National Sales Manager Dealer Channel

Fujifilm North America Corporation, Business Innovation Division; United States; Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a dynamic Channel Sales Manager to drive sales goals and foster strong relationships with partners. This role involves developing market strategies, recruiting new partners, and leading a dedicated sales team to ensure success in achieving financial targets. The ideal candidate will possess extensive sales experience, strong leadership skills, and a deep understanding of market conditions, particularly in the Office Products sector. Join a forward-thinking company where your contributions will directly impact growth and innovation in the market.

Qualifications

• 5+ years of sales experience, preferably in Printing/Office Products.
• Strong financial skills and ability to manage sales pipeline.

Responsibilities

• Develop market coverage map and recruitment of partners.
• Lead Channel Sales team and manage relationships with key contacts.
• Monitor sales pipeline and collaborate with internal teams.

Skills

Sales Experience

Team Management

Solution Selling

Financial Skills

Communication Skills

Time Management

Market Knowledge

Conflict Resolution

Education

Bachelor's Degree

Equivalent Sales Experience

Tools

Microsoft Office

Job description

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, the Channel partners, and the partner’s customer base.

The preferred location for this position is near a major airport.

Responsibilities

1. Develop market coverage map for the United States, territory assignment plan to ensure revenue goals.
2. Identify target partners and market opportunities for FB product segments and develop an action plan to increase partner coverage.
3. Responsible for recruiting and on-boarding of new partners to ensure that territory coverage and sales goals are achieved.
4. Lead Channel Sales team to build and maintain relationships with key contacts within each partner – executives, sales, marketing, procurement, technical support (pre and post sales), and finance.
5. Plan, organize and monitor the performance of channel sales team and ensure they are properly trained in their respective roles and are meeting established goals.
6. Collaborate with internal support team to assist in management of targeted partners and all partners in the market.
7. Monitor sales pipeline and communicate with Channel Sales Manager and Business Development team on a daily basis to understand the business progress and market situation.
8. Manage Channel Sales Managers to schedule and run trainings for partners in the United States with internal support team and ensure partners are trained and technically certified to standards of FB’s partner program.
9. Work closely with Business Planning team to execute quarterly marketing tactical and demand generation activities.
10. Communicate regularly with partners on product launches, pricing changes, and distribution processes. Update management on performance, roadblocks, and needs.
11. Champions an environment that reflects Fujifilm’s values.
12. Other duties as assigned.

Success of the Key Responsibilities will be measured through:

1. Financial targets (Revenue, GP, and sold units) are achieved in line with FNAC and FB (Japan HQ) strategies.
2. Market coverage plan and recruitment of partners.
3. Key sales KPIs per channel sales are achieved quarterly.
4. FB Brands market share is increased, and brand awareness/recognition and reputation are improved.
5. The right products and solutions are offered to Channel partners in line with customer business needs and competitive threats.

Required Skills/Education

1. BA or BS or equivalent sales experience.
2. Minimum of 5 years of prior sales experience.
3. Prior management experience in Printing device/Office Products and related Software industry channel business.
4. Previous experience managing and leading a team.
5. Proven ability to manage sales pipeline and accurately forecast product sales.
6. Excellent knowledge of market conditions, particularly with Office Copier Dealer business.
7. Experience with solution selling and business development.
8. Strong financial skills including experience understanding P&L and balance sheets and managing teams.
9. Strong ability to influence people and align remote teams to achieve agreed goals and objectives.
10. Able to resolve channel conflict issues in sync with the Management’s Decision/Direction.
11. Excellent time management skills.
12. Excellent cross-functional teamwork skills (product management, support, sales, service, and management).
13. Possess necessary skills/attributes to include excellent communication skills, both verbal and written.
14. Knowledge of long-range and operational planning techniques.
15. As this is a customer-facing role, it requires compliance with customer policies and protocols.
16. Ability to travel ~50-60%.
17. Valid Driver’s License.
18. Proficient in Microsoft Office applications (PowerPoint, Word, and Excel).

Desired Skills

1. Advanced degree in business management, operations, or marketing.