Business Development Manager, Inkjet Printer Solutions

SATO America is seeking a strategic, commercially driven Business Development Manager, Inkjet Printer Solutions to lead the expansion of their inkjet label business across North America. This role is responsible for building and executing the go-to-market strategy for inkjet label solutions, leveraging partnerships with leading printer manufacturers to drive business growth.

Responsibilities:

• Develop and execute a comprehensive Inkjet Label business development strategy, including market segmentation, target vertical prioritization (food & beverage, healthcare/pharmaceutical, retail, logistics/warehousing), competitive positioning, and a 12-24 month go-to-market roadmap
• Identify new market opportunities and assess addressable market size across target verticals; translate insights into actionable business development plans
• Stay informed on industry trends, competitive landscape, and emerging technologies to continuously refine strategy and approach
• Drive net-new business development, focusing on acquiring new customers and expanding into untapped markets and verticals
• Develop and execute targeted prospecting strategies, including cold outreach, networking, and industry engagement
• Identify and qualify high-potential opportunities, building a strong and sustainable new business pipeline
• Lead the full sales cycle from initial outreach through closing, with a focus on shortening sales cycles and accelerating revenue
• Act as a subject matter expert on inkjet label solutions, delivering consultative, solution-based selling
• Conduct impactful presentations, product demonstrations, and value-based proposals tailored to customer needs
• Build, manage, and expand strategic relationships with OEM printer manufacturer partners (e.g., Epson, Canon) to enable joint go-to-market programs, co-selling initiatives, and channel alignment that drive inkjet label media adoption
• Identify and develop channel partnerships with label converters, distributors, and VARs to scale inkjet label solution deployment
• Collaborate with OEM and channel partners on joint marketing activities, sales enablement, and market development programs
• Partner with SATO's existing end-user customers and distribution/partner network to identify inkjet label solution expansion and technology conversion opportunities within the installed base
• Work in close alignment with SATO's sales teams to jointly pursue inkjet opportunities within existing accounts - sharing pipeline intelligence, coordinating customer outreach, and ensuring unified messaging and account coverage
• Serve as the internal subject matter expert on inkjet label solutions for the SATO sales organization, providing deal support, training, and sales enablement tools that equip field teams to identify and qualify inkjet opportunities
• Establish and grow strategic relationships with key decision-makers and influencers within both target new accounts and existing SATO accounts
• Develop and manage a structured monthly and quarterly sales outlook, including pipeline stage analysis, deal progression tracking, revenue projections, and variance-to-target commentary
• Prepare and deliver regular business development reports to Sales and Marketing leaders, VP of Sales & Marketing and other related internal stakeholders covering forecast vs. actuals, key wins/losses, market insights, partner performance, and recommended strategic adjustments
• Maintain accurate pipeline visibility and CRM data integrity to support reliable forecasting and executive-level reporting
• Collaborate with internal teams (sales, marketing, product, service) to align go-to-market strategies, support customer acquisition, and ensure seamless customer experience
• Work with the marketing team to develop joint content, campaigns, and sales tools that support inkjet label business development across both new and existing accounts

Requirements:

• Bachelor's degree in Business, Marketing, Engineering, or related field (or equivalent experience)
• 5-10+ years of proven success in a Business Development or Sales role, with demonstrated revenue growth results
• Demonstrated track record of consistently exceeding new business quotas and building pipelines from scratch
• Strong experience with inkjet printing technologies and label media / consumables required
• Demonstrated experience managing OEM, technology, or channel partner relationships in a co-selling or alliance model
• Experience working in close collaboration with a direct sales organization; supporting field teams with joint account coverage, deal pursuit, and sales enablement
• Proven ability to develop and manage sales forecasts, revenue outlooks, and executive-level business reviews
• Highly organized and detail-oriented, with disciplined pipeline and territory management
• Strategic planning capability: demonstrated experience developing market entry or go-to-market strategies
• Strong business acumen with the ability to position solutions that deliver measurable customer value
• Experience in the label industry, digital label printing, or label converting strongly preferred
• Experience selling into manufacturing, packaging, food & beverage, healthcare, retail, or logistics sectors preferred