Account Sales Manager
Ricoh USA, Inc., Atlanta, GA, United States
The Account Manager New Business is a growth-focused sales professional responsible for acquiring new midmarket customers and taking market share from competitors. This role is accountable for net-new logo acquisition, competitive displacement, and expansion of Ricoh solutions within newly acquired accounts.
The Account Manager New Business operates as a front-line hunter, proactively identifying, engaging, and converting midmarket prospects by deeply understanding their business challenges, competitive landscape, and digital transformation priorities.
Job Duties and Responsibilities
Own net-new customer acquisition within the assigned midmarket territory
Proactively displace incumbent competitors through value-based selling and strategic account targeting
Build and manage a robust prospect pipeline through outbound prospecting, referrals, and marketing-driven leads
Conduct consultative discovery to uncover unmet customer needs and business challenges
Position Ricoh solutions as differentiated alternatives that deliver measurable business outcomes
Deliver compelling presentations to decision-makers both virtually and in person
Collaborate with internal partners to win competitive opportunities
Key Performance Indicators (KPIs)
Pipeline coverage and pipeline creation
Average deal size and sales cycle velocity
Share-of-wallet growth within newly acquired accounts
Qualifications
Bachelor’s degree or equivalent experience required
3+ years of new business sales experience in a hunting role
Demonstrated success winning competitive deals
Experience selling IT, software, or technology-enabled services preferred
Strong business acumen and consultative selling skills
Knowledge, Skills, and Abilities
Hunter mindset with strong prospecting discipline
Competitive selling and objection-handling skills
Ability to influence and build relationships with decision-makers
Excellent communication and presentation skills
High learning agility and adaptability
Working Conditions Hybrid role requiring the ability to be in person with customers most days. Work is primarily sedentary with standard physical and mental demands typical of a professional sales role.
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The Account Manager New Business operates as a front-line hunter, proactively identifying, engaging, and converting midmarket prospects by deeply understanding their business challenges, competitive landscape, and digital transformation priorities.
Job Duties and Responsibilities
Own net-new customer acquisition within the assigned midmarket territory
Proactively displace incumbent competitors through value-based selling and strategic account targeting
Build and manage a robust prospect pipeline through outbound prospecting, referrals, and marketing-driven leads
Conduct consultative discovery to uncover unmet customer needs and business challenges
Position Ricoh solutions as differentiated alternatives that deliver measurable business outcomes
Deliver compelling presentations to decision-makers both virtually and in person
Collaborate with internal partners to win competitive opportunities
Key Performance Indicators (KPIs)
Pipeline coverage and pipeline creation
Average deal size and sales cycle velocity
Share-of-wallet growth within newly acquired accounts
Qualifications
Bachelor’s degree or equivalent experience required
3+ years of new business sales experience in a hunting role
Demonstrated success winning competitive deals
Experience selling IT, software, or technology-enabled services preferred
Strong business acumen and consultative selling skills
Knowledge, Skills, and Abilities
Hunter mindset with strong prospecting discipline
Competitive selling and objection-handling skills
Ability to influence and build relationships with decision-makers
Excellent communication and presentation skills
High learning agility and adaptability
Working Conditions Hybrid role requiring the ability to be in person with customers most days. Work is primarily sedentary with standard physical and mental demands typical of a professional sales role.
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