Digital Services Sales Specialist, Offsite

 

Position Profile

The primary focus of the Digital Services Specialist-Off Site is marketing and selling Ricoh's Off-Site services to new and existing clients within a defined sales territory. This includes Corporations, Corporate Legal Departments, Law Firms, K-12, and State and Local Government. Services offered include digital solutions and document conversion solutions. The role is responsible for meeting a minimum annual quota based on territory assignment. As the first point of contact for all customer requirements, the Specialist will be responsible for maximizing revenue growth.

Join our fast-growing line of business that aligns our solutions with organizations' digital transformation journeys. This role is a key addition to our services sales team, aiming to align our services with clients' and prospects' information mobility, remote access to data, and real estate initiatives. The primary customer segments are corporations, state and local government, and K-12 within a defined sales territory.

The Digital Services Specialist must possess strong prospecting skills, the ability to drive organic growth within an assigned client base, and the ability to develop a digital transformation story for their clients. Other essential attributes include working with a cross-functional team, leveraging social media and digital marketing channels, and using a CRM system. Success in this role requires a high degree of business acumen, technical knowledge, communication skills, and a proven track record of driving high-value business results as an independent consultant.

Job Duties and Responsibilities

Maximize revenue growth in the assigned account list, meeting or exceeding quota levels based on standards and plan expectations. Serve as the first point of contact for all customer requirements. Regular activities include prospecting via social selling tools, phone, email, or other mediums; face-to-face sales calls utilizing the Ricoh sales process; research; follow-up communications; interaction with clients and potential clients at various events; and preparing and delivering presentations to current and prospective client groups. Achieve and maintain a comprehensive understanding of Ricoh's Off-Site solutions and those offered by other Ricoh business units. Enter client data into a CRM system and leverage the system to generate additional contacts and sales. Conduct industry research and research on law firms/clients within the defined account list. Assess jobs at client sites and provide accurate price quotations. Collaborate with Operations, Sales Support, and other Sales Entities within Ricoh to ensure total client satisfaction. Accurately complete paperwork, including client job tickets, referrals, activity logs, and other required documentation. Participate in and complete all applicable training, including ongoing skill and knowledge development beyond initial sales training. Perform other duties as assigned.

Qualifications (Education, Experience, and Certifications)

Requires a four-year college degree or equivalent experience. Requires previous outside business-to-business sales experience, with a preference for experience with services rather than products. Must successfully complete all required Ricoh training.

Knowledge, Skills, and Abilities

In-depth knowledge of sales methodologies and processes. Strong negotiation, written and oral communication, and presentation skills. Strong interpersonal, time management, organizational, and self-motivational skills. In-depth business acumen and follow-up skills. Demonstrated ability to successfully work with or lead diverse teams to formulate account strategy. In-depth knowledge of industry products and services. Demonstrated ability to develop and foster key relationships with contacts outside of the sales function to formulate successful account strategies. Proficient computer skills (e.g., Microsoft Office Suite).

Working Conditions, Mental and Physical Demands

Typically, an office environment with adequate lighting and ventilation, and a normal range of temperature and noise levels. Occasional but repetitive exposure to unpleasant or disagreeable working conditions, such as odors, dirt, grease, oil, noise, and temperature fluctuations. Work assignments are diversified, using past precedents to resolve work problems and developing new alternatives as needed. Review and understand general instructions, prepare, provide, and convey diversified information. Job results depend on the proficient application of one or more dexterity skills. A frequent volume of work and deadlines impose routine strain. Occasional physical effort is required to move objects up to 60 lbs. Requires customer site visits, which may or may not be serviced by public transportation.

The above statements 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 the job.