Business Development Manager, Dealer Channel

FUJIFILM Americas is a leading graphic distributor in the US, known for delivering innovative print solutions. The Business Development Manager, Dealer Channel is responsible for managing relationships with channel partners, achieving sales goals, and expanding the dealer network to optimize revenue generation.

Responsibilities:

• Establish and maintain productive, professional relationships with current Channel Partners
• Select appropriate channels and add them as our partners to efficiently sell strategic Business Innovation’s and Device Technology’s products to the market
• Support sales expansion of channel partners with whom they have established relationships and strive to maintain relationships with channels
• Collaborate with the sales team and FSMs to help provide the best solution for customers
• Assist dealers and Business Managers with deal making and pricing
• Collaborate to develop annual strategic plans, by segment and Graphic Communication’s and Device Technology’s product for each Channel Partner, along with tactical commitments to support these broader plans
• Meets or exceeds assigned targets for profitable sales revenue and strategic objectives
• Schedule business reviews against annual business plans with each Channel Partner on a minimum of a bi-annual basis
• Continuously evaluate performance of current Channel Partners against current market needs and develop options for new and/or different Channel Partners to improve BID’s market penetration. (This includes managing all aspects of communication to existing Channel Partners who are not meeting mutually agreed to commitments, up to and including termination of distribution rights)
• Coordinate the involvement of support, service, and management resources in order to meet partner performance objectives and partners’ expectations
• Coordinate financial, logistical, and administrative procedures for accounts
• Maintain high partner satisfaction ratings
• Recommend product or service enhancements to improve customer satisfaction and sales potential
• Analyze market trends and accordingly develop sales plans to increase brand awareness
• Monitor sales performance against stated objectives
• Provide regular and accurate sales forecasts
• Control territory costs within established budgets levels for consigned equipment, sample product, and other areas as determined by the company
• Champions an environment that reflects Fujifilm's values
• Perform related duties as assigned by the manager

Requirements:

• High school diploma or GED equivalent
• 5+ years sales and territory management preferably in the Graphics/Printing Industry
• Knowledge of BID's key segments – Commercial, Sign and Display, Packaging and Device Technology
• Experience working for or with Channel Partners
• Demonstrated ability to think and plan strategically
• Demonstrated ability to build strong relationships
• An understanding of all available company resources and how and when to deploy them during sales campaigns
• Ability to interact with and influence various levels of management within the assigned account base
• Outstanding organization and time management skills
• Excellent sales, presentation, and negotiation skills
• Essential communication skills, both written and verbal
• Excellent cross-functional teamwork skills (product management, support, sales, service, and management)
• Working knowledge of Microsoft applications including Excel, Word, Outlook, and PowerPoint. Ability to navigate company intranet site, as well as complete various online forms and required spreadsheets (deal model, etc.)
• Valid Driver's License
• Ability to travel 30-40%
• Bachelor's Degree in relevant field
• Knowledge of Salesforce or other CRM
• Previous experience with proven results of consistently exceeding annual revenue assignments and quota of driving channel sales ideally within the same product category and channel
• Experience with building and leading a sales