Note: The job is a remote job and is open to candidates in USA. FUJIFILM Americas is seeking a Channel Sales Manager to achieve sales goals and foster profitable relationships with Channel partners. The role involves creating and managing territory plans, promoting Fujifilm products within the partner ecosystem, and driving customer satisfaction through effective channel management.
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
Skills
- 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%
- 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 Overview