• Execute business development activities to expand new and existing accounts. • Understand the customer’s environment to identify and open new opportunities with decision‑makers and influencers. • Solve critical business challenges—both known and uncovered through research, discovery, and questioning. • Focus on *how* customers are buying rather than *what* they are buying, centering conversations on needs instead of predefined products. • Deliver excellent communication throughout the sales lifecycle. • Differentiate Ricoh’s ability to accelerate customers’ digital transformation through storytelling and value‑aligned solution positioning. • Articulate how buying decisions impact the customer’s financial position. • Develop and confidently deliver compelling presentations both in person and virtually.