Major Account Executive

Major Account Executive

Requisition ID 12-00465
Job Title Major Account Executive
Job Category Sales / Marketing
Full / Part-Time Full time - Regular
FLSA Status Exempt

City Toronto
State / Province ON
Country Canada
Job Description
POSITION PROFILE

To obtain a contractual agreement with Inhouse Counsel and Law Firms in a given territory. To grow Ricoh revenue by identifying business needs and positioning RICOH facilities as the compelling solutions provider and business partner to fulfill those needs.

JOB DUTIES AND RESPONSIBILITIES

· Drive market and customer share by providing a single point of accountability for legal solutions for the customer.
· Retain current customers and protect RICOH from competitive threats by keeping a high level of visibility, communication and customer satisfaction.
· Consult the customer with a high degree of industry expertise and knowledge. Commit the necessary time to be successful in forming executive level relationships. Keep a high profile within the account.
· Build customer relationships with business "influencers" throughout the organization.
· Study and research to become highly knowledgeable of vertical market responsible for.
· Document a strategic business plan for each account. Coordinate resources to meet customer requirements.
· Gain "customer share" by increasing RICOH services and expanding the "total billing" within the account. Create an install base of highly satisfied customers that can serve as a reference base in securing new national account customers.
· Conduct end user surveys and customer reviews to ensure customer satisfaction and uncover areas that need improvement.
· Proactively manage all renewal opportunities. Select the most beneficial strategy for the customer and bearing in mind any residual or financial risk to the organization.
· Position the customer to be able to take advantage of current and future technology.
· Understand key applications for customers within the vertical market assigned.
· Ensure that strategy developed for customer addresses customer's key applications, providing a clear differentiation between RICOH and competition.
· Build positive and productive relationships cross business lines and throughout the organization. Assist in the communication at the marketplace level. Work with the local marketplaces to gained efficiencies wherever possible.
· Meet expected revenue growth through increased customer share or net new business. Drive cost reduction and efficiency initiatives within the account. This includes quality assurance measures and process improvement strategies.
· Stay current with business issues through reading periodicals, journals and manuals. Operates with a keen sense of customer urgency and commitment to deliver the highest level of service.

QUALIFICATIONS (Education, Experience and Certifications)

· Bachelor degree required,
· Must have 5-7 years selling with a minimum of 3 years selling experience to high-level executives.
· Requires proficiency in the understanding of typical law firm structures and document management processes and requirements as well as litigation support database systems.
· Requires a working knowledge of the industries leading litigation document management and support systems.
· Requires a working knowledge of the image capture, legal coding and electronic data discovery process.
· Requires completion of a four-year college degree or equivalent work experience.
· Successful track record in management and history of success in National Account sales.
· Must have excellent presentation skills
· Proven track record in project management.