IIM Sales Director

Responsibilities

Essential job functions include, but are not limited to the following:

• Provide leadership to the assigned sales resources, and engage with the Practice Leadership Team in implementing the sales organization's objectives that appropriately reflect the company's business goals
• Manage sales forecasting, planning, and budgeting processes and ensure they are appropriately integrated with other planning processes within the sphere of the assigned territory and sales team
• Contribute to the organization's continuous process improvement initiatives
• Proficient with a major CRM tool managing tactical data and report generation
• Work closely with the executive team and other sales leaders to define optimal performance management programs and measurements required to ensure sales organization success
• Develop and maintain key customer relationships and implement strategies for expanding the company's customer base
• Lead the sales team in following the established sales methodology and best practices, as well as using the CRM system of record
• Uses and teaches encouragement, fair-treatment, inclusion, and career development as primary techniques to motivate the assigned team
• Provide training and coaching in the use and application of both processes to the sales team; identify training and development gaps and create plans to address
• Set the curriculum for ongoing training to sales personnel regarding sales skills, market focus, and product knowledge; ensure sales resources have the skills and training to teach/apply appropriate prospecting techniques for securing new clients, key account management, general account maintenance, and address any training gaps
• Set expectations for sales personnel prospecting, lead follow-up, sales call activity, account reviews, and performance; leverage and communicate competitive wins/losses across the sales team
• Provide day-to-day guidance of sales personnel in matters of sales strategies, problem resolution, competitive analysis and pricing, bids/RFPs/RFQs, corporate policy interpretation, etc.
• Contribute to ongoing staffing initiatives including interviewing, hiring, monitoring, employee feedback and documentation, counseling and coaching, and performance management/improvement, when needed
• Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodology (Challenger Sales) and provide recommendations on career path direction
• Meet booking commitment goals by establishing strategies and leading sales personnel in the execution of selling through prospecting, diligent lead follow-up, and net new customer acquisition
• Provide a Weekly Revenue Forecast for the current month, quarter and year for assigned sales team; manage and coach assigned sales personnel to ensure accurate and timely forecasts which are reflected in the CRM system of record; help define quotas and bookings commitments throughout the year

Communicate with remote field, other sales team(s) and managers to maintain consistency with ECM sales objectives and strategy; inform assigned sales team(s) of company activities and initiatives; contribute to field sales programs, sales training sessions, etc.

Qualifications

Education Requirements:

• MBA preferred; four- year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experience
• Ten years of experience in complex sales
• Three to five years of experience in the ECM or a related industry
• Experience providing solutions relating to business process improvement
• Experience servicing internal and external customers
• Experience working with external vendors/ partners
• Experience with Solution or Strategic Selling
• Excellent interpersonal and communications skills
• Ability to collaborate with internal partners, coworkers and external vendors
• Ability to work within a team structure
• Strong listening skills - ability to understand customer needs and equate them to our solutions
• Strong knowledge of CRM tools (e.g. Salesforce.com) a plus
• Strong knowledge of Microsoft Word and Excel
• Strong knowledge of ECM products and services; Kofax, Hyland OnBase, SharePoint and Square 9 preferred

About Us

Konica Minolta Business Solutions' (Konica Minolta) journey started more than 150 years ago, with a vision to see and do things differently. The company partners with clients to Give Shape to Ideas by supporting their digital transformation through its expansive Intelligent Connected Workplace portfolio. Its business technology offerings include IT Services, intelligent information management, video security solutions and managed print services, as well as office technology and industrial and commercial print solutions. 2025 marks Konica Minolta's 20th anniversary in production print, for which it celebrates "20 Years of Excellence, Innovation and Impact," and continues to lead the way in digital commercial printing. This year also commemorates 20 years of Konica Minolta's bizhub brand. Over the past two decades, the bizhub series has revolutionized office technology and redefined how businesses operate. It has continuously evolved to meet the needs of modern workplaces, fueled by advances in technology and a commitment to innovation. Konica Minolta is proud to be ranked on the Forbes 2025 America's Best Large Employers list, included on CRN's MSP 500 list numerous times; recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for eighteen consecutive years and presented with Keypoint Intelligence's BLI 2025 and 2021 A3 Line of The Year and BLI 2021-2023 Most Color Consistent A3 Brand Awards for its bizhub One i-Series. For more information, please visit Konica Minolta online and follow it on Facebook, YouTube, LinkedIn and Twitter.

Konica Minolta operates on a North American Shared Services model, which aligns cross-border priorities and enhances delivery to its field organization. This combines service functions in the U.S. and Canada, ultimately providing more resources to support areas such as sales administration, logistics and supply chain, marketing, product planning, finance, IT, HR and legal.

Au sujet de Konica Minolta

Solutions d'affaires Konica Minolta (Konica Minolta) a entamé son parcours il y a plus de 150 ans, avec la volonté de voir et de faire les choses autrement. Elle fait équipe avec ses clients pour donner forme à leurs idées en appuyant leur transformation numérique grâce à un riche portefeuille de solutions pour un milieu de travail connecté et futé. Parmi ses technologies d'affaires, on retrouve des services de TI, la gestion intelligente de l'information, des solutions de sécurité vidéo et des services d'impression gérés ainsi que des technologies de bureau et des solutions d'impression industrielle et commerciale. L'année 2025 marque le 20e anniversaire de l'entrée de Konica Minolta dans le marché de l'impression de production; l'entreprise souligne « 20 années d'excellence, d'innovation et de résultats » tout en continuant d'être une figure de proue dans l'impression numérique commerciale. C'est aussi l'année où la marque bizhub de Konica Minolta célèbre ses 20 ans, au cours desquels la gamme a révolutionné la technologie de bureau, redéfini les processus des entreprises, et évolué continuellement pour répondre aux besoins des milieux de travail modernes, mue par les avancées technologiques et la volonté d'innover. Konica Minolta est fière de faire partie du palmarès 2025 des meilleurs grands employeurs d'Amérique de Forbes, d'avoir figuré à plusieurs reprises au palmarès CRN des 500 fournisseurs de services gérés, d'avoir été nommée la marque numéro un en matière de fidélité des clients sur le marché des appareils de bureau multifonctions par Brand Keys pendant 18 années consécutives, et de s'être vue décerner les prix BLI « A3 Line of the Year » 2021 et 2025 et « Most Colour Consistent A3 Brand » 2021-2023 de Keypoint Intelligence pour sa gamme bizhub One i-Series. Pour en savoir plus, rendez-vous sur le site de Konica Minolta et suivez l'entreprise sur Facebook, YouTube, LinkedIn et Twitter.

Konica Minolta fonctionne selon un modèle de services partagés nord-américain qui permet d'harmoniser les priorités transfrontalières et d'améliorer la prestation de services aux organisations opérationnelles. Le modèle combine des fonctions de service américaine et canadienne afin d'offrir davantage de ressources aux services de soutien comme l'administration des ventes, la logistique et la chaîne d'approvisionnement, le marketing, la planification des produits, la finance, les TI, les RH et les services juridiques.

EOE Statement

Konica Minolta is an equal opportunity and affirmative action employer. We consider all qualified applicants for employment without regard to race, color, religion, creed, national origin, sex, pregnancy, age, sexual orientation, transgender status, gender identity, disability, alienage or citizenship status, marital status or partnership status, genetic information, veteran status or any other characteristic protected under applicable law.

Konica Minolta Business Solutions (Canada) Ltd. is an equal opportunity employer.

Solutions d'affaires Konica Minolta (Canada) Ltée. est un employeur d'opportunité égale.