Channel Sales Manager

We are hiring a Channel Sales Manager. The purpose of this role is to achieve sales goals while creating an ongoing, mutually profitable relationship with Channel partners that significantly contributes to the achievement of the business goals of Fujifilm Business Innovation (FB), the Channel partners, and the partner’s customer base.

This position is remote, ideally located in the midwest near a major airport.

Duties:

1. Develop and manage revenue and partner plan for territory. Exceed quarterly quota-based compensation plan through the support of partners.
2. Identify target partners and market opportunities and develop channel coverage map of territory for FB product segment and develop an action plan to increase partner coverage.
3. Responsible for recruiting and onboarding of new partners to ensure that territory coverage and sales goals are achieved.
4. Build and maintain relationships with key contacts within each partner – executive, sales, marketing, procurement, technical support (pre and post sales), and finance to maximize FB’s business through partners.
5. Leverage Inside Sales resources (if available) to assist in management of targeted partners and all partners in the territory.
6. Drive and track pipeline of sales opportunities and work with partners to accurately forecast quarterly territory sales by product and partner.
7. Promote or schedule and run trainings for partners in the United States with FB and ensure partners are trained and technically certified to standards of FB’s partner program.
8. Execute quarterly marketing tactical and demand generation activities to ensure results with targeted partners, FB Own Brand Business Head, and Marketing.
9. Communicate regularly with partners on product launches, pricing changes, and distribution processes. Update management on performance, roadblocks, and needs.

Success of the outcomes will be measured through:

1. Financial targets (Revenue, GP, and sold units) are achieved in line with FBIO and FB (Japan HQ) strategies.
2. Sales performance is delivered through effective use of key sales and business processes.
3. Market coverage plan is executed with recruitment of partners.
4. 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, onsite marketing events, web trainings, business plan development).
5. FB Brands market share is increased, and brand awareness/recognition and reputation are improved.
6. The right products and solutions are offered to Channel partners in line with customer business needs and competitive threats.
7. Collaborate with FB Global Operations Marketing team to deliver the right products and solutions for Channel partners and a sustainable business for FB.

Key responsibilities this role requires:

1. Develop territory plan and coverage map for the United States to ensure that revenue goals are met.
2. Execute recruiting and manage onboarding of new partners and review achievement of recruiting in sync with FB/FBIO business strategy.
3. Co-develop annual/quarterly business plans with targeted partners and conduct quarterly business reviews.
4. Review territory sales KPIs and financial performance weekly, monthly, and quarterly.
5. Manage monthly forecasts for a 30/60/90/120-day period, measuring forecast by partner and product each month against actual supply/demand for accuracy.
6. Review territory supply & demand forecast and accuracy with SCM manager.
7. Update Sales activity reports by close of business each Friday.

Experience:

1. Minimum of 5 - 7 years of prior experience; must have prior management experience in Printing device/Office Products and related Software industry channel business.
2. Proven ability to manage sales pipeline and accurately forecast product sales.
3. Excellent knowledge of market conditions, particularly within targeted segments.
4. Experience with forecasting and pipelines, and knowledge of CRM and ERP systems.
5. Experience with solution selling and business development.
6. Strong financial skills including experience understanding P&L and balance sheets.
7. Strong ability to influence people and align remote teams to achieve agreed goals and objectives.
8. Able to resolve channel conflict issues in sync with Management’s Decision/Direction.
9. Excellent time management skills and knowledge of long-range and operational planning techniques.
10. BA or BS or equivalent sales experience; advanced degree in business management, operations, or marketing preferred.
11. Proficient in Microsoft Office applications (PowerPoint, Word, and Excel).

Salary and Benefits:

Up to $100,000, depending on experience

Life Insurance

401k

Paid Time Off