Ricoh UK

• Develop and execute business development strategies to drive growth within new and existing accounts. • Build relationships with decision-makers and influencers to identify and generate new sales opportunities, increasing Ricoh's market share. • Research customer environments to uncover and address both known and latent business challenges. • Understand how customers make purchasing decisions by focusing on their business needs rather than a predetermined product or service. • Effectively communicate Ricoh's value proposition and ability to accelerate digital transformation. • Use consultative selling and storytelling techniques to uncover opportunities that align with Ricoh's portfolio of solutions. • Articulate the financial impact of purchasing decisions and demonstrate business value. • Develop and confidently deliver compelling presentations in both virtual and in-person settings.

• Supplies product information to selected customers in an assigned territory and/or arranges for business analyses of customer’s business communication requirements and develops benchmark demonstrations, proposals and value propositions that exceeds customers’ requirements resulting in the development of new customers and retention of existing accounts by applying a consultative approach to Federal Department of Defense, Department of Veteran Affairs, and Civilian organizations. • Is responsible for assessments, technology recommendations and sales of our CIP/OP technology, Software and services. • The PTE is also responsible for the strategy of our managed print program which includes color management, consulting, wide-format, remote monitoring, application management and our platform strategy with IOT. • Organizes and implements post-sale delivery and implementation of RICOH solutions at customer locations. Acts as primary point of contact for all sales paperwork. • Proactively develops new customer contacts, review leads, participates in customers’ business communication strategy, planning and delivery of RICOH solutions. • Engages in strategic planning with customer base; proactively identifies, evaluates and formulates action plans for at-risk customers. • Meets or exceeds revenue and gross profit expectations. • Coordinates cross-functional sales activity and manages team processes. • Promote products and represent company at off-site customer meetings. • Maintain records of all account activity within sales database. • Identify contacts in accounts and conduct strategic calls. • Serves as first line of contact with customers. • Performs other duties as assigned.

• Execute Business Development • Understand the customer's environment. Open new doors with decision-makers and influencers to generate sales opportunities within new and existing accounts to increase RICOH's market share • Solve critical business challenges for the customer • those known and uncovered through research and questioning. • Understand how customers are buying, not what they are buying • focusing on their needs, not a predetermined product or service. • Excellent communication • Differentiates Ricoh's ability to accelerate the transformation of the customer's digital environment through storytelling to uncover opportunities aligned to Ricoh's portfolio. • Articulate how buying decisions can impact the customer's financial position. • Develop and confidently deliver compelling presentations both in person and virtually

• Responsible for spearheading RICOH’s penetration and expansion in assigned geographic territory and accounts, through the development of a targeted customer strategy that includes customer segmentation, customer awareness activities and establishing a customer relationship. • Win new business by aligning customer’s business goals and objectives with Ricoh’s Solutions portfolio including both hardware and services. • Develop strategies to penetrate ZBA (zero base account) opportunities, including reference selling. • Manages, protects and develops territory base by analyzing and developing solutions for new and existing customer business communication requirements. Supports strategies, products, and equipment within assigned territory. • Acquires and grows client base by selling incremental solutions and services within their new base accounts • Meet or exceeds gross profit expectations within assigned territory. • Prepares and presents benchmark demonstrations, proposals, and value propositions within account assignment, utilizing product and/or technical resources – as needed. • Retains and grows current client base by selling incremental solutions and services within their base accounts, and through customer satisfaction. • Maintains records of all account activity within Ricoh provided sales database and CRM tool. Serves as first line of contact with client in the creation and maintenance of accurate paperwork on each sale. • Performs other duties as assigned.

• Develop new business opportunities within both existing and prospective accounts. • Gain a deep understanding of customer environments to identify needs, challenges, and growth opportunities. • Build relationships with decision-makers and influencers to expand Ricoh's presence and market share. • Research customer organizations to uncover and address known and unidentified business challenges. • Focus on understanding how customers make purchasing decisions rather than simply what they purchase. • Position solutions based on customer needs rather than predetermined products or services. • Demonstrate Ricoh's ability to accelerate digital transformation through effective storytelling and consultative selling. • Identify and articulate business outcomes aligned with Ricoh's portfolio of solutions and services. • Communicate the financial and operational impact of purchasing decisions. • Deliver compelling presentations and proposals confidently in both virtual and in-person settings. • Maintain strong communication with customers and internal stakeholders throughout the sales process.

• Responsible for the planning and delivery of all aspects of contracted Global Program including resources, budget, timelines and customer satisfaction for assigned program in compliance with GPMO standards • Global Single Point of Contact (SPOC) for implementation matters internally and for the customer (for assigned program including MDS project) • Manages and controls the Global Program through an appropriate communication with all Regional Program Managers (RPgMs) Ensures assignment of RPgM of applicable regions • Primary resource for escalation and tracking/accountability of Global Program to ensure timely resolution of related issues • Creates the Global Master Project Plan for implementation from regional and local project plans • Escalate requirements for project and service delivery management resources in larger markets/Opco's to ensure proper contract delivery • Coordinate assignment of necessary resources to perform Global Program / Project activities. Ensure assignment of local project resources • Responsible for monitoring the cost for deployment and managing cost • Responsible for identification and management of all the risks under the Global Program • SPOC for all assigned project activities • Provides leadership, guidance and directs activities of regional and OpCo and Technical Project Managers and project personnel • Reviews contracts and SOWs to determine time frame, funding limitations, procedures for accomplishing project, staffing requirements, and allotment of available resources to various phases of the project • Accountable and responsible to ensure project brief and direction is understood by internal and external stakeholders • Responsible for central planning throughout all phases of a project lifecycle • Responsible for central kick-offs, both internal and external. Participates in regional (global regions) kickoffs and occasionally OpCo (country) kickoffs • Develop and maintain Gantt charts and project management plan for each assigned account • Posts documentation in GEMSTAR Projects portal. • Coordinate engagement with 3rd party solution providers to support customer implementations • Responsible for all central project reporting towards internal and external stakeholders • Responsible for project sign off and transition to steady state operations • Provides feedback to functional management on project personnel to assist in performance evaluations • Ensures lessons learned are communicated back to the Global Project Management Office and Operations teams. • Regularly contribute to GPMO standards processes and improvement activities. • Participate in sales calls, executive presentations, and customer events where applicable

• Services and repairs a variety of office equipment at customer locations, usually within a specific geographic area. • Specializes in the servicing and repair of a core set of highly complex office products. • Manages territory, inventory, and customer relationships. • As a specialist, provides 2nd level technical support to other technicians. • Achieves expected productivity levels associated with assigned workload and level of experience. • Actively drives revenue generating opportunities through supply leads, contract sales, network support contract leads, equipment and print assessment leads. • Able to work under minimal supervision. • Performs a full range of servicing and repair service procedures including diagnostics, installation, removal and retrofits on a core set of highly complex office products. • Demonstrates required digital competencies associated with assigned products and level assignment. • Performs troubleshooting and repairs or replaces equipment components as necessary on B&W, color and multifunctional devices. • Completes technical training on new equipment as assigned. • Conducts OJT for new and experienced technicians as required. • Conducts technical seminars as required. • Serves as a role model and exhibits professional appearance and behavior at all times, under the most difficult situations. • A positive influence/champion within the team/organization. • Proactively seeks ways to improve things. • Assumes responsibilities of Field Technology Service Manager as required. • Effectively executes all required territory management and call handling procedures. • Works closely with sales partners to maximize equipment leads and upgrade opportunities. • Maintains and manages own parts inventory with a high degree of accuracy. • Adheres to territory back-up plans. • Completes all required administrative tasks in an accurate and timely manner. • Complies with all company policies. • Effectively handles the most difficult customer situations. • Acts as a communication link on unresolved technical problems/issues. • Interacts with external customers for the purpose of determining service needs on equipment and ensuring overall high level of customer satisfaction with the service performed. • Maintains productive, professional relationship with all company personnel. • Responsible for maintaining a "car stock" inventory. • Performs other duties as assigned.

• Leads, manages, and supports a team of service technicians. • Responsible for the timely, cost-effective, and quality delivery of product service to Ricoh product end users. • Ensures a high level of external customer satisfaction and achievement of service goals and objectives. • Provides daily direction and support to team of technicians to ensure delivery of timely, cost-effective, and quality product service to end user customers. • Enables and maintains a positive and productive work environment. • Spends minimum of 75% of time in Field reviewing technician's work habits/customer interactions. • Provides leadership and guidance to improve technician's territory management skills, overall technical skills, and customer relations' skills through scheduling of appropriate training. • Organizes resources (headcount) and work assignments to gain maximum efficiency and job enrichment i.e., work teams, territories, special assignments. • Provides timely response to customer inquiries and complaints and ensures compliance with agreed upon customer requirements. • Works with assigned accounts reporting overall performance, promoting Ricoh solutions and can clearly articulate the Ricoh Value proposition. • Inspires and motivates team members to deliver excellent customer service through the ON-Track performance management program. • Prepares and delivers timely and accurate performance appraisals for all direct reports. • Maintains positive and productive relationships with other functional groups. • Provides counsel, direction, and opportunities to employees to assist in improving their performance on current job and preparation for future responsibilities. • Ensures maximum service profitability through monitoring and management of parts consumption and departmental expense. • Provides proper direction to support team/District achievement of service goals and objectives including all productivity KPI's. • With approval, recruits, interviews, and hires new Technology Service Technicians. • Performs other duties as assigned.

• Services and repairs a variety of office equipment at customer locations, usually within a specific geographic area. • May be viewed as specialist on certain products. • Specializes in the servicing and repair of a core set of highly complex office products. • Manages territory, inventory and customer relationships. • Provides 2nd level technical support to other technicians. • Actively drives revenue generating opportunities through supply leads, contract sales, network support contract leads, equipment and print assessment leads. • Performs a full range of servicing and repair service procedures including diagnostics, installation, removal and retrofits on a core set of highly complex office products.

• Services and repairs a variety of company products and systems at customer locations usually within a specific geographic area. • Achieves expected productivity levels associated with assigned workload and level of experience. • Manages territory, inventory, and customer relationships. • Demonstrates excellent technical and customer relation skills. • Actively drives revenue generating opportunities through supply leads, contract sales, and equipment and print assessment leads. • Completes technical training on new equipment as assigned. • Interacts with external customers to determine service needs on equipment and ensures overall high level of customer satisfaction with the service performed. • Provides technical assistance to less experienced technicians. • Responsible for maintaining a "car stock" inventory.