Job Description

The FUJIFILM Integrated Inkjet Solution (FIIS) Sales and Business Development Manager role is responsible for developing new market/business areas for FIIS and for print system and consumable (fluids, spares, service, etc.) sales in these market/business areas in the specified territory. Key targets for this role include driving growth of specialized inkjet solutions for end producers of products (primarily brands) as well as positioning inkjet solutions as a means of production improvement for brands. The successful candidate will be able to identify emerging trends and demands for inkjet solutions, assess potential size, scale, and fit of these opportunities, and convert such interest into successful sales in the short, medium, and long term. In addition, this role may require periodic interface with other FUJIFILM business development teams to develop opportunities for driving sales of specialized FIIS products through these sales channels.

The role will include direct engagement with the markets, consultants, and customers of interest through trade association presentations, trade shows, VOCs, and direct customer lead generation and contact. This role requires an appropriate balance between developing short term opportunities (working with customers directly) and developing medium term opportunities in markets / applications / businesses (working in “markets” and VOC type scenarios). Continuous customer interaction can be expected in order to identify new opportunities, help solve problems as well as promote FIIS and understand – and improve - customer satisfaction.

The position will work independently and as a part of a team focused on driving new business opportunities. Team members may include marketing, sales, technical support, and business development people from other Fujifilm divisions in addition to those from Fujifilm Dimatix.

Excellent communication, presentation and interpersonal skills are needed. A reasonable analytical mindset is important, and the right candidate must be a disciplined self-starter that can act independently with minimum supervision. The role will require ability to travel - 25% travel occasionally on short notice, with greater travel amount needed periodically.

Company Overview

At FUJIFILM Dimatix Inc., printing and material deposition devices are only as good as their printheads. We are a recognized leader in the manufacturing and design of durable and productive drop-on-demand inkjet printheads that power cutting-edge systems, as well as integrated inkjet solutions that add digital inkjet capabilities to other equipment. These are part of the digitization and transformation of many applications such as commercial printing, graphics, label & packaging, additive manufacturing, ceramic tiles, textiles, electronics and life science research.

We’re looking for forward-thinkers eager to spark innovation in inkjet technology. Bring your talents to a team built on collaboration, creativity, and a passion for excellence. At FUJIFILM Dimatix, every product we make begins with the extraordinary people behind it. Join us for groundbreaking work in a flexible, engaging environment.

We’re based in two incredible locations: Lebanon, New Hampshire, surrounded by picturesque New England landscapes, and Santa Clara, California, a dynamic hub in Silicon Valley with a mix of innovation, diversity, and sunshine.

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:

Job Description

SCOPE

Receives assignments in the form of objectives and determines how to use resources to meet schedules and goals. Provides guidance to subordinates within the latitude of established company policies. Recommends changes to policies and establishes procedures that affect immediate organization(s).

COMPLEXITY

Works on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors, including an understanding of current business trends. Follows processes and operational policies in selecting methods and techniques for obtaining solutions. Acts as advisor to subordinate(s) to meet schedules and/or resolve technical problems. Develops and administers schedules, performance requirements; may have budget responsibilities.

DISCRETION

Erroneous decisions or failure to achieve results will add to costs and may impact the short-term goals of the organization.

INTERACTION

Frequently interacts with subordinate supervisors, customers, and/or functional peer group managers, normally involving matters between functional areas, other company divisions or units, or customers and the company. Often must lead a cooperative effort among members of a project team.

SUPERVISION

Manages, perhaps through subordinate supervisors, the coordination of the activities of a section or department with responsibility for results, including costs, methods and staffing. In some instances, this manager may be responsible for a functional area and not have any subordinate

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• FIIS Sales
• Maintain understanding of FIIS capabilities to be able to speak intelligently with potential customers and understand which areas may have the best chance of success.
• Customer centric approach. Listen to the customer and learn what problem they are trying to solve. Effectively communicate the value proposition of working with FIIS to solve this problem.
• Ability to sell a technology platform versus just a defined Product. Learn the FIIS technology and service offerings and how they can be packaged to provide value to the customer.
• Strong networking skills and the ability to knit together opportunities. Ability to find the key decision makers and obtain their time.
• Ability to call on legacy customers and upsell the value of trading in old equipment, maintenance agreements, and purchasing ink through FIIS.
• Ability to lead campaign sales of niche offerings
• Communicate promptly with leads generated, and provide updates to FIIS business team for analysis
• Ability to provide compelling market communications via trade show presentations and customer engagements
• FIIS BD Management
• Create and communicate business case reviews of new market opportunities including defining high level project need, potential size, revenue, profit, timing, risks, technical hurdles, price points, ink sales opportunities, etc.
• Develop a prioritized action plan for targeted areas for market study
• Participate in the FIS business team, providing key insights from work underway including ideas for future strategic direction
• Propose ideas for application or capability development to meet new market objectives
• Develop solid qualified leads in new market areas which can be handed to FIIS customer management team
• Handle special projects as assigned
• 25% travel occasionally on short notice, with greater travel amount needed periodically.
  
  

PERFORMANCE TARGETS/EVALUATION MEASURES:

• FIIS Sales and BD Management
• Achieve sales target in territory, and drive revenue growth
• Develop and communicate qualified leads to customer team
• Identification and penetration of markets within the current capability set with solid leads
• Identification of new markets with significant potential for growth with solid “early adopter” leads and justification of broader market potential
• Speaking engagements at relevant industry events
• Clear communication of action plan and status with FIIS business team on a regular basis
  
  

SUPERVISORY RESPONSIBILITIES:

• No direct supervision of other employees. This is an individual contributor role, although good communication and working relationship with others will be required for success.
  
  

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:

• Bachelor's Degree in a technical or business discipline.
• 3+ years of experience in either product management, manufacturing automation, or equivalent
• Technical knowledge sufficient to act as liaison between internal expert(s) and customer or prospect.
• Strong influence and persuasion skills including perseverance to support the closing of deals as required
• Ability to develop, manage and communicate information in a clear and organized manner, including managing cross functional relationships to ensure clarity of program scope and timelines.
• Ability to remain open-minded when forming opinions, and exercise careful deliberations before making judgements.
• Exceptional interpersonal skills with peers, supervisors, and customers, promoting harmony and teamwork.
• Willingness to travel both nationally and internationally.
• Fluency in English for business communications, written and spoken
• Basic computer skills (Microsoft Office and CRM platform)
  
  

DESIRED:

• Advanced degree in technical or marketing field
• Proven sales experience ideally in the inkjet industry
• Knowledge of printing industry, preferably inkjet
• Knowledge of manufacturing production and automation
• Product development and/or manufacturing experience
  
  

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.

• 25% travel occasionally on short notice, with greater travel amount needed periodically.
  
  

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.

• 25% travel occasionally on short notice, with greater travel amount needed periodically.
• Office environment
  
  

OTHER:

• Other duties as may be assigned.
• Each employee’s 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 session. Special 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.

Equal Opportunity Employer

FUJIFILM Dimatix is an E-Verify Employer

EO-employer-M/F/Vets/Disabled

EEO Information

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.

ADA Information

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 (fdmxbenefits@fujifilm.com).

Job Tags

Full time, Temporary work, Work at office, Immediate start, Flexible hours,

Similar Jobs