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Ricoh are currently recruiting for a Client Acquisition Director Benelux based out of the Netherlands or Belgium. 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.
Key Performance Measures
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
Benefits
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.
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