Sr. Director, Sales Operations

Si ce poste est situé au Canada, veuillez visiter notre site français à l’adresse suivante : https://careerscafr-kmbskonicaminolta.icims.com/jobs et rechercher le numéro d’emploi indiqué ci-dessus afin de consulter cette offre d’emploi en français.

The Sr. Director of Sales Operations is responsible for leading core sales operations functions to drive productivity, forecast accuracy, and operational rigor across the sales organization. This role translates strategic priorities into scalable processes, analytics, tools, and governance models that enable Sales, Customer Operations, Marketing, Material Planning, Logistics, and related functions to execute consistently, improve decision quality, and deliver measurable business outcomes.

Please note that this position can be based anywhere in the United States.

Enterprise Sales Planning & Execution Support

• Partner with Sales Leadership and cross-functional stakeholders to operationalize go-to-market strategies, territory design, coverage models, and customer-segment execution plans
• Lead quota setting, capacity planning, territory alignment, and sales engagement planning to support revenue growth and market coverage
• Ensure alignment of sales processes across regions, customer segments, and key enterprise functions including Material Planning, Logistics, Customer Operations, and Marketing

Forecasting & Pipeline Management

• Own pipeline governance, forecast cadence, and reporting processes that improve leadership visibility and execution discipline
• Improve forecast accuracy through analytics, inspection frameworks, Salesforce data integrity, and consistent operating rhythms
• Conduct regular business performance reviews with senior sales leaders and translate insights into actionable performance improvement plans

Sales Analytics & Reporting

• Design and implement balanced scorecards for each Direct customer segment to measure performance, productivity, pipeline health, customer experience, and operational effectiveness
• Deliver dashboards, KPIs, and insights that improve decision quality across Sales, Customer Operations, Marketing, Material Planning, and Logistics
• Identify risks and opportunities, providing data-driven recommendations to leadership and enabling timely corrective action
• Standardize reporting cadence, metric definitions, and performance management routines across the organization

Sales Technology & Salesforce Governance

• Serve as the business owner for Salesforce governance, data quality, adoption, and system optimization
• Partner with IT and business leaders to enhance sales tools, integrations, workflows, and user experience
• Enable adoption of AI and data-driven tools to improve seller productivity, pipeline inspection, and customer engagement
• Ensure Salesforce processes support consistent execution across customer segments, sales channels, and cross-functional teams

Sales Compensation & Incentives

• Partner with HR and Finance on sales compensation strategy, plan design, quota allocation, governance, and payout processes
• Ensure compensation plans align with business priorities, reinforce desired selling behaviors, and support margin discipline
• Monitor plan effectiveness and recommend improvements based on performance trends, role design, and sales strategy

• 8-12 years of progressive experience in Sales Operations, Strategy, or Analytics.
• Demonstrated experience with Financial modeling.
• Advanced proficiency with Salesforce, including governance, adoption, data quality, reporting, and process optimization
• Strong analytical and data-driven decision-making skills, with demonstrated ability to design and implement balanced scorecards and performance management frameworks
• Lean Six Sigma or Six Sigma certification preferred; demonstrated continuous improvement experience required
• Demonstrated expertise in financial modeling, business performance analysis, and commercial decision support
• Proven ability to present to and influence C-suite executives, senior sales executives, and cross-functional leadership teams
• Experience partnering with Sales, Marketing, Customer Operations, Material Planning, Logistics, Finance, HR, and IT to drive enterprise execution
• Experience leading teams, driving change management, and building scalable operating rhythms across complex organizations
• Experience with BI Tools (Looker preferred)

Essential Job Functions cont'd:

Deal Desk / Pricing Support

• Establish deal governance and approval frameworks.
• Support complex deal structuring and pricing optimization.
• Establish deal governance, discounting standards, and approval frameworks that balance growth, profitability, and customer value
• Standardize and benchmark field-level pricing governance, discounting practices, and levels of authority

• Lead and develop a team across analytics, planning, Salesforce governance, sales compensation, and operational enablement
• Drive a culture of accountability, continuous improvement, operating discipline, and measurable business impact
• Lead through influence across Sales, Marketing, Customer Operations, Material Planning, Logistics, Finance, HR, and IT to align priorities and accelerate execution
• Ensure alignment with KM’s strategic goals and reinforce consistent operating standards across the Direct business
• Provide enterprise sponsorship and prioritization for the Sales Data & Planning function, ensuring national standards, regional execution, and sales operations priorities remain aligned under a single operating model.
• Set governance for intake, prioritization, and escalation of sales planning, Salesforce enablement, reporting, and data quality needs so the function focuses on the highest-value business outcomes.
• Ensure Sales Data & Planning outputs are consistently translated into leadership decisions, field execution priorities, and measurable improvements in sales productivity.

Key Metrics & Balanced Scorecards

• Balanced scorecards by Direct customer segment
• Forecast accuracy
• Pipeline coverage and conversion rates
• Sales productivity, including quota attainment and revenue per representative
• Salesforce adoption and data quality
• Sales cycle time and win rates
• Compensation cost of sales (CCOS)
• Customer operations effectiveness and service performance indicators
• Sales planning intake cycle time and prioritization effectiveness
• Adoption and utilization of standardized planning tools, dashboards, and operating cadences across regions
• Percentage of sales leadership decisions supported by standardized data, insights, or scorecards
• Improvement in speed from insight identification to field action or corrective plan deployment

This posting reflects an existing vacancy that we are actively recruiting for.

About Konica Minolta

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.

Salary Disclaimer

Konica Minolta is committed to transparent and equitable compensation practices. Our pay structure is designed to support employee growth, allowing individuals to progress through the salary range as they advance in their role. Actual base pay offered will vary based on a candidate’s skills, experience, job‑related knowledge, geographic location, and specific business needs.

AI Disclosure 

Konica Minolta Business Solutions (Canada) Ltd., or its authorized third-party contractors, may employ Artificial Intelligence technologies to support elements of the recruitment process. Notwithstanding this, Applications are reviewed by our recruitment team, who always make the final hiring decision. 

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, U.S.A., Inc and Konica Minolta Business Solutions (Canada) Ltd. are equal opportunity employers.