Spécialiste des ventes en Communications graphiques at Ricoh

Montreal, Quebec, Canada -

Full Time

Start Date

Immediate

Expiry Date

02 Oct, 26

Salary

0.0

Posted On

04 Jul, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

B2B Sales, Solution Selling, Account Management, Territory Management, C-Level Presentation, Business Case Analysis, RFP Response, Consultative Selling, MS Office Suite, Sales Force Automation, Negotiation, Project Handoff, Technical Aptitude, Organizational Skills, Communication Skills, Complex Sales Cycle Management

Industry

IT Services and IT Consulting

Description

Consultante principale en solutions / Spécialiste des ventes en Communications graphiques Le ou la consultante principale en solutions (SC) est directement responsable de la vente de solutions d’impression à jet d’encre à alimentation continue ainsi que de solutions de flux de travail auprès des clients actuels de Ricoh Print, ainsi qu’auprès de nouveaux comptes ou de comptes compétitifs. Cette personne possède une expérience solide en environnement B2B et se spécialise dans les solutions d’impression. Le ou la SC comprend en profondeur l’ensemble du portefeuille d’impression commerciale et industrielle de Ricoh. Le poste exige la capacité d’analyser les environnements actuels, de développer et d’exprimer clairement une solution d’affaires convaincante basée sur les offres approuvées de matériel, de logiciels et de services de Ricoh. Le ou la SC doit démontrer un haut niveau de créativité, de compétences organisationnelles et de développement de processus, ainsi qu’un historique éprouvé de présentations auprès de la haute direction. Responsabilités * Atteindre ou dépasser les objectifs de revenus et de marge brute, tout en maintenant ou augmentant le parc d’appareils (MIF), les placements d’unités et en contrôlant les dépenses. * Maîtriser la gestion efficace du territoire, des comptes et des opportunités. * Générer un volume important d’occasions de vente de matériel, de logiciels, de services et de solutions complètes, et faire progresser rapidement ces opportunités jusqu’à la conclusion. * Rédiger des analyses d’affaires convaincantes, démontrer une forte aptitude technique et exercer un leadership solide. * Avoir de l’expérience auprès de dirigeants de niveau C dans le territoire assigné. * Promouvoir le portefeuille de solutions Ricoh en analysant les besoins d’affaires et technologiques des clients et en développant des solutions adaptées à leurs besoins. * Générer de nouvelles occasions de vente avancées en prenant l’initiative d’organiser des événements, rencontres et ateliers clients. * Développer et gérer la création de documents destinés aux clients, incluant propositions, présentations et réponses aux appels d’offres (RFP). * Collaborer avec des partenaires tiers approuvés, au besoin, durant le cycle de vente. * Se tenir à jour sur les nouveaux produits Ricoh, les solutions partenaires, les services concurrents et les tendances de l’industrie. * Adopter une approche consultative dans toutes les interactions avec les dirigeants de niveau C et les équipes TI des clients. * Comprendre et respecter les procédures de Ricoh. * Assurer la transition adéquate des projets et de l’information vers les équipes de prévente et de livraison globale. * Effectuer toute autre tâche assignée par la direction. Qualifications * Diplôme collégial préféré ou expérience équivalente dans un domaine connexe. * Minimum de 8 ans d’expérience réussie en vente B2B dans les domaines du matériel d’impression, des logiciels, des services et de la vente de solutions. * Expérience en négociation de ventes. * Permis de conduire valide requis. Compétences * Excellente connaissance des solutions d’impression dans divers environnements clients. * Capacité à recueillir et comprendre les besoins des clients afin de développer une solution conceptuelle et proposer les prochaines étapes appropriées. * Compréhension de l’intégration d’une solution dans l’environnement d’affaires et technologique existant du client. * Solides compétences organisationnelles et capacité à gérer plusieurs cycles de vente simultanément. * Maîtrise de la suite MS Office, incluant PowerPoint, SharePoint et les outils d’automatisation des ventes. * Excellentes habiletés de communication orale et écrite, incluant la capacité de présenter à la haute direction. * Capacité à gérer un long cycle de vente complexe, de l’identification de l’opportunité jusqu’à la signature du contrat. Senior Solution Consultant / Graphic Communications Sales Specialist The Senior Solution Consultant (SC) is directly responsible for selling continuous feed inkjet, workflow solutions in current Ricoh Print customers as well as net new / competitive accounts. Experienced business to business environment and focused on printing solutions. The SC has a detailed understanding of the complete Ricoh Commercial and Industrial Print Portfolio. This position requires the ability to review current environments, develop and articulate a compelling business solution based on Ricoh’s approved hardware, software and services offerings. The SC must possess a high degree of creativity, organizational and process development skills and have a proven record of accomplishment presenting to Executive Management. * Meet or exceeds revenue and gross profit expectations. Achieve this while maintaining / increasing Machines in Field (MIF), unit placement, and containing expenses * Proficient in effective territory, account and opportunity management. * Responsible for generating significant pipeline of new hardware software, services and complete solution sales opportunities and quickly progressing and closing opportunities through the sales process. * Proficient in creating compelling business cases, technical aptitude, and leadership. * Has experience calling on C-level executives within the sellers defined territory * Drive Ricoh’s Solutions Portfolio and Solutions offerings through analysis of customer business and technology requirements and the development of solutions to fit individual customer needs * Generate new advanced solution sales opportunities by taking the lead in organizing customer events, meeting and workshops * Develop and manage the creation of client-facing documents, including proposals, presentations and RFP responses * Engage and manage approved third-party partners as appropriate during the sales cycle * Keeps current on new Ricoh products and third-party partner solutions, competitive services and industry trends * Apply a consultative approach to all contacts with customer C-level leaders and IT groups * Comprehend, adhere to and comply with the Ricoh procedures * Coordinate appropriate project and information handoff to other pre-sales and global delivery teams. * Performs other duties as assigned by Management Qualifications: * College degree preferred or equivalent experience in a related field * Requires 8+ years of successful business to business sales experience in the areas of print hardware, software, services and solution selling * Experience negotiating sales * Requires a valid driver’s license Skills: * Well versed in printing solution areas across a wide variety of customer environments. * Ability to gather and understand customer requirements to develop a conceptual solution and propose appropriate next steps * Understand how to develop and integrate a proposed solution into a customer’s existing business and technical environment * Strong organizational skills and the ability to handle multiple sales cycles simultaneously * Proficient in MS Office Suite, including PowerPoint, SharePoint, and sales force automation tools * Strong verbal and written communication skills, including ability to present to C-level management * Able to manage a long complex sales cycle from identification of opportunity to contract signature Come Create at Ricoh: If you are seeking a team driven by passion and purpose, come create with us at Ricoh. We are a team of information seekers and customer-obsessed collaborators who aspire to deliver the services, solutions, and technologies that empower business success. We are looking for talented, inspired individuals to join us to help drive high-performance team and our commitment to excellence. Ricoh is an integrated solutions provider and partner that connects people and technology, creates outstanding customer experiences, and delivers innovation for businesses worldwide. We empower digital workplaces by enabling individuals to work smarter from any location and harness the power of information—how it is collected, stored, managed, and shared—to unlock the potential in every organization. We deliver services and technologies that inspire our customers’ success and guide them toward a better and more sustainable future. If you are seeking a purpose-driven and passionate team, come create with us, and help drive our high-performance culture of excellence into tomorrow. Invest in Yourself: At Ricoh, you can: * Select the medical, dental, life, and disability insurance coverage that fits your needs. * Contribute to your financial security with Ricoh Canada’s Retirement plan, with company matching contributions. * Augment your education with team member tuition assistance programs. * Enjoy paid vacation time and paid holidays annually. * Tap into many other benefits to enhance your health, wellness such and ongoing personal and professional development.

Responsibilities

The Senior Solution Consultant is responsible for selling continuous feed inkjet and workflow solutions to existing and new B2B accounts. This includes analyzing customer business needs, developing compelling business cases, and managing the full sales cycle from identification to contract signature.