Fujifilm Print US · 20 hours ago
Channel Sales Manager
United States
Full-time
Hybrid
Senior Level
$75K/yr - $94K/yr
5+ years expFujifilm Print US is dedicated to innovation and customer satisfaction in the printing industry. The Channel Sales Manager will develop and manage territory plans to achieve sales goals while fostering relationships with channel partners to drive revenue and customer satisfaction.
Printing
Responsibilities
Develop sales plan with channel partner to ensure the revenue goals
Co-develop annual/quarterly business plans with partners and conduct quarterly business reviews. (P&L, BS and other financial and market data)
Review territory sales KPIs and financial performance per week, month and quarter. (Revenue, GP and sold units)
Manage monthly forecasts for a 30/60/90/120-day period, and measure forecast by partner and product each month against actual supply/demand for accuracy
Review supply & demand forecast and accuracy with SCM manager who owns overall supply/demand forecast data collection for overall channel
Update Sales activity reports (CRM reports, visits, events, business plans, trainings, pipeline and forecast)
Identify market opportunities and develop channel coverage plan of territory for Fujifilm product segment and develop action items to increase partner coverage
Build and maintain relationships with key contacts within each partner – executive, sales, marketing, procurement, technical support (pre and post sales), and finance so that manage relationships to maximize Fujifilm’s business through partners
Leverage Inside Sales resources (if available) to assist in management of targeted partners and all partners in the territory
Drive and track pipeline of sales opportunities and work with partners to accurately forecast quarterly territory sales by product and partner
Promote or schedule and run trainings for partners, ensure partners are trained and technically certified to standards of Fujifilm’s partner program
Execute quarterly marketing tactical and demand generation activities to insure results with targeted partners
Communicate regularly with partners on product launches, pricing changes, and distribution processes. Update management on performance, roadblocks and needs
Success of the Key responsibilities will be measured through:
Financial targets (Revenue, GP and sold units) are achieved in line with Fujifilm strategies
Sales performance is delivered through 2ways. Playing the channel sales role in the market entry stage. Effective use of key sales and business processes, after the sales team expansion
Key sales KPIs per channel sales are achieved quarterly; Participate onsite meetings (target is 3 per day) with partners (sales meetings, trainings, joint sales calls, on site marketing events, web trainings, business plan development)
Fujifilm Brands market share is increased, and brand awareness/recognition and reputation are improved
The right products and solutions are offered to Channel partners in line with customer business needs and competitive threats
Collaborate with Business Planning and Marketing team, to deliver the right products and solutions for Channel partners and a sustainable business for Fujifilm
Qualification
Required
Minimum of 5 years of prior experience; must have prior sales experience in Printing device/Office Products and related Software with Copier Dealers
Proven ability to manage sales pipeline and accurately forecast product sales
Excellent knowledge of market conditions, particularly within targeted segments
Experience with forecasting and pipelines, and knowledge of CRM and ERP systems
Experience with solution selling and business development
Strong financial skills including experience understanding P&L and balance sheets and managing teams to do the same
Strong ability to influence people and align remote teams to achieve agreed goals and objectives
Able to resolve channel conflict issues in sync with the Management's Decision/Direction
Excellent time management skills and knowledge of long-range and operational planning techniques
Demonstrated ability to build strong relationships
An understanding of all available company resources and how and when to deploy them during sales campaigns
Outstanding organization and time management skills
Excellent sales, presentation, and negotiation skills
Essential communication skills, both written and verbal
Proficient in Microsoft Office applications (PowerPoint, Word, and Excel) and Salesforce CRM
Ability to travel ~40-50 %
Preferred
BA or BS or equivalent sales experience; advanced degree in business management, operations or marketing
Benefits
Medical, Dental, Vision
Life Insurance
401k
Paid Time Off
Company
Fujifilm Print US
FUJIFILM North America Corporation, a marketing subsidiary of FUJIFILM Corporation, consists of five operating divisions and one subsidiary company: Imaging, Electronic Imaging, Motion Picture, Graphic Communication, Optical Devices and Fujifilm Canada.
5001-10000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase