Ricoh USA, Inc. · 1 day ago
Senior Director, Global Deal & Contracting
United States
Full-time
Remote
Senior Level, Lead/Staff, Director/Executive
10+ years exp
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Hiring Manager
Saranya Rajamani
Insider Connection @Ricoh USA, Inc.
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Responsibilities
Set and maintain a global contract negotiation strategy, policy and framework to proactively respond to the changing needs of the managed print marketplace and the advancement of technology (e.g. growing team skill set and collateral to move into the managed IT and outsource spaces), working closely with senior Ricoh managers in other disciplines to agree appropriate process and interfaces during the contract negotiation sales phase.
Direct and support team members (whilst retaining accountability) to:
Support the Global Bid & Pricing Team in responding to requests for non-standard commercial content (terms and conditions, SLAs, pricing structures, etc.) and making key commercial decisions during the bid phase' which will set the stage for contract negotiations if the tender is won;
Following down-selection and award, lead the customer engagement process through contract negotiation to signature, integrating Ricoh's products, services and solutions that meet the client's business objectives and are profitable, compliant and deliverable for Ricoh, engaging and directing all necessary Subject Matter Experts (SMEs);
Support other CNMs by peer reviewing global contracts in accordance with global operational and commercial guidelines, gaining and maintaining knowledge of country and regional variances from the global guidelines;
Hand over signed global contracts to the Operations Teams, via a formal on-boarding process, hence ensuring that they are deliverable and are understood by the necessary SMEs and remaining available for questions regarding application of negotiated global contracts post signature;
Monitor the commercial performance and compliance of signed contracts, advising the Operations Teams where adjustments are necessary, and overseeing the correct commercial approach to contractual change requests; and
Working closely with appropriate SMEs (Legal, Technical, Operations, Bid, Product Marketing, etc), develop and maintain an up-to-date library of relevant collateral, tools and templates to allow CNMs to consistently fulfil their responsibilities.
Assist team members by:
Coaching to set and successfully execute appropriate strategy and tactics for positive negotiation outcomes; and
Resolving internal blockages, misalignment and conflict preventing successful contract conclusion.
Personally engage with global clients where deals are particularly complex, or a more senior level interface is required in order to resolve negotiated positions.
Personally engage with Operating Company leadership to ensure a common understanding of the global contracting process, policies and procedures.
Qualification
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Required
University GPA score 3.3+, preferably in a technical / engineering or legal discipline.
At least 10 years' experience in the print and/or IT services market, preferably including at least 3 of the following disciplines: bid, contract negotiation, pricing, product marketing, procurement.
At least 5 years' line management experience, including ability to differentiate leadership style between high-caliber/high-performing team members and those requiring more direction, including within both direct and virtual teams.
Excellent analytical, questioning, reasoning and decision-making skills, coupled with a strong appreciation for the business impact (Ricoh's and the client's) of decisions made.
Excellent written and verbal communication skills, fluent in English, particularly in reviewing and presenting high quality proposals and in negotiating contracts.
Exceptional ability to organize, prioritize and track team workload and business priorities to meet customer and internal deadlines, including ability to work and manage under time pressure without exhibiting stressed behavior.
Ability to adapt to different client demands, requirements and challenges.
Works easily with colleagues of different levels, styles and cultural backgrounds.
Ability to collaborate with and influence peers and senior management in order to achieve desired objectives.
Preferred
Preferably also a second degree or qualification in Business Administration (e.g. MBA).
Benefits
30% bonus eligible
Company
Ricoh USA, Inc.
There’s no such thing as too much information. We bring people, processes, and technology together to turn TMI into powerful results.
10,001+ employees
H1B Sponsorship
Ricoh USA, Inc. has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2023 (2)
2022 (10)
2021 (18)
2020 (6)
Funding
Current Stage
Late StageLeadership Team
George Gowen
Senior Vice President, General Counsel & Secretary
Recent News
2024-06-05
Triad Business Journal
2024-06-04
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