Production Print Executive, Federal

Production Print Executive – Federal Position Profile

The Production Print Executive – Federal (PPE) is responsible for selling Ricoh’s full portfolio of Production Printing solutions—including hardware, software, and professional services—to Federal government agencies, as well as Graphic Communications, Commercial Print, direct mail, and fulfillment center accounts.

The PPE manages a predefined account base and is focused on expanding Ricoh’s market share within the assigned geographic territory through strategic account development, new business acquisition, and customer relationship management.

Job Duties and Responsibilities

• Lead Ricoh’s penetration and expansion efforts within the assigned territory by developing and executing targeted customer strategies, including customer segmentation, awareness initiatives, and relationship development.
• Drive new business by aligning customer business goals and objectives with Ricoh’s production print hardware, software, and services solutions.
• Identify and pursue Zero Base Account (ZBA) opportunities, including reference-based selling strategies.
• Manage, protect, and grow the existing territory base by analyzing customer business communication needs and delivering tailored solutions.
• Acquire and expand new client accounts by selling incremental solutions and services.
• Meet or exceed assigned gross profit and revenue targets.
• Prepare and deliver product demonstrations, benchmark assessments, proposals, and value-based presentations, leveraging technical and product resources as needed.
• Retain and grow existing customers by increasing solution adoption, expanding services, and ensuring high levels of customer satisfaction.
• Serve as Account Manager with ownership of issue resolution within assigned accounts, coordinating local, regional, and national resources as required.
• Maintain accurate records of all account activity within Ricoh’s CRM and sales systems; ensure timely and accurate completion of sales documentation.
• Perform other related duties as assigned.

Qualifications Education & Experience (Typically Required)

• Bachelor’s degree or equivalent relevant experience.
• Minimum 5 years of business-to-business sales experience, including at least 2 years in advanced or strategic sales roles.
• At least 2 years of Digital Printing and Solutions sales experience.
• 5–7 years of proven success in capital equipment sales within the Digital Printing Solutions and/or Graphic Communications industry preferred.

Knowledge, Skills, and Abilities

• Demonstrated success in developing new markets and uncovering business opportunities.
• Comprehensive knowledge of the graphic arts, print-for-pay, and commercial print industries.
• Strong understanding of technology, connectivity, and complex solution-based selling.
• In-depth knowledge of sales methodologies and processes.
• Exceptional negotiation, communication (written and verbal), and presentation skills.
• Strong interpersonal, time management, and self-motivation skills.
• Proven ability to collaborate effectively with cross-functional and diverse teams.
• Ability to build and maintain strategic relationships with internal and external stakeholders.
• Comfortable communicating with all levels of an organization, including financial, technical, and senior leadership.
• Ability to manage the full sales lifecycle, including order processing, delivery, and implementation.
• Proficient in Microsoft Office and CRM tools.

Working Conditions, Mental and Physical Demands

• Hybrid work environment.
• Role involves cyclical and daily stress related to sales targets, deadlines, and business outcomes.
• Requires minor physical effort, including occasional walking, standing, bending, reaching, lifting, or carrying items under 10 lbs.
• Moderate dexterity required for routine use of office tools (keyboard, calculator, etc.).
• Frequent customer site visits; locations may require overnight travel depending on assigned territory and may not be accessible by public transportation.