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Ricoh are currently recruiting for a Client Acquisition Director based out of Sweden. This is a senior business leader responsible for new client acquisition of large and strategic target accounts headquartered in the region (including Fortune 500 Europe businesses).
New Business Development: Identify, pursue, and secure new global enterprise accounts with a focus on high-revenue, high-potential opportunities valued at $10M+ in total contract spend. Customer wins will grow RICOH’s overall market share.
Strategic Sales Leadership: Develop and execute comprehensive global account acquisition strategies aligned with customer digital transformation goals, leveraging our full portfolio of solutions.
C-Suite Engagement: Build trusted advisor relationships with senior decision-makers (IT, Finance, Operations, Procurement, Corporate Real Estate, etc.), positioning our organization as a strategic technology partner.
Cross-Portfolio Solution Selling: Articulate the value of integrated solutions spanning Managed Print Services, Workplace Experience, and Business Process Automation, driving innovation, operational efficiency, and workplace modernization for clients.
Matrix Leadership: Collaborate and lead virtual, cross-functional global teams — including Business Development, Technology SMEs. Solution Architects, global and regional Sales teams, and Portfolio leaders — ensuring seamless pursuit execution.
Complex Contract Negotiation: Lead high-stakes negotiations with global procurement and legal teams, structuring large-scale, multi-region agreements that balance client needs, profitability, and long-term growth objectives.
Market Insights & Thought Leadership: Stay ahead of global and regional market trends, competitive landscape, and emerging technologies. Bring insight-driven, consultative recommendations that challenge customer thinking and inspire action.
Accountability to Senior Stakeholders: Provide regular progress updates and strategy refinements to senior internal stakeholders, ensuring transparency, alignment, and timely approvals for complex, high-value deals.
Perform other duties as assigned
What you will be doing
Develop and Implement a Regional / Global Account Acquisition Plan
- Situational analysis of customer’s business and opportunity bridge to RICOH strategy and offerings
- Framework for specific account priorities and actions, including activity within each stage of sales cycle
- Clear approach to meet or exceed financial and non-financial targets, including identifying gaps and taking corrective action
- Grow wallet share in strategic new business areas for RICOH with a particular focus on Workplace Experience and the customer’s digital transformation journey through co-creation and strategic roadmap activities
Develop Global Customer Relationships
- Build strong senior stakeholder and operational network within the target account’s organization and align to Ricoh
- Identify, develop, and maintain strong relationships within the target account team e.g. Coach, Influencer, Decision Maker, Gatekeeper, Executive
- Develop a deep understanding of the target account’s business and industry / vertical market. Bring thought leadership, share insights, and challenge the target account’s thinking to inspire action
- Understand the target account’s investment and decision-making process
Build and Lead the Regional / Global Account Team
- Motivate and inspire a team including Regional, Local and Global stakeholders including sales, technical, and service delivery in line with Global Team Selling approach
- Sales leadership to local Operating Companies and Portfolio teams via a matrix reporting line
- Efficiently qualify opportunities – assess the fit and affordability with the target account
- Provide timely and accurate management information for business forecasting and budgeting
- Accountable for international enterprise wins in order of magnitude of $10m+ per annum
You will ideally have
Knowledge
- Fluent in English and local language of designated target account list. Additional language(s) beneficial but not required
- A dynamic and results driven senior sales leader with strong knowledge of both consultative selling and managed services
- Experienced in global and / or regional business transactions: knowledge around legal, regulatory, commercial and operational considerations
- General knowledge and appreciation of key technology trends impacting upon target accounts
- IT literate for Microsoft Office and other business applications
- An understanding of the digital workplace and the underlying technologies
Education
- Bachelor degree or equivalent
- Masters Degree such as Executive MBA is desirable
Skills
Business and Management
- Financial acumen: experience of working to a profit and loss at deal, account or business unit level
- Forecasting, planning and budgeting abilities using CRM / Financial Planning & Analysis platforms
- Strategic vision and objectives with ability to articulate this into a concise business plan
- Identify opportunities and align and motivate the Ricoh resources to innovate and deliver
- Ownership for delivery of results within and across regions, initiating corrective actions when required
Sales Leadership
- Strategic Visionary, adept at developing long-term sales strategies to penetrate target accounts, expand market share, and position Ricoh as an innovation leader
- Strong executive presence, comfortable in board level environment
- Consultative, value-based selling of technology-enabled business solutions. Including professional presentation delivery, negotiation and closing
- Discipline in sales process including deal qualification with commercial team
- Ability to diagnose the target account customers business to identify pain points that Ricoh can impact
- Demonstrated success in securing multi-million-dollar international enterprise target accounts, in a matrixed, global environment
- Understanding of the IT services, Audio-Visual and Outsourcing business models
Boundary Spanning and Relationship Building
- Build relationships globally, across geographies and organizations, withing target account and Ricoh
- Ability to lead and motivate team members that do not report through a direct line
- Extensive interpersonal and soft skills (critical in establishing new relationships)
- Act with complete honesty & integrity in all situations
- Cultural agility: maintain authenticity whilst adapting to cultural differences
Communications and Team Building
- Set direction and model behaviour for colleagues and virtual team across all levels.
- Delegation and empower individuals to drive specific strategic goals
- Provide constructive feedback / coaching to sales, operations and wider cross-functional team members
- Simplify complex data to create clarity for customer and internal teams
Professional Experience
- Flexibility in travelling and working across global time zones
- 7+ years of regional / global account acquisition experience (focused on new logo wins)
- 5+ years consultative selling experience
- Proven track record and experience in Strategic Acct Selling to large international enterprise targets
- Comfortable operating in highly complex and rapidly changing environments
- Experienced working in cross-functional teams with leaders of other business units and vendors
In return for your commitment, you can expect
- A competitive salary package
- Industry leading benefits
Ricoh is an exceptional place to work. A place where there is strong emphasis on career development for the right individuals. This is a role where you can excel within a fast-paced environment and succeed within a thriving organisation.
This is an excellent opportunity to join a global company where you can truly capitalise and build on your own experience.
Ready to make that change? Apply now for a confidential conversation with our Recruitment Team.
We are an equal opportunities employer
At Ricoh, we embrace and respect the collective and unique talents, experience, and perspectives of all people. Together we inspire remarkable innovation. That’s how we live the Ricoh Way.
Ricoh have removed the disclosure of convictions box from their application process (ban the box - http://www.bitc.org.uk/programmes/ban-box) offering equal opportunities to all.
For all roles, we will judge each individual on their skills and ability before taking into account their history. However some roles are subject to sensitive and restrictive information and, if successful, you may be required to undertake pre-employment vetting checks which include but are not limited to residency check, credit reference check, financial sanctions` check and a DBS Check. Further information on Employment Vetting can be accessed by contacting the Ricoh Recruitment Team.
