Channel Sales Manager (Northeast)

Company Overview

At FUJIFILM North America Corporation, we are many things to both consumers and business customers. We’re looking for passionate, mission-driven people to help us continue to innovate. 

With five operating divisions, there’s a lot of opportunity to find your niche and make an impact. Perhaps you’ll click with our Imaging Division that provides one-time-use cameras, digital printing equipment, and instax™. Maybe you’ll get charged up about our Electronic Imaging Division that markets digital cameras, lenses, and accessories for content creators. Or, you might have your eye on our Optical Devices Division, which provides optical lenses for the broadcast, cinematography, videography, and industrial markets. You could be drawn to our Business Innovation Division—they develop office and commercial print solutions and enable digital transformation. And if you’re interested in tape, check out our Industrial Products Division—they develop data storage solutions.

The Business Innovation Division of FUJIFILM North America Corporation is the largest graphic distributor in the US. We deliver world-class state-of-the-art solutions for Digital Printing, Production Toner Solutions, Office A3/A4 MFP Products, Packaging, and a full range of traditional Offset printing products. In addition, we are the industry leader in Color Standardization and G7 implementation. 

We offer a collegial culture and a flexible work environment. Our headquarters is in Valhalla, New York, a quaint town just one hour north of New York City.

Fujifilm is globally headquartered in Tokyo with over 70,000 employees across four key business segments of healthcare, electronics, business innovation, and imaging. We are guided and united by our Group Purpose of “giving our world more smiles.” Visit: https://www.fujifilm.com/us/en/about/region/careers

Overview

The purpose of this role is to achieve sales goals while creating an ongoing, mutually profitable relationship with Channel partners that significantly contributes to the achievement of the business goals of Fujifilm Business Innovation, the Channel partners and the partner’s customer base.

Creates and manages overall territory plan to increase revenue and Channel partner participation. Promote partners within Fujifilm - promote Fujifilm within partners - promote the joint value to customers. Drive overall customer satisfaction through partners.

The preferred location for this position is located near a major airport in the Northeastern part of the US. 

External US

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.

Required Skills/Education

• 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 ~50%

Desired Skills

• BA or BS or equivalent sales experience; advanced degree in business management, operations or marketing

Salary and Benefits: 

• $110,000 plus commission
• Medical, Dental, Vision
• Life Insurance
• 401k
• Paid Time Off

*#LI-REMOTE

EEO Information

Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.

ADA Information

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department ([email protected]).