IIM Sales Director

Overview

The ECM Sales Director role is a Sales Management position. This position is responsible for leading and managing an assigned sales team to meet quarterly sales goals. The role, and roles reporting to the ECM Sales Director, are focused exclusively on NET New customer acquisition with a focus on account management and account expansion within the initial closed opportunity for 12 months (or longer). The ECM Sales Director will help define business plans, develop business strategy, oversee hiring and recruitment, and develop the assigned sales organization. The ECM Sales Director will manage sales forecasting, manage marketing, planning and budgeting, develop pricing policies, maintain key customer relationships, and implement strategies for expanding the company’s customer base.

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’s journey started 150 years ago, with a vision to see and do things differently. We innovate for the good of society and the world. The same purpose that kept us moving then, keeps us moving now. Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the workplace to achieve true connectivity through the Intelligent Connected Workplace. The company guides and supports its clients’ digital transformation through its expansive office technology portfolio, including IT Services (All Covered), intelligent information management, managed print services and industrial and commercial print solutions. Konica Minolta has been included on CRN’s MSP 500 list nine times and The World Technology Awards named the company a finalist in the IT Software category. Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for sixteen consecutive years, and is proud to be ranked on the Forbes 2021 America’s Best-in-State employers list. The company received Keypoint Intelligence’s BLI 2021 A3 Line of The Year Award and BLI 2021-2023 Most Color Consistent A3 Brand Award for its bizhub i-Series. Konica Minolta, Inc. has been named to the Dow Jones Sustainability World Index for nine consecutive years and has spent six years on the Global 100 Most Sustainable Corporations in the World list. Konica Minolta partners with its clients to give shape to ideas and works to bring value to our society. For more information, please visit us online and follow Konica Minolta on Facebook, YouTube, LinkedIn and Twitter.

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.