Channel Sales Manager

Role Overview

• 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.

Requirements

• 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.
• Valid Driver’s License
• Ability to travel ~40-50 %

Tech Stack

• ERP

Benefits

• Medical
• Dental
• Vision
• Life Insurance
• 401k
• Paid Time Off