Konica Minolta Business Solutions U.S.A., Inc.
IIM Sales Director
Konica Minolta Business Solutions U.S.A., Inc., New York, New York, us, 10261
Overview
The IIM 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 IIM 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 IIM Sales Director will help define business plans, develop business strategy, oversee hiring and recruitment, and develop the assigned sales organization. The IIM Sales Director will manage sales forecasting, 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 IIM 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 is a company that partners with clients to support their digital transformation through an Intelligent Connected Workplace portfolio. Its 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. Konica Minolta operates on a North American Shared Services model to support field organizations and sales administration, logistics, marketing, planning, finance, IT, HR and legal.
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.
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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 IIM 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 is a company that partners with clients to support their digital transformation through an Intelligent Connected Workplace portfolio. Its 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. Konica Minolta operates on a North American Shared Services model to support field organizations and sales administration, logistics, marketing, planning, finance, IT, HR and legal.
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.
#J-18808-Ljbffr