Senior Region Director, Dealer Business Operations

Preferred to have the candidate live near a major airport in the Western Southern Region

POSITION PROFILE

Overview: The Senior Region Director, Dealer Business Operations (RBD) is responsible for various dealer-facing, field sales, marketing, and business operations functions at the regional level. The RBD is accountable for achieving regional consumables sales and profit targets and supporting the Regional Vice President (RVP) and regional field sales to achieve the total revenue plan. This role involves regular interaction with dealer executive management to address requirements and actions needed to improve the dealer experience and results with Ricoh, restoring stability and dealer confidence. The position reports directly to the Region Vice President and works closely with field sales, HQ staff, and sales leaders in other channels.

Job Duties And Responsibilities

• Achieve regional consumables sales ($65M-$100M revenue and $25M-$40M gross profit). Develop, negotiate, and secure program targets with dealers. Drive field sales to execute strategies to secure aftermarket volume growth.
• Regularly meet with key dealers to evaluate the consumables situation, addressing dealer issues and opportunities requiring special attention and follow-up. Add value and support to field sales initiatives to expand business relationships with dealers.
• Drive regional strategic initiatives to grow focused product segments (e.g., printers, A4, vertical market software/solutions).
• Manage Rules of Engagement (ROE) issues (10-12 per month) in coordination with appropriate channel managers and dealership management.
• Oversee strategic funds ($2M-$4M) management and tracking. Report to RVP on a regular basis.
• Manage the execution and follow-up of regional field sales training and development.
• Execute and coordinate the Champs program, including tracking.
• Introduce CRM systems and educate field sales to manage business using performance metrics and systems reporting.
• Compile and summarize key competitive actions, launching competitive attack initiatives.
• Participate in HQ sales strategy planning and field sales dealer business plan development.
• Provide market and competitive input, identify operational issues (e.g., R12 migration), and report on the effectiveness of strategic initiatives.
• Interact with counterparts and other field management to identify and circulate best practices.
• Manage regional meetings and events, providing input for national events (e.g., NDC and Convergence meetings).
  
  

Qualifications (Education, Experience, And Certifications)

• BS or equivalent experience in Sales and Marketing.
• Requires 10 years of dealer field sales experience; 5 years with Ricoh US dealers preferred.
• 3 years of management experience in manufacturer dealer sales.
• Proven sales success in the industry.
• Strong knowledge of company technology, programs, and resources.
• Experience with industry services and solutions requirements, including customer contact.
• Ability to effectively maximize customer-facing interaction time.
• Existing dealer relationships at multiple levels in the given geography preferred.
  
  

Knowledge, Skills, And Abilities

• Advanced negotiation and collaboration skills; business acumen to identify opportunities, and professional interpersonal skills to defuse conflict situations.
• Advanced verbal and written communication skills.
• Superior presentation skills.
• Balance of sales and analytical skills.
• Strategic agility.
• Process-oriented.
• Reasonable systems knowledge.
  
  

Working Conditions, Mental And Physical Demands

• Typically works in an office environment with adequate lighting and ventilation and a normal range of temperature and noise levels.
• Work involves cyclical stress due to frequent goals and deadlines, and daily stress due to the responsibility associated with the incumbent's decisions, outcomes, and potential outcomes.
• Work is mostly sedentary but does require walking and movement.
• Requires moderate dexterity and regular application of basic skills.
• Requires periodic dealer/customer site visits throughout the region territory.
• Frequent overnight travel required.
  
  

The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts, or working conditions associated with the job.