region level Management, as well as developing and maintaining 3rd party partnering relationship to drive common business goals Requires a valid driver''s license and minimum levels of auto insurance coverage per RICOH''s policy. Must be a self starter with complete self accountability. Business maturity and acumen is a must. Ricoh is an EEO/Affirmative Action Employer -- M/F/Disability/Veteran
Category: Production
Location ZIP: 53045
Fulltime: Full-Time Employee - Full-Time Employee (32-40 hrs)
Open Date: 3/24/2014

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