Client Acquisition Director

Overview Ricoh are currently recruiting for a Client Acquisition Director based out of France or French‑speaking Switzerland. This is a senior business leader responsible for new client acquisition of large and strategic target accounts headquartered in the region (including Fortune 500 Europe businesses). Responsibilities New Business Development: Identify, pursue, and secure new global enterprise accounts with a focus on high-revenue, high-potential opportunities valued at $10M+ in total contract spend. Customer wins will grow Ricoh’s overall market share. Strategic Sales Leadership: Develop and execute comprehensive global account acquisition strategies aligned with customer digital transformation goals, leveraging our full portfolio of solutions. C-Suite Engagement: Build trusted advisor relationships with senior decision-makers (IT, Finance, Operations, Procurement, Corporate Real Estate, etc.), positioning our organization as a strategic technology partner. Cross-Portfolio Solution Selling: Articulate the value of integrated solutions spanning Managed Print Services, Workplace Experience, and Business Process Automation, driving innovation, operational efficiency, and workplace modernization for clients. Matrix Leadership: Collaborate and lead virtual, cross-functional global teams — including Business Development, Technology SMEs, Solution Architects, global and regional Sales teams, and Portfolio leaders — ensuring seamless pursuit execution. Complex Contract Negotiation: Lead high-stakes negotiations with global procurement and legal teams, structuring large-scale, multi-region agreements that balance client needs, profitability, and long-term growth objectives. Market Insights Framework for specific account priorities and actions, including activity within each stage of sales cycle; Clear approach to meet or exceed financial and non-financial targets, including identifying gaps and taking corrective action; Grow wallet share in strategic new business areas for Ricoh with a particular focus on Workplace Experience and the customer’s digital transformation journey through co-creation and strategic roadmap activities. Develop Global Customer Relationships: Build strong senior stakeholder and operational network within the target account’s organization and align to Ricoh; Identify, develop, and maintain strong relationships within the target account team (Coach, Influencer, Decision Maker, Gatekeeper, Executive); Develop a deep understanding of the target account’s business and industry/vertical market; Bring thought leadership, share insights, and challenge the target account’s thinking to inspire action; Understand the target account’s investment and decision-making process. Build and Lead the Regional / Global Account Team: Motivate and inspire a team including Regional, Local and Global stakeholders including sales, technical, and service delivery in line with Global Team Selling approach; Sales leadership to local Operating Companies and Portfolio teams via a matrix reporting line; Efficiently qualify opportunities – assess the fit and affordability with the target account; Provide timely and accurate management information for business forecasting and budgeting; Accountable for international enterprise wins in order of magnitude of $10m+ per annum. Knowledge A dynamic and results driven senior sales leader with strong knowledge of both consultative selling and managed services; Experienced in global and/or regional business transactions: knowledge around legal, regulatory, commercial and operational considerations; General knowledge and appreciation of key technology trends impacting upon target accounts; IT literate for Microsoft Office and other business applications; An understanding of the digital workplace and the underlying technologies. Education: Bachelor degree or equivalent; Masters Degree such as Executive MBA is desirable. Skills