Channel Sales Manager

Role Summary

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 Middle East (FFME), the Channel partners and the partner’s customer base.

The Channel Manager creates and manages the overall territory plan to increase revenue and Channel partner participation. They promote partners within FFME, promote Fujifilm within partners, and promote the joint value to customers, driving overall customer satisfaction through partners.

• Develop and manage revenue and partner plan for the territory.
• Identify market opportunities and develop a channel coverage map of territory for Fujifilm product segment and develop an action plan to increase partner coverage.
• Recruit and onboard 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, pre and post‑sales, and finance to maximize FFME’s business through partners.
• Leverage Inside Sales resources to assist in the 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 training for partners in designated areas and ensure partners are trained and technically certified to standards of Fujifilm’s partner program.
• Execute quarterly marketing tactical and demand generation activities to ensure results with targeted partners.
• Communicate regularly with partners on product launches, pricing changes, and distribution processes; update management on performance, roadblocks and needs.
• Lead the creation of marketing collateral (including but not limited to presentations, samples, videos) and raise the image of the business in the market by making such collateral widely known.
• Continue to gain market needs and competitors’ information which helps in determining business strategy, including market research and analysis of market trends, brand visibility, competitive markets and price structure for successful expansion of local sales.

• Financial targets (Revenue, GP and sold units) achieved in line with Region and HQ strategies.
• Key sales KPIs per channel sales achieved quarterly; participation in onsite meetings with partners (sales meetings, trainings, joint sales calls, on‑site marketing events, web trainings, business plan development) and end customers.
• Market share increased, as well as brand awareness/recognition and reputation.
• The right products and solutions are offered to Channel partners in line with customer business needs and competitive threats.

• Develop channels and territory plan and coverage map for designated regions to ensure revenue goals.
• Co‑develop annual/quarterly business plans with targeted partners and conduct quarterly business reviews.
• Review territory sales KPIs and financial performance per week, month and quarter.
• Manage monthly forecasts and measure forecast by partner and product each month against actual supply/demand for accuracy.
• Review territory supply & demand forecast with Division Manager.
• Update Sales activity reports weekly (call reports, visits, events, business plans, trainings, pipeline and forecast).
• Develop and deliver C‑level presentations on Managed Print Services (MPS), digital transformation, and value‑based print strategies.
• Strong consultative selling capability, enabling effective engagement with partners and end customers to assess needs and propose tailored print and workflow solutions.
• Design and conduct partner enablement and training programs, sales and solution‑based training.
• Prior knowledge or exposure to Print Management Solutions & Fleet monitoring solutions is a strong advantage; experience required:
• Minimum 7 to 10 years of prior experience preferably in the UAE and/or KSA; must have prior management experience in channel business and end customers…