Account Sales Manager, New Business

Account Manager, New Business

Position Profile

The Account Manager New Business is a growth-focused sales professional responsible for acquiring new midmarket customers and taking market share from competitors. This role is accountable for net-new logo acquisition, competitive displacement, and expansion of Ricoh solutions within newly acquired accounts.

The Account Manager New Business operates as a front-line hunter, proactively identifying, engaging, and converting midmarket prospects by deeply understanding their business challenges, competitive landscape, and digital transformation priorities.

Job Duties and Responsibilities

• Own net-new customer acquisition within the assigned midmarket territory
• Proactively displace incumbent competitors through value-based selling and strategic account targeting
• Build and manage a robust prospect pipeline through outbound prospecting, referrals, and marketing-driven leads
• Conduct consultative discovery to uncover unmet customer needs and business challenges
• Position Ricoh solutions as differentiated alternatives that deliver measurable business outcomes
• Deliver compelling presentations to decision-makers both virtually and in person
• Collaborate with internal partners to win competitive opportunities

Key Performance Indicators (KPIs)

• Net-new logo acquisition
• New business revenue attainment vs. quota
• Competitive displacement wins
• Pipeline coverage and pipeline creation
• Average deal size and sales cycle velocity
• Share-of-wallet growth within newly acquired accounts

Qualifications

• Bachelor’s degree or equivalent experience required
• 3 to 5 years of new business sales experience in a hunting role
• Demonstrated success winning competitive deals
• Experience selling IT, software, or technology-enabled services preferred
• Strong business acumen and consultative selling skills

Knowledge, Skills, and Abilities

• Hunter mindset with strong prospecting discipline
• Competitive selling and objection-handling skills
• Ability to influence and build relationships with decision-makers
• Excellent communication and presentation skills
• High learning agility and adaptability

Working Conditions

Hybrid role requiring the ability to be in person with customers most days. Work is primarily sedentary with standard physical and mental demands typical of a professional sales role.