Sales Manager

Fujifilm•New Castle, DE

About The Position

The Sales Manager manages and grows an assigned portfolio of customer accounts for FUJIFILM Imaging Colorants’ aqueous inks and dispersion products. The role primarily focuses on account management: building long-term customer relationships, retaining existing business, delivering sales and profitability targets, and identifying growth opportunities within established accounts. Targeted business development supports these responsibilities by securing selected new customers and applications. As the primary commercial contact for assigned accounts, the Sales Manager works with commercial, technical, and operations teams to coordinate support and meet customer needs. The position combines account planning, regular customer engagement, sales forecasting, and commercial negotiations with focused development of new business opportunities aligned with business priorities. FUJIFILM Imaging Colorants develops aqueous dyes, pigment dispersions, and inks for digital printing applications, including packaging, commercial printing, and displays. Its manufacturing facility is in New Castle, Delaware. The Sales Manager is expected to travel domestically and internationally as required, approximately 25% of the role.

Requirements

Experience in B2B sales or account management, ideally in a technical sales environment, with responsibility for maintaining customer relationships and growing an established account portfolio.
A proven track record of retaining customer accounts, delivering sales targets, and achieving profitable growth in a chemical or industrial market.
Strong commercial acumen, including account planning, pricing, negotiation, and assessing profitable sales.
Excellent analytical, communication, and presentation skills, with the ability to influence a broad stakeholder group.
Ability to coordinate cross-functional teams and resolve customer issues without direct authority.
Strong customer focus and relationship-building skills, with the ability to match customer needs to appropriate product solutions.
Proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
Strong organisational and forecasting skills, with the ability to prioritize account management while progressing selected business development opportunities.
Self-motivated, collaborative, and solution-oriented, with strong problem-solving skills.
Willingness to travel domestically and internationally as required, approximately 25% of the role.

Nice To Haves

Bachelor’s degree in chemistry or a related field.
Experience in digital printing, dispersions, inks, industrial chemicals, packaging, or related manufacturing industries.

Responsibilities

Deliver agreed sales revenue, volume, and profitability targets for assigned accounts in line with annual budgets and business plans.
Retain existing business through relationship management, regular account reviews, and timely resolution of customer issues.
Develop and maintain account plans covering customer priorities, sales targets, growth opportunities, and retention risks.
Build relationships with customer purchasing, technical, and commercial stakeholders and serve as the primary sales contact for assigned accounts.
Conduct regular customer visits and business reviews to assess performance, address concerns, and agree on actions.
Identify opportunities to grow existing accounts through additional products, applications, cross-selling, and increased customer share.
Present product benefits and commercial proposals tailored to customers’ applications and business needs.
Work with technical teams to support customer trials, product qualification, and conversion of growth opportunities into sales.
Prospect and qualify selected new customers and applications, balancing this work with existing-account commitments.
Prepare and execute sales plans and provide accurate sales forecasts and customer demand updates for budgeting, production, and supply planning.
Monitor account revenue, volumes, and margins against targets, identify variances, and implement corrective actions.
Manage pricing, quotations, contracts, and commercial negotiations within agreed guidelines to protect margins and customer relationships.
Maintain current customer records, visit reports, forecasts, and opportunity pipelines; share relevant market and competitor intelligence.
Coordinate technical and operational support for customer requirements, trials, technical enquiries, supply issues, and complaint resolution.
Communicate customer requirements, demand changes, and feedback to relevant internal teams and keep customers informed of progress.
Represent the voice of the customer internally and contribute customer insight to product and commercial planning.
Monitor customer satisfaction and retention risks and act to address gaps and competitive threats.