National Sales Manager Dealer Channel

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, the Channel partners and the partner’s customer base.

Creates overall dealer assignment/territory strategy, leads and manages Channel Business sales team to increase revenue and Channel partner participation.

The preferred location for this position is near a major airport.

Responsibilities

Develop market coverage map for the United States, territory assignment plan to ensure revenue goals.
Identify target partners and market opportunities for FB product segments 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.
Lead Channel Sales team to build and maintain relationships with key contacts within each partner – executives, sales, marketing, procurement, technical support (pre and post sales), and finance so that manage relationships to maximize FB’s business through partners.
Plan, organize and monitor the performance of channel sales team and ensure they are properly
trained in their respective roles and are meeting established goals

Collaborate with internal support team to assist in management of targeted partners and all partners in the market.
Monitor sales pipeline and communicating with Channel Sales Manager and Business Development team on a daily basis to understand the business progress and market situation to execute necessary action in a timely manner.
Manage Channel Sales Managers to schedule and run trainings for partners in the United States with internal support team and ensure partners are trained and technically certified to standards of FB’s partner program.
Work closely with Business Planning team to 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.
Champions an environment that reflects Fujifilm’s value
Other duties as assigned
Success of the Key responsibilities will be measured through:

Financial targets (Revenue, GP and sold units) are achieved in line with FNAC and FB (Japan HQ) strategies.
Market coverage plan and with recruitment of partners.
Key sales KPIs per channel sales are achieved quarterly
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
Required Skills/Education

BA or BS or equivalent sales experience
Minimum of 5 years of prior sales experience
Prior management experience in Printing device/Office Products and related Software industry channel business.
Previous experience managing and leading a team
Proven ability to manage sales pipeline and accurately forecast product sales.
Excellent knowledge of market conditions, particularly with Office Copier Dealer business.
Experience with solution selling and business development.
Strong financial skills including experience understanding P&L and balance sheets and managing teams.
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
Excellent cross-functional teamwork skills (product management, support, sales, service, and management)
Possess necessary skills/attributes to include excellent communication skills, both verbal and written
Knowledge of long-range and operational planning techniques.
As this is a customer-facing role, it requires compliance with customer policies and protocols.
Ability to travel ~50-60%
Valid Driver’s License
Proficient in Microsoft Office applications (PowerPoint, Word, and Excel)
Desired Skills

Advanced degree in business management, operations or marketing