Channel Sales Manager – Northeast

📋 Description

• Create a sales strategy in collaboration with channel partners to achieve revenue objectives.

• Co-develop annual and quarterly business plans alongside partners and carry out quarterly business reviews.

• Analyze territory sales KPIs and financial performance weekly, monthly, and quarterly.

• Oversee monthly forecasts for 30/60/90/120-day intervals, assessing forecasts by partner and product each month against actual supply and demand for accuracy.

• Collaborate with the SCM manager to review supply and demand forecasts and their accuracy.

• Maintain and update sales activity reports.

• Identify market opportunities and formulate a channel coverage plan for the Fujifilm product segment, including action items to enhance partner coverage.

• Establish and nurture relationships with key contacts at each partner organization.

• Utilize Inside Sales resources to support the management of targeted partners.

• Drive and monitor the pipeline of sales opportunities, working with partners to accurately forecast quarterly territory sales by product and partner.

• Organize and facilitate training sessions for partners.

• Implement quarterly marketing strategies and demand generation activities to ensure successful outcomes with targeted partners.

• Maintain regular communication with partners regarding product launches, pricing adjustments, and distribution processes.

• Keep management informed about performance, obstacles, and requirements.

⛳️ Requirements

• A minimum of 5 years of relevant experience.

• Previous sales experience in printing devices, office products, and related software with copier dealers.

• Demonstrated ability to manage the sales pipeline and accurately predict product sales.

• In-depth knowledge of market conditions, especially within targeted segments.

• Experience with forecasting and pipelines, alongside familiarity with CRM and ERP systems.

• Background in solution selling and business development.

• Strong financial acumen, including experience with P&L statements and balance sheets, as well as managing teams in these areas.

• Exceptional ability to influence others and align remote teams to meet established goals and objectives.

• Capable of addressing channel conflict issues in alignment with management's decisions and directions.

• Excellent time management skills and an understanding of long-range and operational planning techniques.

• Proven ability to establish strong relationships.

• Familiarity with all available company resources and knowledge of when and how to utilize them during sales campaigns.

• Outstanding organizational and time management skills.

• Strong sales, presentation, and negotiation abilities.

• Essential communication skills, both written and verbal.

• Proficient in Microsoft Office applications (PowerPoint, Word, and Excel) and Salesforce CRM.

• Willingness to travel approximately 50% of the time.

🏝️ Benefits

• Medical insurance

• Dental coverage

• Vision insurance

• Life insurance

• 401k plan

• Paid time off