Channel Sales Manager

Overview

We are hiring a Channel Sales Manager. 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 Business Innovation (FB), the Channel partners and the partner’s customer base.

This position is remote, ideally located in the midwest near a major airport. 

External US

Duties:

• Develop and manage revenue and partner plan for territory. Exceed quarterly quota-based compensation plan through the support of partners. 
• Identify target partners and market opportunities and develop channel coverage map of territory for FB product segment 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.
• Build and maintain relationships with key contacts within each partner – executive, sales, marketing, procurement, technical support (pre and post sales), and finance so that manage relationships to maximize FB’s business through partners.
• Leverage Inside Sales resources (if available) to assist in management of targeted partners and all partners in the territory.
• Drive and track pipeline of sales opportunities and work with partners to accurately forecast quarterly territory sales by product and partner.
• Promote or schedule and run trainings for partners in the United States with FB and ensure partners are trained and technically certified to standards of FB’s partner program.
• 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.

Success of the outcomes will be measured through:

• Financial targets (Revenue, GP and sold units) are achieved in line with FBIO and FB (Japan HQ) strategies.
• Sales performance is delivered through 2ways.Playing the channel sales role in the market entry stage.Effective use of key sales and business processes, after the sales team expansion.
• Market coverage plan is executed with recruitment of partners.
• Key sales KPIs per channel sales are achieved quarterly; Participate onsite meetings (target is 3 per day) with partners (sales meetings, trainings, joint sales calls, on site marketing events, web trainings, business plan development)
• FB Brands market share is increased, and brand awareness/recognition …