Industrial Inkjet Sales and Business Development Director

Konica Minolta Business Solutions, U.S.A., Inc.•Los Angeles, CA

3d•Hybrid

About The Position

An experienced and results-oriented Industrial Inkjet Sales & Business Development Director to lead revenue growth for Konica Minolta's production inkjet portfolio across the Northwest. Reporting directly to the Area Vice President of Sales, Western Region, this role owns territory strategy, pipeline development, forecast accuracy, strategic account engagement, and the advancement and closure of complex capital-equipment opportunities. The position will also work in functional alignment with the Senior Director, Industrial Print Strategy to provide field insight and support selected national inkjet initiatives that directly improve sales execution. This leader will work closely with KM Direct sales teams, Dealer Partners, marketing, service, operations, and category leadership to identify qualified prospects, build compelling business cases, coordinate demonstrations and proof-of-concept activity, overcome competitive barriers, and consistently achieve revenue and profitability objectives.

Requirements

8+ years of experience within graphic arts, commercial / inkjet production print, industrial printing technology, converting, manufacturing, or a related field.
5+ years of successful sales or business-development experience involving production print or industrial capital equipment, including direct experience with production inkjet or high-speed digital printing solutions.
Proven record of achieving sales objectives, developing new business, accurately forecasting, advancing complex opportunities, and managing to bottom-line profitability; commercial-print experience required, with packaging, label, converting, or specialty applications preferred.
Demonstrated success selling complex, high-value production inkjet print or industrial capital equipment and consistently achieving revenue objectives.
Deep expertise in industrial inkjet, production print, or adjacent high-volume digital print technologies, applications, and customer workflows.
Strong prospecting, discovery, negotiation, executive-selling, account-planning, and opportunity-management capabilities.
Strong financial and analytical acumen, including ROI modeling, total cost of ownership, margin analysis, and capital-investment justification.
Excellent leadership, coaching, interpersonal, communication, presentation, and organizational skills, with a proven ability to influence in a matrixed organization.

Nice To Haves

Bachelor's Degree preferred.

Responsibilities

Develop and execute a comprehensive Northwest territory plan for production inkjet, with primary focus on Oregon, Washington, Northern California, and other assigned markets.
Own regional revenue, gross-profit, pipeline-coverage, market-development, and forecast objectives for the industrial inkjet portfolio.
Establish target-account priorities and coordinate direct and dealer sales activity to increase prospecting, executive engagement, and opportunity creation.
Build and maintain a healthy 120-180 day pipeline with sufficient coverage, defined next steps, accurate close dates, and clear customer decision criteria.
Conduct regular opportunity reviews with regional sales leadership and field teams; identify velocity gaps, stalled deals, competitive threats, and corrective actions.
Maintain disciplined Salesforce hygiene and provide accurate weekly, monthly, and quarterly forecasts, including risks, upside, and required executive support.
Lead discovery and account strategy for high-value opportunities, engaging owners, C-suite executives, operations leaders, and financial decision-makers.
Develop customer-specific value propositions and financial justification using ROI, total cost of ownership, productivity, labor, waste reduction, application expansion, and margin improvement.
Coordinate demonstrations, application testing, site visits, references, proposals, negotiations, and internal resources to advance opportunities through close.
Develop productive working relationships with KM Direct branches and Dealer Partners, creating joint account plans, prospecting programs, and field activity that generate incremental pipeline.
Coach sales representatives on qualification, competitive positioning, executive conversations, application discovery, and capital-equipment selling methodology.
Support customer seminars, regional events, webinars, and targeted campaigns designed to create meetings, demonstrations, and qualified opportunities.
Work directly with prospects and customers to understand production workflows, cost structures, substrates, finishing requirements, application needs, and growth objectives.
Provide expertise and input into application design, file testing, material preparation, sample production, demonstrations, and proof-of-concept execution.
Maintain current knowledge of competitive production inkjet, offset, toner, and adjacent technologies, including commercial positioning, strengths, limitations, and market activity.
Create and execute competitive displacement strategies for priority opportunities, including objection handling, differentiation, references, and executive alignment.
Provide category leadership with structured voice-of-customer feedback, competitive intelligence, lost-deal insight, application trends, and market requirements from the Northwest territory.
Support selected national sales-enablement, case-study, webinar, and go-to-market initiatives.