The Director of Sales (DOS) provides leadership within a defined assignment (customer segment, geographic area, etc.). The DOS is responsible for developing strategies and objectives aligned with RCI’s directives. The DOS plays a lead role in acquiring and developing team members who form a group of Sales Managers/Sales Teams whose primary focus is retaining and growing our current customers, establishing new customers and expanding our lines of business including services and solutions. The DOS implements and champions tactical actions that impact Ricoh’s critical success factors including but not limited to effective utilization of resources including full sales headcount, hardware, software and services top line revenue and bottom-line contribution. The position is also responsible for employee management activities, including but not limited to: hiring, coaching, performance management, development, corrective action, and termination. **Job Duties and Responsibilities** + Hires and retains a full, diverse staff, creating a shared vision of excellence and superior customer service, leading visibly with confidence and resiliency. + Participate in key sales meetings as needed. Responsible for building strategic relationships with key accounts. Participates in sales calls, Account Reviews and Top 100 customer visitations. Responsible for building strategic relationships with key accounts. May act as Executive Sponsor to key accounts. Participates in Executive Briefings with current and prospect customers. + Support Sales Managers in the assignment of sales territories consistent with company sales coverage strategies and territory analysis. + Reviews monthly performance reports and adjusts sales programs and strategies to meet the financial objectives. + Responsibility for pipeline management, including forecasting monthly/quarterly and revenue generation. Prepare for and participate in Operations Reviews. Attend and participate in leadership meetings and business conferences. + Leads an environment that fosters innovation, promotes creative problem solving, addresses pockets of resistance and raises awareness of risks. + Creates and sustains an inclusive culture that encourages feedback and recognizes the need for consistent, transparent communication using multiple approaches with internal and external stakeholders. + Possesses the agility to leverage teams and multi-faceted input to identify and implement successful win-win value propositions. Creates strong team relationships with internal and external stakeholders including Sales, Finance, Administration and Supply Chain. + Maintain effective communication with Sales and Customers. + Monitor all business-critical metrics. Address those metrics that do not achieve target KPI’s. + Ensure proper staffing levels, staff development, and individual/team performance. + Performs other duties as assigned. + Experience managing a team of independent contributors with a variety of daily tasks and projects. + Provides input on budget allocation for the defined area of responsibility; supports local and regional improvement and engagement activities. + Develops and communicates sales related policies, procedures, and processes related to sales activity, account strategy, pipeline development, and performance expectations. + Oversee compliance with the sales compensation plan. Provide feedback on sales compensation plan effectiveness and design. + Ensure customers understand Ricoh’s strategic direction and offerings. Oversee account activities and RFP response. Solicit sales and customer feedback during visits and roundtable discussions. + Communicate market trends, customer attitudes, competitive intelligence and needs of the sales organization to leadership and appropriate teams. + Spend time in the field to observe firsthand market trends, customer attitudes, effectiveness of sales promotions; evaluate the preparedness, knowledge and training needs of the sales force and Ricoh programs. **Qualifications (Education, Experience and Certifications)** Typically Required: + Minimum of 5 years of successful business to business sales experience; business development experience with commercial, government, national and global companies. + Minimum of 3 years in a leadership position including people management in sales/marketing (staffing, planning, accounting, managing profit and loss statements). + Requires a valid drivers license and reliable transportation as this position involves local and regional travel on a regular basis (auto insurance coverage per Ricoh’s policy is also required). Typically Preferred: + Requires a 4-year college degree or equivalent business experience. **KNOWLEDGE, Skills, And Abilities** + Possesses strong customer-facing skills: respect, courage and negotiation skills. + Possesses ability to execute business function and delivery to committed levels of performance. + Demonstrate ownership and accountability for self and others by establishing clear expectations and priorities. + Superior knowledge of sales techniques including cold-calling, networking, lead generation, all with the ability to capture and close the deal. + Adept at building key strategic relationships throughout the organization to drive achievement of business objectives. + Ability to identify and respond to the needs of customers and the business environment quickly and efficiently. + Strategic thinker with ability to outline a course of action and analyze potential outcomes and anticipate pitfalls. + Demonstrated initiative, self-motivation and excellent organizational skills. + Ability to set priorities and clear goals and deliver timely, high-quality results in a demanding, deadline-oriented environment that services multiple stakeholders. + Ability to work with and coordinate cross-functional teams. + Demonstrated strong leadership skills. + Excellent oral, written and presentation skills that articulate challenges, opportunities, and details professionally and clearly. + Proficient PC skills including Excel, Word and PowerPoint. + Ability to interpret, comprehend and apply complex material, data, and instruction. Prepare, provide, and convey diversified information, which may be of a technical nature. Salary: $125,000 - $150,000