WorkMyWay

Position Profile

The Senior Program Manager, Strategic Channel is responsible for sales and program management—including business development strategy—for the defined Franchise Print and Signs & Graphics channel. This role is part of the Ricoh Commercial and Industrial Printing Group (CIP). The candidate must have a strong track record in strategic sales and a minimum of five years of strategic channel or vertical sales/sales management experience.

Job Duties and Responsibilities

• Responsible for achieving hardware, software, and professional services revenue/GP targets within the Franchise Channel.
• Manage an assignment covering National Franchise Print organizations and Franchise Signs & Graphics organizations within either the East or West region of Ricoh USA.
• Collaborate with field sales to penetrate and win defined Zero Base Accounts (ZBA). Maintain a continuous focus on developing targeted customer lists to drive field activity where the opportunity is greatest.
• Lead and influence a sales channel of Production Print Executives (PPE) and Regional Sales Managers (RSM) to achieve revenue, GP, and placement goals within the strategic channel.
• Co-develop a comprehensive strategic channel business plan, including go‑to‑market strategies, sales coverage models, and field execution plans to grow market share.
• Partner with sales and marketing executive leadership to shape product positioning and pricing strategies for equipment, software, and aftermarket solutions.
• Provide field-level insights to senior leadership to strengthen Ricoh’s position as a workflow solutions leader across Franchise Networks.
• Participate in key industry events, national conventions, and regional/local sales activities to support the Franchise Channel. Ensure the successful execution of customer and rep incentives while offering feedback to senior sales leadership.
• Develop and manage strategies and programs targeting profitable MIF replacement and expansion and drive actions to ensure success.
• Identify opportunities for targeted marketing campaigns to generate awareness and demand.
• Work with Sales Training teams to support the development and execution of field-level training programs.
• Identify new opportunities through market segmentation insights and develop strategies to increase Ricoh’s penetration in target markets.

Qualifications (Education, Experience, and Certifications)

• Bachelor’s degree required; Master’s degree preferred or equivalent related experience.
• 5–10 years of sales and/or sales management experience, with at least five years of strategic and solution-based selling to senior executives.
• Proven success managing Franchise, Major, National, or Global Accounts.
• Demonstrated success within strategic channels or verticals; experience in National Franchise Print is preferred.
• Strong presentation skills.
• Ability to work effectively with all levels of sales personnel, from Account Representatives to Regional Executives.
• Experience setting goals by defining and prioritizing realistic, strategic objectives.
• Strong history of managing sales activities and strategies while coordinating across multiple resources.
• Significant experience penetrating non-user or Zero Base Accounts (ZBA) in the Graphic Communications/Commercial Print or Franchise space.

Knowledge, Skills, and Abilities

• Exceptional C‑suite communication skills and the ability to support account owners in driving sales engagements.
• Strong negotiation and objection‑handling skills.
• Experience working within a regional territory, a matrix organization, and with third‑party partners to achieve mutual business goals.
• Highly self‑directed with a strong sense of initiative.
• Ability to communicate effectively across all levels of an organization, especially executive leadership.
• Strong business maturity, accountability, and business acumen.
• Proficiency in Excel, PowerPoint, and CRM tools.
• Valid driver’s license and required auto insurance coverage according to Ricoh policy.

Working Conditions, Mental and Physical Demands

• Typical office environment with standard lighting, ventilation, temperature, and noise levels.
• Work assignments are varied and require interpreting, comprehending, and applying complex information; preparing and delivering diverse communications; and working with data.
• Minimal physical effort required. Work is mostly sedentary but may involve occasional walking, standing, bending, reaching, and lifting items under 10 lbs (e.g., documents, files, small parts).
• Moderate dexterity required, including regular use of calculators, keyboards, and coordination-heavy tasks.
• Extensive travel required—estimated at 50–75%.