Business Development Manager, Dealer Channel

Fujifilm•Remote,

4d•Remote

About The Position

The Business Development Manager, Dealer Channel serves as a single point of accountability within strategic channel segments of the Business Innovation Division, including Distributors, Buying Groups & Franchise Printers. This role is responsible for achieving budget goals and generating revenue and gross margin through sales of Business Innovation Division and Device Technology’s products, as well as partner recruitment objectives. The individual is accountable for optimizing the performance of current Channel Partners and identifying, qualifying, and adding additional partners as business conditions require to increase revenue. The Business Development Manager, Dealer Channel will engage at a tactical level with local market Channel locations to achieve sales and profit goals. The Business Innovation Division of FUJIFILM North America Corporation is the largest graphic distributor in the US, delivering world-class solutions for Digital Printing, Production Toner Solutions, Office A3/A4 MFP Products, Packaging, and traditional Offset printing products. They are also the industry leader in Color Standardization and G7 implementation. The preferred location for this position is near a major airport. FUJIFILM North America Corporation is comprised of five operating divisions and is globally headquartered in Tokyo with over 70,000 employees. The company's Group Purpose is 'giving our world more smiles.'

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%

Nice To Haves

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

Responsibilities

Establish and maintain productive, professional relationships with current Channel Partners.
Select appropriate channels and add them as 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.