Overview
Konica Minolta currently has an exciting opportunity for a Sales Manager to work out of our Burnaby office! This manager will have responsibility for leading a team of dedicated sales representatives. They will motivate and direct sales teams in commercial and major accounts assignments. This role will rely on excellent leadership, interpersonal, time management, and organizational skills to increase and enhance current business while assisting in driving in new logos.
Responsibilities
Sales Leadership
- Develop and lead the sales team to achieve and exceed quota on a monthly, quarterly and annual basis
- Attract, hire, train, develop, motivate, manager and coach members of a world-class sales organization.
- Aggressively stimulate, review and monitor all business activity for the branch and ensure achievement of activity goals.
- Ensure achievement of team sales and profitability objectives.
- Accurately forecast annual, quarterly, monthly and weekly revenue streams.
- Provide coaching during sales representatives' quarterly business reviews evaluations of sales organization productivity.
- Understand each employee’s strengths and weaknesses with recommendations to develop these areas of performance.
- Evaluate the effectiveness of the sales organization and implement changes.
- Develop solid business relationships with new or existing customers.
- Develop your team to use a value-added sales process and respect establishes discount levels necessary to achieve GP objectives
Administrative
Monitor and enforce adherence to corporate policiesManage all corporate assets responsibly (i.e. demo room equipment)Report and analyze results and activity against plansPrepare Quarterly Business Plans to ensure focused activities and submit present to BranchManager
Conduct semi-annual employee reviews with all sales staff to develop more effective communication, to more clearly understand their training and development needs, and to provide direction to each individual to improve his / her sales and activity performance. Conduct 90-day evaluations of new sales staffSubmit monthly forecast to Branch ManagerPrepare and present a monthly review of your team’s activities and performance against Quarterly Business Plan at the Manager’s MeetingMonitor customer satisfaction through Periodic Business Account Reviews semi-annuallyRecruiting
Recruit, test and hire sales staff following corporate hiring policiesWhen necessary, de-hire sales staff following corporate policiesEnsure that all approved territories are occupied with salespeople who can meet or exceed assigned sales quota. Maintain quality 100% manpower levels at all timesTraining
Ensure all new sales representatives are prepared to attend any company / corporate sponsored introductory sales schoolConduct, on a monthly basis, a “Sales Workshop” that focuses on timely sales employee developmental needsInvest 50% of your time in the field with the sales staff, train and coach, through observing and providing appropriate recognition / counseling.Ensure that all training is conducted in a motivated learning climateQualifications
Proven track record in competitive selling and account management, including at least 7 years' experience in the office products and solutions sales environments (of which 2 are in sales management)Strong organization and communication skillsStrong business acumen managing to “bottom-line” profitability.Good grounding in PC and network concepts and the ability to apply these skills to understanding and delivering printing solutions to our customersAbility to deliver quality sales presentations to key decision makers.You are highly organized, have excellent negotiation skills, and are proficient with all MS Office products.People Leadership Skills
Lead by example in the areas of professionalism and commitmentSet expectations of sales revenue and professional development for each salesperson on a regular basis and follow up diligentlyEnsure that each salesperson meets or exceeds or all activity prospecting and funnel opportunities (First In, Assessments, Proposals, PARs and 4 : 1 Funnel to Plan)Conduct regular coaching and counseling sessions that build salesperson motivation and selling skillsDisplay professional and personal concern for the needs, feelings and capabilities of othersDevelop rapport and effective interaction with all company employeesDemonstrate effective control over the plans, issues and obstacles surrounding the sales organization and demonstrate effective follow-up to ensure that the issues, plans and obstacles are handled effectivelyDemonstrate ability to influence others, high competitiveness, a strong will and sound business judgmentDemonstrate high personal ethical standards and communicate those standards to all other company employeesDemonstrate responsibility for continuing self-development and implementation of various marketing plans