Senior Manager I, Product – Labels & Packaging

Ricoh USA, Inc. is an integrated solutions provider that connects people and technology through services, solutions, and technologies that empower business success. The Senior Manager I, Product – Labels & Packaging will define, launch, and scale Ricoh’s label and packaging technology portfolio, owning product lifecycle strategy and serving as a subject-matter expert. The role also leads market analysis, partnerships, channel planning, go-to-market execution, revenue attainment, field enablement, and business development.

Responsibilities:

• Define and own Ricoh Graphic Communications’ label market strategy, including market sizing, determine addressable target segments, value propositions, portfolio roadmap, investment needed and expected return on investment, in collaboration with Ricoh Japan and partners
• Translate deep label industry knowledge into actionable product and portfolio decisions, including hardware, software, workflow, finishing, and services components
• Conduct ongoing market, competitive, and customer analysis specific to the label ecosystem, and educate internal stakeholders on market dynamics, trends, and risks
• Identify whitespace opportunities and develop business cases to support Ricoh’s expansion into adjacent labels applications and production models
• Own full product lifecycle management for assigned label-related offerings, from concept and launch through optimization and end-of-life
• Ensure products and solutions are positioned competitively, aligned with customer use cases, and supported by clear value propositions
• Define and track KPIs for product performance, adoption, revenue contribution, and market penetration
• Recommend and execute corrective actions when products or programs underperform
• Responsible for hardware, software and professional services revenue/GP plan attainment within defined strategic channel assignment. Establish targets, report at an executive level progress to target, with responsibility to achieve
• Collaboration with field sales to penetrate and win defined Zero Base Accounts (ZBA) as well as within current customer base within assignment. Continuous focus to developing targeted customer lists in order to drive activity in the field in the areas of greatest opportunity
• Co-develop a comprehensive strategic channel business plan including go-to-market strategy, sales coverage model and field execution strategies with a focus to growing market share inside
• Collaborate with sales and marketing executive leadership team on product positioning and pricing strategies for equipment, software and aftermarket
• Provides field level input to senior leadership to help position RICOH as the leader in the market within the targeted space
• Responsible for segment leadership participating in key Industry and internal events
• Defines opportunities in collaboration with marketing for directed campaigns that will create awareness and demand
• Works with Sales/Field Enablement, drives development and execution of field level training; Develops new opportunities by understanding market segmentation and builds strategies for RICOH penetration in target markets
• Responsible for hardware, software and professional services revenue/GP plan attainment within defined strategic channel assignment. Establish targets, report at an executive level progress to target, with responsibility to achieve
• Collaboration with field sales to penetrate and win defined Zero Base Accounts (ZBA) as well as within current customer base within assignment. Continuous focus to developing targeted customer lists in order to drive activity in the field in the areas of greatest opportunity
• Co-develop a comprehensive strategic channel business plan including go-to-market strategy, sales coverage model and field execution strategies with a focus to growing market share inside
• Collaborate with sales and marketing executive leadership team on product positioning and pricing strategies for equipment, software and aftermarket
• Provides field level input to senior leadership to help position RICOH as the leader in the market within the targeted space
• Responsible for segment leadership participating in key Industry and internal events
• Defines opportunities in collaboration with marketing for directed campaigns that will create awareness and demand
• Works with Sales/Field Enablement, drives development and execution of field level training; Develops new opportunities by understanding market segmentation and builds strategies for RICOH penetration in target markets

Requirements:

• BA/BS degree required
• Must have 5-10 years industry experience with a minimum of 5 years strategic and/or solution selling/marketing experience to high-level executives with proven track record of results
• Must have excellent presentation skills
• Ability to work cross-functionally with multiple disciplines including sales, marketing, engineering, service, pricing, etc
• Must be experienced in setting goals by defining and prioritizing specific, realistic objectives
• 8+ years of experience in the production printing industry, with a strong emphasis on label printing or packaging applications
• Prior experience in product management, business development, or a hybrid role, ideally supporting capital equipment, platforms, or solutions portfolios
• Deep understanding of customer workflows, competitive positioning, and the economic drivers of the label printing market; knowledge of label press technologies, substrates, inks/toners, finishing, and end-customer applications
• Ability to effectively communicate with all levels of management and employees – especially at the highest levels/C-level of an organization
• Requires experience as a negotiator and objection handling skills
• Requires experience in working with a regional based territory and matrix environment, as well as developing and maintaining 3rd party partnering relationship to drive common business goals
• Displays a strong ability for self-direction and shows a high degree of initiative
• Must be a self-starter with complete accountability. Business maturity and business acumen is a must
• Travel estimated up to 50%
• Master's Degree preferred or equivalent experience in related field