Sales Account Manager

Welcome to PFU Canada, Inc. (PCI), we are an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity and streamline operations.

Our team in Canada is based remotely and this role will be field based in the Greater Toronto Area. We offer excellent benefits and an inclusive culture that rewards hard work and teamwork, encourages intellectual growth and celebrates diversity.

Learn more about PCI and our products here: https://www.pfu.ricoh.com/ca/en/

Our Sales team is seeking a Sales Account Manager who will be responsible for generating revenue in assigned territory (Ontario) by soliciting, identifying, and qualifying opportunities, understanding and interpreting requirements, providing customers with PFU Canada, Inc., a Ricoh Company, information, developing accounts, and partnering with PCI and Ricoh’s key channel partners; serves as the expert to partners for PCI (Ricoh) information regarding product, services, transitions, and promotions. The ideal candidate would be forward-thinking, curious and possess emotional intelligence.

Base Salary Range: $75,000 to $85,000 CAD, plus commission.

Interview Process: We are posting today for an immediate opening. The interview process will be as follows;

• After submitting your resume;
  • You will hear either from our hiring team at PFU, VP of Human Resources / Director of Sales.
• We will schedule you in for an online video interview;
  • Here, we will aim to understand your goals and motivations, your successes, and your fit within the team.
  • We will also be available to answer any questions you may have about our business and the role.

• 2nd interview
  • We will narrow the list from the preliminary interview stage, to the top candidates
  • If you receive a request for a second interview, we will have you meet with the remainder of the Canadian Leadership team where they will also look to get to know you beyond your resume and test for fit to the role.

• 3rd interview if necessary

The first 90 days;

The first 90 days in a new role are critical to ramp up fast and start making an impact. As such, your first 90 days on the job will be spent working closely with the Eastern Canada and Western Canada, Sales Account Managers, supporting them in their territories. This will help you learn the business, the partners, the solutions and be ready to make an impact in your territory after the first three months. During this period you may be assigned to represent the company at tradeshows, attend meetings and events and even meet with customers. The more exposure you get in the role, the more ready you will be to start delivering exceptionally. Other key responsibilities in the first 90 days would be focused upgrade conversations with existing clients, navigation of opportunities less than $10k from start to finish, follow up on previous opportunities along with EOL programs. Note that these responsibilities may be extended beyond the first 90 days.

POSITION RESPONSIBILITIES:

• Responsible for prospecting hardware and net new service opportunities to drive revenue through the channel and achieve assigned quotas for PCI (Ricoh) products, services, and software.
• Engage accounts within assigned territory frequently to increase YOY revenue and expand into new end-user clients, gain and manage relationships with executive level personnel and decision makers. On site and/or face to face meetings required. Roughly 50% travel required, some overnight.
• “Know Your Customer” or similar initiatives must be met or exceeded and on time including accurate and timely updates in CRM
• Manage both end user and reseller accounts and sales opportunities using PCI (Ricoh) customer relationship management system (Salesforce)
• Maintain our CRM database in regards to current deals, track account activity and provide accurate forecasts to management, accurately reporting on opportunities from discovery to closure. Daily management of opportunities from created to completion.
• Creates, fills-in and manages PCI (Ricoh) pipeline for deals with partners and transforms potential leads into joint end user sales activities and pursuits for partners
• Identify new approaches to messaging PCI’s (Ricoh) unique value proposition and recruiting the partner sales and marketing teams to communicate that message to its customers, solutions sales
• Identify tactics to expand opportunities to include additional SKUs, including service and additional hardware/software
• Work within the partner’s eco system to align with other technologies that can be part of an overall solution to increase revenue and margin for partners
• Increase overall wallet through partners by expanding into their portfolio of customers by gaining mindshare with the sales and marketing teams, establishes professional working, teaming and consultative relationships with partners
• Leverages other resources and team members including Solutions Analyst, Inside Sales and channel partners to ensure solutions meet or exceed customer goals and requirements.
• High level of daily activities: prospecting, cold calling, demonstrations, teamwork, pipeline creation, opportunity follow up, accurate and timely updates of Salesforce.
• Establish and execute account plans to promote sales growth
• Establishes relationship with partners at all organization levels including senior executives
• Recruit and develop business relationships with new reseller partners
• Executes programs with reseller partners including MDF, promotional activities, etc.
• Analyze POS data to identify trends, future growth areas and manage opportunities daily.
• Team environment supporting other Account Managers in their opportunities to drive significant outcomes for PCI

ADDITIONAL DUTIES AS ASSIGNED:

Educates and updates both end users and reseller partners on PFU Canada Inc. (Ricoh) products, services, and/or solutions. May be brought in by partners to sell Ricoh brand to end customers; conducts transactional and relationship selling duties while working within a team of selling professionals.

EXPERIENCE:

3+ years of experience in sales with a proven and verifiable history of increasing revenue to meet established company goals; experience preferred in a direct or channel partnership model in hardware and software or comparable industry; strategic and sales planning/forecasting experience within a large corporate environment required.

EDUCATION:

Bachelor's degree in Business Administration, Sales and Marketing or related field of study or related work experience.

MINIMUM QUALIFICATIONS:

Knowledge: Knowledge of Excel, Word, PPT and Outlook required; excellent business acumen and critical thinking; problem analysis and problem resolution experience at both a strategic and functional level.

Skills: Excellent interpersonal and communication skills; strong report writing, negotiation and presentation skills; familiarity with sales training desirable. Bilingual French/English, oral and written a plus.

Abilities: Ability to organize and manage multiple priorities; demonstrated ability to deliver results; the ability to work with a variety of different personalities; capable of effectively utilizing all available resources.