KEY ACCOUNTABILITIES:

• Analysis of Prospect bank to assimilate and prioritise target accounts, to ensure maximum results, including identification of 5-10 ‘lighthouse’ accounts
• Responsible for successfully identifying new business opportunities and building strong relationships at Executive-level, to develop and capitalise on a robust pipeline of future business which optimises the strategic balance between growth, revenue and margin across all lines of business
• To lead the Acquisition Function and proactively collaborate with the wider sales team to transition net accounts from incubation to run rate business and contribute to the overall sales budget
• To be responsible for proactively driving the achievement of conversion of complex high-value deals with new customers, ensuring alignment between the product offering and a deep understanding of customer needs
• To be responsible for maintaining Ricoh’s competitive Advantage when selling into the enterprise space, ensuring effective specialist support is provided and outstanding customer experience is prioritised through all engagements
• To be responsible for maintaining sales tracking tools/systems, to accurately capture and update the pipeline of opportunities, to allow achievement of targets to be reviewed, and provide accurate forecasting around sales data.
• To proactively manage, engage and develop a team of direct reports, defining team KPIs. Building commitment to maximise team performance by providing direction. Inspire team to achieve high standards of performance, leading by example, displaying integrity and professionalism at all times.
  You will ideally have

KNOWLEDGE, SKILLS AND EXPERIENCE REQUIRED:

• Significant experience in B2B sales and a strong track record of delivering complex high-value deals in a competitive environment
• Experience of leading sales teams
• Proven experience of following and setting strategic goals and plans
• Consultative approach to customer engagement
• Ability to accurately identify and engage with multiple key stakeholders
• Effective questioning and active listening
• Articulate with excellent presentation skills, with ability to articulate a sales offering up to and including C-suite level
• Ability to inspire trust and confidence
• Ability to challenge the norm and help clients change behaviour
• Strong commercial awareness
• Resilient and tenacious with the ability to calculate and manage risks

In return for your commitment, you can expect
We’re looking for individuals with values and causes, strengths and weaknesses, passions and ideas. Bring your unique energy, and we’ll match it with opportunities to create the future.