Overview

Role Summary

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.

External US

Duties:

• Develop and manage revenue and partner plan for territory. Exceed quarterly quota-based compensation plan through the support of partners.
• 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.
• Responsible for recruiting and on-boarding of new partners to ensure that territory coverage and sales goals are achieved.
• 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 FB’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 in the United States with FB and ensure partners are trained and technically certified to standards of FB’s partner program.
• Execute quarterly marketing tactical and demand generation activities to insure results with targeted partners, FB Own Brand Business Head and Marketing.
• 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:

• Financial targets (Revenue, GP and sold units) are achieved in line with FBIO and FB (Japan HQ) 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.
• Market coverage plan is executed with recruitment of partners.
• 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)
• FB 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 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:

• Develop territory plan and coverage map for the United States to ensure that revenue goals.
• Execute recruiting and manage on-boarding of new partners and review achievement of recruiting. (In sync with FB/FBIO business strategy)
• Co-develop annual/quarterly business plans with targeted 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 territory supply & demand forecast and accuracy with SCM manager who owns overall supply/demand forecast data collection for overall channel.
• Update Sales activity reports (call reports, visits, events, business plans, trainings, pipeline and forecast) by close of business each Friday.

Top Behavioural Competencies:

• Customer Obsession Speed
• Plans & Aligns
• Drives Results Action Oriented
• Builds Networks
• Logical Thinking Negotiations
• Problem Solving
• Dive Deep Instils Trust
• Interpersonal Savvy

 Experience:

• Minimum of 5 - 7 years of prior experience; must have 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.

Qualification

• Please note: this is a customer-facing role, and requires compliance with customer policies and protocols, which may include COVID-19 vaccination and other measures relating to COVID-19.
• Proficient in Microsoft Office applications (PowerPoint, Word, and Excel)

EEO/AGENCY NOTES

Fujifilm is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation, and any other status protected by federal, state, or local law.

To all agencies: Please, no phone calls or emails to any employee of Fujifilm about this requisition. All resumes submitted by search firms/employment agencies to any employee at Fujifilm via-email, the internet or in any form and/or method will be deemed the sole property of Fujifilm, unless such search firms/employment agencies were engaged by Fujifilm for this requisition and a valid agreement with Fujifilm is in place. In the event a candidate who was submitted outside of the Fujifilm agency engagement process is hired, no fee or payment of any kind will be paid.