Channel Sales Manager

2 months ago

StocktononTees, Stockton-on-Tees, United Kingdom Fujifilm Corporation Full time
About the Role

We are seeking a highly skilled Channel Sales Manager to join our team at Fujifilm Corporation. As a Channel Sales Manager, you will be responsible for achieving sales goals while building and maintaining strong relationships with our Channel partners.

Key Responsibilities
  • Develop and manage revenue and partner plans for assigned territories to exceed quarterly quota-based compensation plans.
  • Identify target partners and market opportunities, and develop channel coverage maps to increase partner coverage.
  • Recruit and onboard new partners to ensure territory coverage and sales goals are achieved.
  • Build and maintain relationships with key contacts within each partner, including executive, sales, marketing, procurement, technical support, and finance teams.
  • Drive and track pipeline of sales opportunities, and work with partners to accurately forecast quarterly territory sales by product and partner.
  • Promote and schedule trainings for partners in the United States, and ensure partners are trained and technically certified to standards of Fujifilm's partner program.
  • Execute quarterly marketing tactical and demand generation activities to ensure results with targeted partners, Fujifilm's Own Brand Business Head, and Marketing.
  • Communicate regularly with partners on product launches, pricing changes, and distribution processes, and update management on performance, roadblocks, and needs.
Success Metrics
  • Financial targets (Revenue, GP, and sold units) are achieved in line with Fujifilm Business Innovation (FB) and Fujifilm Corporation (Japan HQ) strategies.
  • Sales performance is delivered through two channels: playing the channel sales role in the market entry stage, and effective use of key sales and business processes after the sales team expansion.
  • Market coverage plan is executed with recruitment of partners.
  • Key sales KPIs per channel sales are achieved quarterly; participate in onsite meetings (target is 3 per day) with partners (sales meetings, trainings, joint sales calls, onsite 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 Fujifilm Global Operations Marketing team to deliver the right products and solutions for Channel partners and a sustainable business for Fujifilm.
Requirements
  • Minimum of 5-7 years of prior experience, with prior management experience in Printing device/Office Products and related Software industry channel business.
  • 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.
  • BA or BS or equivalent sales experience; advanced degree in business management, operations, or marketing preferred.
  • Proficient in Microsoft Office applications (PowerPoint, Word, and Excel).
What We Offer
  • Up to $100,000, depending on experience.
  • Medical, Dental, Vision.
  • Life Insurance.
  • 401k.
  • Paid Time Off.

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