Senior Director, Global Deal & Contracting

Able to reside anywhere in the Eastern Time Zone

The Senior Director Global Contracting (DGC) is responsible for:

• Leading a team of Global Contracts & Negotiation Managers to conclude profitable, deliverable and compliant complex contracts with Ricoh's largest global clients and a team of Bid & Contract Advisors who will provide guidance and direction to Operating Companies who are bidding and negotiating deals with International Accounts; and
• Setting the strategy, policy, process and framework within which contract negotiation is conducted by Ricoh, together with the necessary guidelines to ensure that deals signed are profitable, deliverable and compliant with Ricoh Group Policy.

JOB DUTIES AND RESPONSIBILITIES

• Set and maintain a global contract negotiation strategy, policy and framework to proactively respond to the changing needs of the managed print marketplace and the advancement of technology (e.g. growing team skill set and collateral to move into the managed IT and outsource spaces), working closely with senior Ricoh managers in other disciplines to agree appropriate process and interfaces during the contract negotiation sales phase.
• Direct and support team members (whilst retaining accountability) to:
• Support the Global Bid & Pricing Team in responding to requests for non-standard commercial content (terms and conditions, SLAs, pricing structures, etc.) and making key commercial decisions during the bid phase' which will set the stage for contract negotiations if the tender is won;
• Following down-selection and award, lead the customer engagement process through contract negotiation to signature, integrating Ricoh's products, services and solutions that meet the client's business objectives and are profitable, compliant and deliverable for Ricoh, engaging and directing all necessary Subject Matter Experts (SMEs);
• Support other CNMs by peer reviewing global contracts in accordance with global operational and commercial guidelines, gaining and maintaining knowledge of country and regional variances from the global guidelines;
• Hand over signed global contracts to the Operations Teams, via a formal on-boarding process, hence ensuring that they are deliverable and are understood by the necessary SMEs and remaining available for questions regarding application of negotiated global contracts post signature;
• Monitor the commercial performance and compliance of signed contracts, advising the Operations Teams where adjustments are necessary, and overseeing the correct commercial approach to contractual change requests; and
• Working closely with appropriate SMEs (Legal, Technical, Operations, Bid, Product Marketing, etc), develop and maintain an up-to-date library of relevant collateral, tools and templates to allow CNMs to consistently fulfil their responsibilities.
• Assist team members by:
• Coaching to set and successfully execute appropriate strategy and tactics for positive negotiation outcomes; and
• Resolving internal blockages, misalignment and conflict preventing successful contract conclusion.
• Personally engage with global clients where deals are particularly complex, or a more senior level interface is required in order to resolve negotiated positions.
• Personally engage with Operating Company leadership to ensure a common understanding of the global contracting process, policies and procedures.

QUALIFICATIONS (Education, Experience, and Certifications)

• University GPA score 3.3 , preferably in a technical / engineering or legal discipline.
• Preferably also a second degree or qualification in Business Administration (e.g. MBA).
• At least 10 years' experience in the print and/or IT services market, preferably including at least 3 of the following disciplines: bid, contract negotiation, pricing, product marketing, procurement.
• At least 5 years' line management experience, including ability to differentiate leadership style between high-caliber/high-performing team members and those requiring more direction, including within both direct and virtual teams.

KNOWLEDGE, SKILLS AND ABILITIES

• Excellent analytical, questioning, reasoning and decision-making skills, coupled with a strong appreciation for the business impact (Ricoh's and the client's) of decisions made.
• Excellent written and verbal communication skills, fluent in English, particularly in reviewing and presenting high quality proposals and in negotiating contracts.
• Exceptional ability to organize, prioritize and track team workload and business priorities to meet customer and internal deadlines, including ability to work and manage under time pressure without exhibiting stressed behavior. Whilst structured in app/ roach, the ability to adapt to different client demands, requirements and challenges is essential.
• Works easily with colleagues of different levels, styles and cultural backgrounds. Seen as a senior, authoritative and credible representative of Ricoh; positive, reasonable and with a high level of integrity.
• Ability to collaborate with and influence peers and senior management in order to achieve desired objectives.

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Standard office requirements
• Overtime often required
• Some travel (less than 20%) but includes long haul to Europe
• Work assignments are highly diversified. New alternatives are regularly developed. Work has some occasional stress due to periodical or cyclical workload pressures
• Interprets, comprehends and applies complex material, data and instruction
• Prepares, provides and conveys diversified information, which may be of a legal or technical nature
• A frequent volume of work and deadlines imposes strain on routine basis

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