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. Promote partners within FFME - promote Fujifilm within partners - promote the joint value to customers. Drive overall customer satisfaction through partners.
These outcomes include;
- 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.
- Responsible for recruiting and onboarding 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, 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.
- Leading the creation of marketing collateral (including but not limited to, presentations, samples, videos), and raising the image of the business in market by making such collateral widely known to the market.
- Continue to gain market needs and competitors information which helps in determining business strategy, including market research and analysis of market trends, brand visibility, and competitive markets and price structure for successful expansion of local sales.
Success Of The Outcomes Will Be Measured Through
- Financial targets (Revenue, GP and sold units) are achieved in line with Region and HQ strategies.
- Key sales KPIs per channel sales are achieved quarterly; Participate in onsite meetings with partners (sales meetings, trainings, joint sales calls, on site marketing events, web trainings, business plan development) , end customers
- Market share is 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.
Key Responsibilities This Role Requires
- Develop channels and territory plan and coverage map for designated regions to ensure that 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)
- Ability to 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.
- Capability to 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:
- Minimum of 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 in office printing industry.
- Proven ability to manage sales pipeline and accurately forecast product sales.
- Excellent presentation skills toward strategically approach
- Strong ability of collecting and analysing figures to enable a strategic approach, understanding the business revenue, cost and profit structure
- Excellent knowledge of market conditions, particularly within targeted segments.
- Experience with forecasting and pipelines, and knowledge of CRM and ERP systems.
- Experience with solution selling and business development.
- Able to resolve channel conflict issues.
- Excellent time management skills and knowledge of long-range and operational planning techniques.
- BA or BS or equivalent sales experience; degree in business management preferred.
Strategic market expert and in this capacity, leads the process and provides direction in developing a comprehensive business strategy for the own region that includes an intimate understanding of he overall division goals, relevant market developments and government policies, new and existing customers, products, services and technologies, as well as competitors in the market segments. Leads the development of the business strategy in the region and coordinates the establishment of concrete midterm business plans that are based on the intimate analysis of the customers, markets and competitors activities. Leads the execution of the business plans, initiates timely adjustment if circumstances are changing. Sets the strategic goals and related budget for the department, initiates actions to realize these goals and budgets (revenue, operating profit, investments and human resources), monitors progress and status taking remedial action where necessary. Provides the heads of the various departments within the division with a clear sense of direction, takes charge and organizes resources, monitors progress and initiates countermeasures in case of anticipated deviation of targets. Develops and maintains strong relationship with executive level decisions-makers at key customers. Makes sure that adequate resources are available in order to realize the approach in the market, monitors and measures customer satisfaction, gives feedback of developments in customer needs and requirements to the Sr. Vice President, including proposals how to react on these developments. Initiates the use of the right tools to conduct market analyses to define and monitor market trends, political developments and competitor plans; monitors the results of these analyses and initiates measures to adequately respond to findings. Attracts and retains high caliber individuals, invests time and effort in the further development of high potentials. Ensures compliant and financially sound operations, putting in place or maintaining adequate control systems. Ensures the proper management of stock and accounts receivables. Actively contributes to the development of the overall marketing and sales strategy for the respective business domain.
