Senior Program Manager, Strategic Channel

 

Position Profile

Title: Senior Program Manager, Strategic Channel
Department: Ricoh Commercial and Industrial Printing Group (CIP)
Focus Area: Franchise Print and Signs & Graphics Channel
Location: East or West Region, Ricoh USA

The Senior Program Manager, Strategic Channel is responsible for driving sales and program management, including business development strategy, within the assigned Franchise Print and Signs & Graphics vertical. This role requires a proven track record in strategic sales and a minimum of five years of experience in strategic channel or vertical sales/sales management.

Key Responsibilities Achieve revenue and gross profit targets for hardware, software, and professional services within the Franchise Channel. Manage relationships with National Franchise Print and Signs & Graphics organizations in the assigned region. Collaborate with field sales to penetrate Zero Base Accounts (ZBA) and develop targeted customer lists to drive field activity. Lead a sales channel of Production Print Executives (PPEs) and Regional Sales Managers (RSMs) to meet strategic channel goals. Co-develop a strategic channel business plan, including go-to-market strategy, sales coverage model, and execution plans to grow market share. Partner with sales and marketing leadership on product positioning and pricing strategies. Provide field-level insights to senior leadership to position Ricoh as a market leader in workflow solutions for Franchise Networks. Represent Ricoh at key industry events, conventions, and sales meetings; manage customer and rep incentives. Develop and execute strategies for profitable MIF replacement and expansion. Identify opportunities for targeted marketing campaigns to generate awareness and demand. Collaborate with Sales Training to develop and deliver field-level training. Analyze market segmentation and build penetration strategies for target markets. Qualifications

Education & Experience:

Bachelor’s degree required; Master’s degree preferred or equivalent experience. 5–10 years of sales and/or sales management experience, with at least 5 years in strategic and solution selling to senior executives. Proven success in managing Franchise, Major, National, or Global Accounts. Experience in the Strategic Channel or Vertical, preferably with National Franchise Print organizations. Strong presentation and communication skills. Ability to work across multiple levels of sales personnel and leadership. Skilled in goal-setting, prioritization, and execution of sales strategies. Extensive experience in penetrating non-user or ZBA accounts in the Graphic Communications/Commercial Print space. Skills & Competencies Strong C-level communication and engagement skills. Expert negotiation and objection-handling capabilities. Experience working in regional territories and matrixed environments. Ability to build and maintain third-party partnerships. High initiative, self-direction, and accountability. Strong business acumen and maturity. Proficiency in Excel, PowerPoint, and CRM tools. Valid driver’s license and required auto insurance per Ricoh policy. Working Conditions Office environment with standard lighting, ventilation, and noise levels. Work involves interpreting and applying complex data and instructions. Minimal physical effort; mostly sedentary with occasional walking, standing, and lifting (under 10 lbs.). Moderate dexterity required for tools such as keyboards and calculators. Extensive travel required (estimated 50–75%).

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.