Introduction to the company
Information is the lifeblood of business. By making it work harder, we create the knowledge that empowers organisations to do more. We achieve this by enabling data to move seamlessly between physical and digital environments, so information becomes more usable to more people. PFU EMEA is a specialist company within the RICOH group, that’s dedicated to information management solutions.
We offer advanced technology, intelligent software and consultancy services; that has made us the partner of choice for the world’s most ambitious organisations. So, whether it’s document management solutions, smart meeting devices, or small format keyboards for coders, we are committed to enabling the world’s flow of knowledge.
Operating in Europe, the Middle East, and Africa, we are responsible for marketing and sales of Ricoh document scanners and a range of Smart Meeting Devices. We were established in the UK in 1981 and have offices in Germany, Italy and Spain and Knowledge Suites in London, France and Dubai.
Division/Department:
Business Development
Job Title:
Product Marketing Manager – Hardware
Reporting to:
Business Development Director
Primary Role:
To drive the commercial positioning, promotion and growth of PFUE's scanner portfolio through effective product marketing and channel enablement.
Job Purpose
- The Product Marketing Manager – Hardware will execute and support the commercialisation, positioning and growth of PFUE's document scanner portfolio across EMEA.
- The role combines product marketing, portfolio management and sales enablement responsibilities focused on driving growth across the ScanSnap, SP Series and fi-Series product ranges.
- Working closely with Sales, Marketing, Product, Technical and regional teams, the role will position PFUE hardware as part of wider document capture and business process improvement solutions focused on customer outcomes rather than device specifications alone.
- The role will support hardware revenue growth, reseller recruitment, software and services attachment, consumables growth and customer lifecycle engagement.
- The role will execute strategic initiatives defined by PFUE leadership and support their successful adoption across EMEA markets and partner ecosystems.
- The role is customer facing and sales enablement focused but will require internal liaison with PFU in Japan and Ricoh stakeholders.
Main Duties & Responsibilities
Product Commercialisation and Portfolio Management
- Execute the commercial positioning and go-to-market plans for PFUE's scanner portfolio across EMEA.
- Support the commercial growth of the ScanSnap, SP Series and fi-Series product ranges.
- Support portfolio positioning focused on productivity, digital transformation, workflow improvement and operational efficiency.
- Support pricing, positioning and product lifecycle initiatives aligned to PFUE commercial objectives.
- Support software, services and consumables attachment initiatives.
- Support the development and commercial adoption of new hardware products, accessories and services.
Sales Enablement and Go-To-Market
- Own hardware sales enablement materials including presentations, messaging, value propositions and product positioning.
- Ensure Sales teams and partners are equipped to position PFUE hardware solutions effectively.
- Support go-to-market campaigns, launches, webinars and demand generation activities.
- Develop workflow-focused use cases aligned to customer business challenges.
- Support campaigns encouraging Customer Portal registration and lifecycle engagement.
- Take responsibility for maintaining competitive positioning, messaging and differentiation, ensuring sales teams can position PFUE products effectively against competitors.
Partner and Channel Development
- Work closely with distributors, resellers and strategic partners to support commercial growth.
- Support initiatives designed to increase reseller breadth and strengthen channel coverage across EMEA.
- Support partner recruitment, onboarding and enablement activities.
- Help strengthen PFUE's specialist market positioning through solution-led partner engagement.
- Coordinate commercial activities supporting hardware, software and services growth.
Commercial Performance
- Track hardware performance including revenue, units, market share, product mix and profitability.
- Support forecasting, pricing governance and commercial planning activities.
- Identify opportunities to improve hardware adoption, software and services attachment and partner performance.
- Track Customer Portal engagement, consumables opportunities and installed-base growth.
- Support initiatives designed to increase recurring and lifecycle revenue opportunities.
Strategic Development
- Support the development of consumables and lifecycle revenue programmes across the installed base.
- Work with the Product Marketing Manager – Software & Solutions to support ownership models, subscription initiatives and service-led commercial opportunities.
- Support the development of bundled offerings combining hardware, software and services to improve customer outcomes and commercial performance.
Key Skills and Experience
- Experience in hardware product marketing, product management, technical sales or commercial roles within document capture, imaging or related technology sectors.
- Strong understanding of document capture workflows, scanner technologies and business process improvement.
- Experience supporting product commercialisation, go-to-market execution and partner enablement.
- Ability to position technology solutions around customer business outcomes and workflow challenges.
- Strong communication, stakeholder management and presentation skills.
- Commercial awareness with understanding of channel development, profitability and recurring revenue opportunities.
- Additional European language skills would be advantageous.
Qualifications
- Degree or equivalent experience in technology, business, marketing, engineering or a related discipline desirable.
- Industry-related product marketing, commercial or technology certifications would be advantageous.
Equal Opportunities
We are an equal opportunities employer. We welcome applications from all suitably qualified people regardless of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race (including colour, nationality and ethnic or national origins), religion or belief, sex, or sexual orientation.
Apply
To apply, please send your CV and covering letter to vacancies@pfu-emea.ricoh.com