Global Account Director, RGC

Global Account Director, RGC

POSITION PROFILE

Provide strategic account leadership for 3-6 designated Global Large Commercial Print Accounts to achieve profitable growth for Ricoh and our customers. 

JOB DUTIES AND RESPONSIBILITIES

• Responsible for winning, growing, and maintaining total business globally to achieve both customer and Ricoh Family Group objectives.  


• Achieve financial targets in line with defined priority areas such as global revenue, profitability and new business wins 


• Own senior customer relationships and be accountable to senior internal Ricoh stakeholders for account performance 


• Responsible for total customer business on global basis including hardware, software, services, and annuity  


• Build and extend relationship on global level with LCP accounts 


• Formulate and execute global account planning that provides clear vision, objectives, and strategy 


• Identify and win new opportunities on a local, regional, and global basis across all Ricoh business areas 


• Matrix management across the Ricoh Family Group to ensure virtual teams and resources are aligned in achieving customer objectives, so coordinate and align sales team across regions 


• Deep understanding of the customer landscape including organisational priorities, industry challenges and decision-making process 

Develop and Implement a Global Account Plan  

• Situational analysis of customer’s business and opportunity bridge to Ricoh strategy and offerings  


• Framework for specific account priorities and actions, including activity within each stage of sales cycle  


• Clear approach to meet or exceed financial and non-financial targets, including identifying gaps and taking corrective action 


• Grow wallet share in strategic new business areas for Ricoh with a particular focus on priority solutions through co-innovation approach, co-creation and strategic roadmap activities 

Develop and Maintain Global Customer Relationships  

• Build strong senior stakeholder and operational network within the customer’s organization aligning to Ricoh 


• Identify, develop, and maintain strong relationships within customer team / i.e. Coach, Influencer, Decision Maker, Executive  


• Develop a deep understanding of the customer business and industry / vertical market.  Bring thought leadership, share insights, and challenge the customer’s thinking to inspire action and co-innovation 


• Understand the customer’s investment and decision-making process 

Manage Global Account Satisfaction and Loyalty  

• Accountable for the operational aspects and contractual commitments towards the customer 


• Act quickly to ensure operational issues are resolved in a timely manner negating customer escalation 


• Create long term commitment through joint business planning and customer engagement 


• Turn customers into advocates to support wider Ricoh business, measured through Customer Satisfaction Index  

Build and Lead the Global Account Team  

• Motivate and inspire a global team including RGC HQ, Region and Operating Company: sales, technical, and service delivery in line with Global Team Selling approach 


• Sales leadership to the Operating Company and Lines of Business teams via a matrix reporting line  


• Provide timely and accurate management information for business forecasting and budgeting 

QUALIFICATIONS (Education, Experience, and Certifications)

Typically Required:

• Bachelor’s degree or equivalent required


• 10+ years Graphic Arts Production Printing experience 


• 5+ Global Account Management experience 


• 5+ years consultative selling experience 


• Traveled and/or lived in other countries and an appreciation of different cultures  

KNOWLEDGE, SKILLS AND ABILITIES

• Flexibility in working across global time zones  


• Fluent in English and local language of designated GA Global Major Accounts. Additional language(s) beneficial but not required.  


• Experienced in global business transactions: commercial and operational considerations in global business, some knowledge around legal and regulatory 


• In depth knowledge Graphic Arts business 


• General knowledge and appreciation of key technological trends impacting upon customers 


• IT literate for Microsoft Office and other business applications 


• Proven track record and/or experience in Strategic Acct Selling to Global companies 


• Comfortable operating in highly complex and rapidly changing environments 


• Experienced working in cross-functional teams with leaders of other business units and vendors 

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Typically works in an office environment with adequate lighting and ventilation and a normal range of temperature and noise level.


• Work has cyclical stress due to frequent goals and deadlines, and daily stress due to the responsibility associated with the incumbents’ decisions, outcomes and potential outcomes.


• Minor physical effort is required, which may involve long periods of walking, standing, bending, reaching, stretching, climbing, lifting or carrying objects that typically weight less than 10 lbs. (e.g., paper, books, files and small parts, etc.).


• Requires moderate dexterity; regular application of basic skills (calculator, keyboard, hand tools, etc.).


• Requires daily customer site visits whose facilities may or may not be accessible by public transportation, may require overnight travel depending on territory assigned.

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.