Sr. Manager, Contracts & Negotiations

Senior Manager I, Contracts & Negotiations

Able to reside in the EST - Time Zone

POSITION PROFILE

The RGS Deal & Contract Management team aims to win and retain profitable business with Ricoh's largest global clients by creating and successfully negotiating commercial proposals across all lines of Ricoh's business. This requires a deep understanding of the client, the competitive landscape, and Ricoh's delivery capabilities. The team creates competitive and well-crafted proposal packages, including commercial pricing models and terms and conditions, using the standards and best practices developed by our team.

The Senior Manager I, Contracts & Negotiations (CNM) is responsible for successfully negotiating global contracts that meet the mandate for each opportunity. This customer-facing role also works directly with a wide range of Ricoh-internal SMEs and stakeholders.

Job Duties and Responsibilities:

• Lead the customer engagement process through contract negotiation to signature, ensuring contract terms support expected profitability, comply with approval parameters, and Ricoh can deliver on obligations.
• Conduct final contract review, submit contracts for corporate approval, and obtain customer signatures.
• Hand over signed global contracts to the Operations Teams via a formal onboarding process, ensuring they are understood by the necessary teams.
• Support subsequent changes requiring contract amendments as needed.
• Assist bid teams in responding to requests for non-standard commercial content and making key commercial decisions during the bid phase, setting the stage for contract negotiations when the tender is won.

Qualifications (Education, Experience, and Certifications):

• Bachelor's degree or above, preferably in a technical/science/engineering discipline or a legal/business background.
• At least 5 years' experience in the print, telecoms, or IT services market, including bid, contract negotiation, pricing, product marketing, or procurement.

Knowledge, Skills, and Abilities:

• Analytics: Excellent analytical skills, diligent, thorough, and methodical. Ability to judge materiality and prioritize demands to make sound fact-based decisions.
• Business Acumen: Ability to grasp clients' needs within their market and unique business situation and align these with Ricoh's business model and capabilities.
• Leadership: Displays the gravitas and empathy to negotiate effectively with clients and lead the Ricoh team through the contract negotiation process.
• Financial: Good grasp of key financial aspects of business, including profit and loss, cash flow, leasing and financing, interest rates, inflation, and exchange rates from both Ricoh and client perspectives.
• IT Experience: Experience in an IT managed service industry. Ability to grasp technical concepts and confidently question technical colleagues from a commercial angle.
• Company Fit: Works easily with colleagues of different styles and cultural backgrounds. Easy to talk to yet firm. Able to drive the team forward even in uncertain situations.
• Articulation: Excellent written and verbal communication skills, particularly in presenting and documenting contractual agreements. Ability to communicate effectively with those for whom English is a second language.

Working Conditions, Mental and Physical Demands:

• Typically works in an office environment with standard lighting, ventilation, temperatures, and noise levels.
• Compliant with federal, state, and local regulations. May require frequent travel.
• Work assignments are diversified. Interpret, comprehend, and apply complex material, data, and instructions.
• Prepare, provide, and convey diversified information.
• Minimal physical effort required. Work is mostly sedentary but does require walking, standing, bending, and reaching.
• Lifting or carrying objects that typically weigh less than 10 lbs. (e.g., papers, books, files, and small parts).
• Moderate dexterity required for regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination).

The above statements 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 the job.