Senior Manager II, Deal Capture

Senior Manager II, Deal Capture

POSITION PROFILE

The Deal Capture Manager is responsible for securing new business opportunities for Ricoh through effective management of all phases of the business development lifecycle, from opportunity identification to proposal submission and contract implementation. The Deal Capture Manager will be closely aligned with the Sales organization, directly supporting strategic services pursuits within top Strategic accounts, both domestic and global. Primary focus will be to directly engage with customer executive teams and business owners to articulate the strategic and financial impact that Ricoh solutions can deliver to their organizations. The Deal Capture Manager will develop C-level account strategies with Sales leaders and value propositions, success metrics, investment justifications, deal structures and commercial proposals for our most strategic opportunities. The Deal Capture Manager will play a pivotal role in overseeing the details and execution of business deals, ensuring that they are profitable, align with company objectives, and adhere to legal and operational standards. This leader will develop and execute win strategies, understand customer requirements, and collaborate with sales, finance, legal, and operations teams to streamline the deal process and ensure consistency in the way deals are managed. The Deal Capture Manager will directly manage proposal and pricing resources assigned to these strategic deal pursuits, with accountability for developing and executing winning strategies.

JOB DUTIES AND RESPONSIBILITIES

• Opportunity Identification and Qualification: Identify, research, and evaluate new business opportunities to determine their alignment with Ricoh's strategic objectives.

• Win Strategy Development: Collaborate with Sales to execute short- and long-term C-level account strategies, value propositions, investment justifications, and deal structures for strategic opportunities within Ricoh's strategic customers.

• Value Proposition: Formulate and execute winning strategies, including developing differentiators, understanding customer pain points, and aligning the Ricoh's strengths with customer needs and objectives.

• Capture Planning: Lead the development of detailed capture plans, outlining the strategy, schedule, resources, and budget required to pursue a particular opportunity.

• Coordination with Stakeholders: Collaborate with multiple internal departments such as legal, finance, and operations to ensure all aspects of the deal are aligned and feasible, including appropriate resource allocation to deliver committed outcomes.

• Proposal Development: Manage and oversee the entire proposal development process, ensuring that the final submission is of high quality, compliant, and timely. This will involve working closely with proposal writers, technical experts, and other team members and stakeholders.

• Review and Approval: Review deal terms and conditions, ensuring they adhere to company policies and meet operational and financial standards, including executive presentation of non-standard deals.

• Customer Presentations: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities.

• Negotiation Support: Assist the sales and legal teams in negotiations by providing insights, data, and strategy guidance.

• Documentation and Compliance: Ensure all deal documentation is complete, accurate, and stored appropriately. Check for compliance with legal and regulatory standards.

• Market and Competitive Analysis: Conduct market research to analyze and understand industry trends, competitor strengths, weaknesses, and strategies to refine the company's approach and positioning, as well as evaluate customer alternatives of insourcing or alternate solutions.

• Risk Management: Identify and quantify potential risks in the capture process and implement strategies to mitigate them. Include risk assessment in financial analysis of the proposed opportunity, modifying financials accordingly to account for level of risk accepted.

• Continuous Learning: Stay updated with industry trends, emerging technologies, and changes in the competitive landscape.

• Post-Submission Activities: Lead post-proposal submission activities such as transition to the implementation teams, change order process, contract updates, expansion opportunities.

• Deal Analysis: Conduct post-deal analyses to determine profitability, lessons learned, and areas for improvement in the deal-making process.

• Reporting: Generate regular deal variance reports on deal volume, profitability, and other relevant metrics for senior management.

• Process Improvement: Continuously evaluate and refine the deal management process, ensuring efficiency and alignment with changing business needs.

QUALIFICATIONS (Education, Experience, and Certifications)

• Bachelor's degree in Business, Marketing, Finance, or a related field. Advanced degrees or certifications preferred.

• Proven experience in a similar role, ideally within Business Process Services.

• Experience developing B2B bid strategies for BPO, SaaS, and other services.

• Knowledge of SaaS revenue recognition rules.

• Project Management experience.

KNOWLEDGE, SKILLS, AND ABILITIES

• Strong understanding of the business development lifecycle, from opportunity identification to proposal submission.

• Ability to lead teams of both direct reports and cross-functional stakeholders accountable for results.

• Strong understanding of contract law, financial principles, and business operations.

• Excellent interpersonal and communication skills.

• Ability to build and maintain strong working relationships with sales teams

• Ability to work collaboratively with cross-functional teams and manage complex deals.

• Strong analytical, organizational, and leadership abilities.

• Ability to work under pressure and meet tight deadlines.

• Proficiency in relevant software tools, including CRM platforms and contract management systems.

• Possesses excellent knowledge of revenue recognition, contract management, and deal structures.

• Experienced in building tools, modeling frameworks, and workflow management.

• Able to tolerate ambiguity, be flexible and adaptable, and make quick course corrections when necessary.

• Results oriented, passionate and demonstrates a bias to action.

• Able to lead others, set appropriate expectations and hold people accountable.

• Able to learn the technical capabilities of the product and translate that knowledge into benefits for a customer.

• Self-starter, highly analytical, with sound decision-making skills.

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Standard office requirements.

• Some travel (less than 20%).

• Work assignments are highly diversified. New alternatives are regularly developed. There is often no precedent established for problems encountered. Work has some occasional stress due to periodical or cyclical workload pressures.

• Interprets, comprehends, and applies complex material, data, and instruction

• Prepares, provides, and conveys diversified information, which may be of a technical nature.

Additional Pay Details

Compensation Range

$145k - $165k Per Year

Bonus Eligible

The above statements are intended to 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 a job.