Client Acquisition Director

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

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

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
• 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.