Business Development Manager, Dealer Channel

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 and Device Technology 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
• Meet 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
• 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 budget levels for consigned equipment, sample product, and other areas as determined by the company
• Champion an environment that reflects Fujifilm's values
• Perform related duties as assigned by the manager

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%