Knowledge & Application | Participates with senior management to establish strategic plans and objectives. Makes final decisions on implementation and ensures operational effectiveness. Effectively cascades functional strategy and contributes to development of organizational policies. Accountable for actions that impact function or multiple department budgets.
|
Complexity & Problem Solving | Works on complex issues where problems are not clearly defined and where fundamental principles do not fully apply. Translates business segment strategy into functional plans and guides execution. Participates in corporate development of methods techniques and evaluation criteria for projects programs and people. Ensures budgets and schedules meet corporate requirements. |
Discretion & Impact | Contributes to development of strategies of a function or multi departments. Erroneous decisions will have a critical long term (typically up to five years) impact on the overall success of function or multi departments. |
Collaboration & Interaction | Interacts with senior management executives and/or major customers which frequently involves negotiating matters of significance to the organization. Reconciles multiple stakeholder views to drive business results. |
Management & Supervision | Directs the activities of a functional area or multiple integrated departments through lower management. Leads team(s) to develop new methods and solve complex matters. |
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Develop implement and continuously refine the global sales strategy to achieve revenue market expansion and profitability goals aligned with FIISs business objectives.
- Lead mentor and manage a geographically distributed sales team including regional sales managers sales engineers and presales specialists ensuring alignment and motivation across all levels.
- Utilize CRM systems and sales analytics tools to prepare sales budgets and forecasts track performance metrics establish KPIs and optimize sales activities and resource allocation.
- Strong networking skills with the ability to knit together opportunities. Build and maintain strong long-term relationships with key customers partners and industry stakeholders around the world.
- Identify new business opportunities pursue key account expansion and work closely with cross-functional teamsincluding marketing product development and operationsto tailor solutions that meet customer needs and market demands.
- Ability to sell a technology platform versus just a defined Product. Maintain understanding of FIIS capabilities technology and service offerings to be able to speak intelligently with potential customers and understand how they can be packaged to provide value to the customer.
- Customer centric approach - Engage regularly with customers to identify challenges validate satisfaction and implement solutions that foster customer loyalty and repeat business. Effectively communicate the value proposition of working with FIIS to address their needs.
- Represent FIIS at global trade shows trade association events and customer meetings delivering compelling presentations and qualified generating leads.
- Monitor and analyze industry trends competitor activities and regulatory developments to proactively adjust sales strategies and maintain competitive advantage.
- Lead negotiations on existing and new customer contracts to ensure alignment with business goals
- Partner with senior management to develop implement and drive business growth priorities and objectives. Key contributor in determining future business strategies based on key insights from customers and markets.
- Handle special projects as assigned
- Up to 50% travel occasionally on short notice with greater travel amount needed sporadically.
PERFORMANCE TARGETS/EVALUATION MEASURES:
- Achievement of global sales revenue targets and profitability objectives within defined budget and timeframes.
- Growth in market share and expansion into new international or customer segments within the current capability set.
- Identification of new markets with significant potential for growth with solid early adopter leads and justification of broader market potential
- Sales pipeline development and conversion rates including the number and quality of qualified leads generated.
- Effectiveness in managing and developing the sales team measured by employee engagement retention and achievement of individual and team KPIs.
- Customer satisfaction levels and strength of strategic customer relationships as measured by feedback repeat business and customer retention rates.
- Timeliness and accuracy of sales forecasting reporting and analytics.
- Clear understanding and communication of competition present and potential future
SUPERVISORY RESPONSIBILITIES:
- Direct supervision of regional sales managers sales engineers and presales specialists located across multiple international regions.
- Responsibility for hiring training coaching and performance management of sales personnel.
- Provide leadership to foster a high-performance sales culture focused on collaboration continuous improvement and accountability.
- Facilitate professional development and career growth opportunities for team members.
- Coordinate cross-functional collaboration between regional teams and internal departments to ensure goal alignment and effective resource utilization
QUALIFICATIONS:
To perform this job successfully an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
REQUIRED:
- Bachelors degree in business marketing or similar discipline. An MBA or advanced degree is highly preferred.
- 10 years of progressive experience in sales business development or commercial management within technology-driven B2B environments ideally in digital printing inkjet technologies industrial manufacturing or related sectors.
- Proven track record of successfully developing and executing global sales strategies that drive significant revenue growth and market expansion.
- Strong commercial acumen with experience managing complex sales cycles negotiating contracts and closing large-scale deals internationally.
- Exceptional communication presentation and interpersonal skills with the ability to build and sustain relationships with customers partners and internal stakeholders at all levels.
- Demonstrated ability to lead manage and motivate geographically dispersed sales teams to achieve ambitious sales targets.
- Technical knowledge sufficient to communicate high level concepts and product value proposition to audiences and act as liaison between internal expert(s) and customer or prospect.
- Ability to develop manage and communicate information in a clear and organized manner including managing cross functional relationships to ensure clarity across disparate groups
- Ability to remain open-minded when forming opinions and excise careful deliberations before making judgements
- Good business acumen with previously demonstrated financial responsibility and accountability.
- Strong influence and persuasion skills including perseverance to support the closing of deals as required
- Willingness to travel both nationally and internationally.
DESIRED:
- An MBA or advanced degree in technical or marketing field is highly preferred.
- Prior experience or strong knowledge of inkjet printing technologies integrated print systems or digital printing industry.
- Proven track record of successfully managing global sales operations and complex sales cycles.
- Experience managing sales channels that involve coordination with other divisions or indirect sales partners.
- Proven success in developing strategic partnerships that enhance market reach and product portfolio.
- Knowledge of FUJIFILM Dimatix technology
- Additional language skills especially in key FIIS markets (e.g. Japanese German Italian etc.)
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Up to 50% travel occasionally on short notice with greater travel amount needed sporadically.
WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Up to 50% travel occasionally on short notice with greater travel amount needed sporadically.
- Normal Office Environment
- May potentially handle hazardous waste in accordance with the safe work practices defined in Hazardous Communication and Hazardous Waste training programs. Initial training is required upon hiring status and every 3 years thereafter. Employees handling hazardous waste will insure that waste containers in their work areas are properly labeled and dated. Employees will ensure that waste containers are closed after transferring waste to them. Report any incidents involving hazardous waste to supervisor.
OTHER:
- Other duties as may be assigned.
- Each employees primary objective is to assure that the quality delivery and cost controls within his/her control meet or exceed all of our internal and external customers requirements.
- Each employee is required to abide by the Employee Handbook and the rules and regulations explained and provided at each orientation and training attention must be given to the safety aspects of these documents.
FUJIFILM Dimatix provides competitive wages a generous benefits package and a friendly dynamic working environment.
EO-employer-M/F/Vets/Disabled.
FUJIFILM Dimatix is an E-Verify Employer
Job Location:
Monthly Salary:
Not Disclosed
Posted on:
30+ days ago
Vacancies:
1 Vacancy
