Director, Strategic Planning and Analysis
Job Description POSITION PROFILE Directs and oversees the Direct Sales Organization's strategic and long-range goal planning. Drives strategic initiatives and supports the development of long-term growth plans and profitability goals. Responsible for overseeing Business Reviews and communicating results to Executive Management. JOB DUTIES AND RESPONSIBILITIES Strategic Planning o Acts as the main point person incorporating the financial plan, sales plan, and marketing plan into a cohesive strategy. All adjustments to the plan are routed through this person. o For example, if marketing decides Sales should increase the revenue plan for an offering, this individual decides if that change should be incorporated into the financial plan, and whether it is an incremental increase, or if it will be offset by a decline in another offering. o Develops models to support strategic planning, including market analysis and a methodology for assessing Retention Opportunity, ASP changes, Fleet Consolidation, and other variables into a sales plan. Conducts analysis of Retention Rates to support strategic planning. o Partners with Marketing to analyze business and market trends to create annual functional business plan targets and provides guidance on our go-to-market strategy and sales coverage model. o Track business performance leveraging internal and external data (eg. IDC) to drive insights and business decisions o Coordinates annual business plan process for Ricoh USA Direct business units (Regions, Global, Verticals) to ensure that submissions are timely and accurate. o Works with Functional Leadership to develop key performance metrics, critical to business plan achievement. This includes metric identification, definition of measurement, and reporting of results. o Coordinates forecast process for Ricoh USA Direct business three times annually to ensure timely and accurate submission. o Collects, reconciles, and analyzes forecasts to define baseline and create a gap assessment. Also, works with functional leadership to derive actions to meet and/or exceed forecast revenue, cost, and expense commitments o Sets the New Demand targets by Region and Marketplace, including daily demand expectations. o Key in developing the presentations for the All Sales meetings and Leadership meetings to communicate our strategy and expectations. o Acts as a strategic advisor on the most important decisions for the Direct Channel, including reorganizations, personnel assessments, programs, direction and priorities. o Responsible for generating ideas, concepts, and bringing competitive threats to light to help develop plans to mitigate these threats as well as help drive new revenue o Responsible for the analysis of financial and operational information to assess, interpret and predict business performance to support management decisions o Acts as a trusted advisor to business leaders, providing critical insights, guidance & recommendations to design and execute strategic plans; provide perspective on challenging strategic opportunities o Identify and drive operational excellence and consistency across the Ricoh Direct business o Collaborate cross functionally to uncover areas to improve our go-to-market strategy by implementing new processes, developing actionable analytics and working closely with business leaders to shape their strategy, generate revenue, deepen client relationships and develop market insights that will help the business to capitalize on opportunities. RCL Communications o Acts as the main interface with RCL for the Direct Channel, including providing monthly commentary and responding to specific requests. Also prepares presentations for the Direct Channel to provide to RCL executives as needed. Business Reviews o Develops templates for the Ops Reviews and takes a lead role in building the content every month. o Supports the weekly Direct Channel update for the EMT. o Designs models to forecast programs and initiatives goals and contribution to the business o Guide the creation of reports and dashboards to support sales teams and key stakeholders on understanding performance and driving action Sales Analytics & Performance Management o Develops the official 3+9, 5+7, 7+5, etc., forecasts. o Compiles and analyzes for trend and gap identification:
o Daily updates on New Demand and analyzes demand performance. o Analysis of Billings, Roll, Conversion Rate and Invoicing trends. o Stack-rankings of marketplace performance and results. Job Description Continued QUALIFICATIONS (Education, Experience, and Certifications) o Requires 4-year college degree (major in Finance or Business Administration preferred) or equivalent experience. o CPA a plus. o Field Finance leadership, a plus. o Comfort in presenting to Executive Management o Requires 10
years of industry experience in related field, experience in business intelligence or SaaS experience is a plus o Experience in consulting is a plus Visa Sponsorship is not offered for this position. Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.
Salary Range:
$250K -- $500K+
Minimum Qualification
Business Development, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
o Daily updates on New Demand and analyzes demand performance. o Analysis of Billings, Roll, Conversion Rate and Invoicing trends. o Stack-rankings of marketplace performance and results. Job Description Continued QUALIFICATIONS (Education, Experience, and Certifications) o Requires 4-year college degree (major in Finance or Business Administration preferred) or equivalent experience. o CPA a plus. o Field Finance leadership, a plus. o Comfort in presenting to Executive Management o Requires 10
years of industry experience in related field, experience in business intelligence or SaaS experience is a plus o Experience in consulting is a plus Visa Sponsorship is not offered for this position. Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.
Salary Range:
$250K -- $500K+
Minimum Qualification
Business Development, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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