Business Development Manager, Dealer Channel

Position Overview

The Business Development Manager, Dealer Channel serves as a single point of accountability within strategic channel segments of the Business Innovation Division, including but not limited to Distributors, Buying Groups & Franchise Printers. Responsible for achieving budget goals and generating revenue and gross margin through sales of Business Innovation Division and Device Technology products, and partner recruitment objectives. Individually 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. We deliver world-class state-of-the-art solutions for Digital Printing, Production Toner Solutions, Office A3/A4 MFP Products, Packaging, and a full range of traditional Offset printing products. In addition, we are the industry leader in Color Standardization and G7 implementation.

The preferred location for this position is located near a major airport.

FUJIFILM North America Corporation has five operating divisions and a flexible work environment. Headquarters is in Valhalla, New York.

• 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.
• Support sales expansion of channel partners, striving 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 product, for each Channel Partner, along with tactical commitments to support broader plans.
• Meet or exceed 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 market needs and develop options for new and/or different Channel Partners to improve market penetration.
• Coordinate the involvement of support, service, and management resources to meet partner performance objectives and 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 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.
• Champions an environment that reflects Fujifilm’s values.
• Perform related duties as assigned by the manager.

• High school diploma or GED equivalent.
• 5+ years of 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.
• Ability to build and maintain strong relationships.
• 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.
• Excellent 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,…