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, achieving sales and profitability targets, and identifying ways to grow sales within established accounts. Targeted business development supports these priorities by securing selected new customers and applications. Serving 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, customer engagement, sales forecasting, commercial negotiations, and focused development of new opportunities aligned with business priorities. The role is based in the context of FUJIFILM Imaging Colorants, Inc., which manufactures aqueous dyes, RxD, and inks at its New Castle, Delaware facility for the digital printing market. The position requires domestic and international travel of approximately 25%.

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 organizational 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 preferred.
Experience in digital printing, dispersions, inks, industrial chemicals, packaging, or related manufacturing industries is advantageous.

Responsibilities

Deliver agreed sales revenue, volume, and profitability targets for assigned accounts in line with annual budgets and business plans.
Retain existing business through proactive relationship management, regular account reviews, and timely resolution of customer issues.
Develop and execute account plans to increase share of wallet and identify cross-selling opportunities within existing customers.
Maintain accurate sales forecasts, account records, and opportunity pipelines to support business planning.
Manage pricing, quotations, and commercial negotiations within agreed guidelines to protect margins and customer relationships.
Monitor account performance, customer satisfaction, and retention risks, and take timely action to address gaps.
Coordinate technical and operational support to meet customer requirements and support reliable order fulfillment.
Pursue selected new customer and application opportunities that complement existing-account priorities and deliver profitable growth.
Represent the voice of the customer within the business by sharing customer feedback and market intelligence.
Own day-to-day commercial relationships with assigned accounts and serve as the primary sales contact.
Build relationships with purchasing, technical, and commercial stakeholders to understand customer requirements and decision-making processes.
Conduct customer visits and business reviews to assess performance, address concerns, and agree on actions.
Proactively manage customer issues and competitive threats, coordinating internal support to protect existing business and customer satisfaction.
Present product benefits and commercial proposals tailored to customer applications and business needs.
Work with technical teams to support customer trials, product qualification, and conversion of account growth opportunities into sales.
Prospect and qualify leads for selected new customers and applications, balancing this work with existing-account commitments.
Develop qualified new business opportunities through customer engagement, proposals, and follow-up, and support their transition into ongoing account management.
Prepare and execute sales plans for assigned accounts in line with budgets and commercial priorities.
Provide accurate sales forecasts and customer demand updates to support budgeting, production, and supply planning.
Monitor account revenue, volumes, and margins against targets, identify variances, and implement corrective actions.
Prepare quotations and negotiate pricing, contracts, and commercial terms.
Maintain current customer records, visit reports, and opportunity pipelines, and share relevant market and competitor intelligence.
Work with Commercial, R&D, Product Applications, Supply Chain, Operations, and Manufacturing teams to meet customer requirements.
Communicate customer requirements, demand changes, and feedback to relevant teams to support timely, coordinated responses.
Coordinate internal resources for customer trials, technical enquiries, supply issues, and complaint resolution, keeping customers informed of progress.
Represent assigned accounts internally and contribute customer insight to product and commercial planning without owning product strategy or lifecycle management.