Business Development Manager, Dealer Channel

The Business Development Manager, Dealer Channel serves as a single point of accountability within strategic channel segments 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’s’ 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. 

At FUJIFILM North America Corporation, we are many things to both consumers and business customers. We’re looking for passionate, mission-driven people to help us continue to innovate. 

With five operating divisions, there’s a lot of opportunity to find your niche and make an impact. Perhaps you’ll click with our Imaging Division that provides one-time-use cameras, digital printing equipment, and instax™. Maybe you’ll get charged up about our Electronic Imaging Division that markets digital cameras, lenses, and accessories for content creators. Or, you might have your eye on our Optical Devices Division, which provides optical lenses for the broadcast, cinematography, videography, and industrial markets. You could be drawn to our Business Innovation Division—they develop office and commercial print solutions and enable digital transformation. And if you’re interested in tape, check out our Industrial Products Division—they develop data storage solutions.

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. 

We offer a collegial culture and a flexible work environment. Our headquarters is in Valhalla, New York, a quaint town just one hour north of New York City.

Fujifilm is globally headquartered in Tokyo with over 70,000 employees across four key business segments of healthcare, electronics, business innovation, and imaging. We are guided and united by our Group Purpose of “giving our world more smiles.” Visit: https://www.fujifilm.com/us/en/about/region/careers

Responsibilities

• Establish and maintain productive, professional relationships with current Channel Partners
• Select appropriate channels and add them as our partners to efficiently sell strategic Business Innovation’s and Device Technology’s 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.
• Meets 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. (This includes managing all aspects of communication to existing Channel Partners who are not meeting mutually agreed to commitments, up to and including termination of distribution rights)
• 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 budgets 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.

Required Skills/Education

• 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%

Desired Skills

• Bachelor’s Degree in relevant field
• Knowledge of Salesforce or other CRM
• Previous experience with proven results of consistently exceeding annual revenue assignments and quota of driving channel sales ideally within the same product category and channel.
• Experience with building and leading a sales

   

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Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department (hlushrteam@fujifilm.com).