POSITION PROFILE

Position is 30% bonus eligible.

The Sr. Global Commercial Director is responsible for leading a team of Global Contracts & Negotiation Managers to conclude profitable, deliverable, and compliant complex contracts with Ricoh's largest global clients. Additionally, the Director leads a team of Bid & Contract Advisors who provide guidance and direction to Operating Companies bidding and negotiating deals with International Accounts. The Director sets the strategy, policy, process, and framework for contract negotiation within Ricoh, ensuring deals are profitable, deliverable, and compliant with Ricoh Group Policy.

Job Duties and 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. Work closely with senior Ricoh managers in other disciplines to agree on appropriate processes and interfaces during the contract negotiation sales phase. Direct and support team members (while 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, setting the stage for contract negotiations if the tender is won. 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. Engage and direct 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 onboarding process, ensuring they are deliverable and understood by the necessary SMEs. Remain available for questions regarding the 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. Work closely with appropriate SMEs (Legal, Technical, Operations, Bid, Product Marketing, etc.) to develop and maintain an up-to-date library of relevant collateral, tools, and templates to allow CNMs to consistently fulfill their responsibilities. Assist team members by: Coaching to set and successfully execute appropriate strategy and tactics for positive negotiation outcomes. 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 to resolve negotiated positions. Engage with Operating Company leadership to ensure a common understanding of the global contracting process, policies, and procedures.

Qualifications (Education, Experience, and Certifications)

University GPA score 3.3+, preferably in a technical/engineering or legal discipline. Preferably a second degree or qualification in Business Administration (e.g., MBA). 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 the ability to differentiate leadership style between high-caliber/high-performing team members and those requiring more direction, including within both direct and virtual teams.

Knowledge, Skills, and Abilities

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 negotiating contracts. Exceptional ability to organize, prioritize, and track team workload and business priorities to meet customer and internal deadlines, including the ability to work and manage under time pressure without exhibiting stressed behavior. While structured in approach, the ability to adapt to different client demands, requirements, and challenges is essential. Works easily with colleagues of different levels, styles, and cultural backgrounds. Seen as a senior, authoritative, and credible representative of Ricoh; positive, reasonable, and with a high level of integrity. Ability to collaborate with and influence peers and senior management to achieve desired objectives.

Working Conditions, Mental and Physical Demands

Standard office requirements. Overtime often required. Some travel (less than 20%), including long haul to Europe. Work assignments are highly diversified. New alternatives are regularly developed. Work has some occasional stress due to periodic or cyclical workload pressures. Interpret, comprehend, and apply complex material, data, and instructions. Prepare, provide, and convey diversified information, which may be of a legal or technical nature. A frequent volume of work and deadlines impose strain on a routine basis.

The above statements 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 the job.