Business Process Consultant / Business Process Sales Executive
Position Profile
The Business Process Sales Executive is a hunter-focused sales role responsible for creating net-new demand, opening doors with targeted accounts, and driving qualified pipeline for end-to-end business process services and BPM solutions. This role proactively identifies high-value prospects, uncovers operational pain points and performance gaps, and converts those insights into sales opportunities aligned to client business priorities.
Acting as a strategic sales leader, the sales executive engages senior business and operations leaders early, builds credibility quickly, and shapes customer vision around measurable business outcomes. The role applies strong business, financial, and solution acumen to develop compelling value cases, differentiate Ricoh in competitive pursuits, and influence evaluation criteria in ways that improve win rates.
The sales executive leads complex, process-driven pursuits from initial prospecting through close, often where no incumbent relationship or active opportunity exists. This role is accountable for expanding new pipeline within base and target white space accounts, creating competitive advantage through strong discovery and account strategy, and assembling differentiated solutions that improve efficiency, reduce cost, mitigate risk, and enhance service levels.
Duties and Responsibilities:
- Prospect into target accounts and identify high-value opportunities based on business priorities, market triggers, and alignment to Ricoh’s solutions portfolio.
- Build senior-level relationships and secure executive access within prospect and customer organizations to advance sales strategy, validate urgency, and strengthen deal sponsorship.
- Influence requirements and outcome expectations leading to client's selection process and evaluation criteria.
- Create and qualify net-new opportunities through proactive outreach, discovery, and engagement across the sales cycle, often without an existing client relationship or active deal.
- Create and sustain competitive advantage by diagnosing client challenges, positioning differentiated solutions, and articulating clear business value tied to measurable outcomes.
- Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives.
- Interacts with senior management levels at a client and/or within Ricoh, which involves negotiating or influencing significant matters.
- Own the opportunity from initial pursuit through close, applying disciplined sales process, account strategy, and offering expertise to accelerate progression and improve win probability.
- Manage client expectations via a detailed project plan and resulting handoffs within Ricoh.
Qualifications:
- 5+ years of sales experience leading complex workflow, workflow integration, and outsourcing deals, with a strong emphasis on hunting, new business development, and creating opportunities in competitive environments.
- 5+ years of proven success in business development, consultative selling, and hunting for net-new opportunities through account penetration, proactive prospecting, and pipeline creation.
- Experience with successful execution of all phases of large and multi-year capture efforts, including strategic planning, teaming, proposals, market, or competitive and price-to-win analyses.
- Proven ability to develop and present business cases including financials and value proposition.
- Experience with developing and maintaining effective internal and external business relationships with clients and industry partners.
Knowledge, Skills and Abilities:
- Strong understanding of prospecting, opportunity qualification, and disciplined sales process management.
- Possesses an advanced technical understanding of the client work environments and how to apply Ricoh’s portfolio in a manner that addresses the client’s business objectives.
- Strong ability lead solution development integrating with IT infrastructures; technical understanding of architectures, networks, and data center operational standards
- Must also possess the skill to be able to work in an enterprise environment to solve business problems and achieve clients' business process outcomes
- Strong interpersonal, time management and organizational skills.
- Demonstrated ability to successfully work with or lead diverse teams to formulate enterprise Services and Solutions.
- Must possess strong executive presence, strategic selling capability, and the ability to communicate and present persuasively to C-level decision-makers.
- Must have the ability to work with Account Executives to expand the customer portfolio through whitespace growth, cross-sell, and strategic account development.
- Ability to analyze complex data from multiple sources and correlate to identify issues and propose solutions.
- Ability to communicate effectively with IT and C-level executives to gain a clear understanding of infrastructure and business requirements in enterprise environments
- Must possess strong working knowledge of advance capture, ECM, workflow solutions and Ricoh’s services portfolio
- Must be able to coordinate multiple resources across functional groups within Ricoh and vendor partners to solve customer problems.
- Demonstrated experience as an avid team player that can adapt to changing roles.
- Goal-orientated, motivated and committed to ongoing self-development and development of others.
- Must demonstrate a positive mindset and attitude
- Ability to manage conflict and effectively problem solve in a fast paced, high stress environment.
Other:
- Requires a valid driver's license and reliable transportation required (and auto insurance coverage per Ricoh's policy)
Base of $76,400-$95,000 + commissions
