Strategic Account Director

 Position Profile

The Strategic Account Director will develop a strategic account plan to address and solve the client's key challenges and business objectives. This role will define long-term goals for an assigned account, build key customer relationships, identify business opportunities, facilitate discussions with customers, lead industry discussions, and seminars, coordinate customer attendance in industry specific seminars and roundtables. The Account Director role will engage subject matter experts and vendor partners to help architect required solution(s). Accountable for delivering profitable revenue growth, expanding new services and overall account retention of assigned account(s).

Job Duties and Responsibilities:

Strategic thought leadership that results in differentiation

Viewed as an industry subject matter expert through the facilitation of strategic planning discussion with customers, participating in industry discussions and seminars. Responsible for sharing and applying best practices with prospective customers and peer Account Directors within assigned industry. Responsible for facilitating and leading quality quarterly reviews and annual strategy sessions with appropriate subject matter experts.

Ability to research and network.

Research and prepare appropriate questions to uncover key challenges and opportunities to provide value added solutions. Connect customer specific requirements to trends within the industry; ability to pull key priorities and objectives from customer's financials. Engage appropriate contacts to achieve objectives. Engage with the Digital Solutions Center to share identified portfolio gaps as needed to achieve required client outcomes.

Maximize and fully develop account relationships at all levels to ensure account growth

Identify key line of business owners and understand how their challenges or objectives align or differ with the account's overall objectives. Develop and present meaningful and relevant content to key department heads providing updates on activities within the account.

Portfolio Aptitude

Able to confidently articulate where solution(s) have been successfully integrated. Sharing of best practices internally and externally through account summaries and/or press releases. Responsible for gaining customer references. Maintain relevant industry certifications.

Generate long-term growth

Owns achievement of all annual revenue and profit targets with the goal of long-term growth in both areas. Develops a robust business plan for assigned account(s); creating separate strategic road maps for 1 year and 3-to-5-year account growth.

QUALIFICATIONS (Education, Experience, and Certifications)

Bachelor's degree or equivalent experience Appropriate recognized industry specific certifications preferred. 5+ years industry specific experience, leadership experience preferred 5+ years successful sales experience required. Experience working with executive level leaders in F1000 companies. Experience growing services.

Knowledge, Skills And Abilities

Business maturity Executive Presence Strong follow up and negotiation skills Active ownership of self-development Industry expertise Demonstrated success with using collaboration to build influence. Outstanding communication skills  Verbal, written and presentation skills. Ability to be proactive, provide creative ideas and solutions. Proven ability to develop, nurture and maintain professional relationships with relevant stakeholders. Stays current with Ricoh offerings. Sound understanding of the solution design process. Solid understanding of technology and application within the industry.

 

Working Conditions, Mental and Physical Demands

Typically, an office environment with adequate lighting and ventilation, and a normal range of temperature and noise level. Work assignments are diversified. Interpret, comprehend and apply complex material, data and instruction  Prepare, provide and convey diversified information. Minimal physical effort required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically with less than 10 lbs. (e.g., papers, books, files and small parts, etc.). Moderate dexterity  Regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination. Travel required (approx 30%); may include overnight travel.

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.