Overview
The Americas Distribution Channel Manager, is responsible to manage FUJIFILM Irvine Scientific distributors within individual countries within their assigned region and select strategic countries outside of assigned region. This scope includes sales management, delivering regional marketing programs and facilitating technical support . The Manager will ensure fulfillment of geographic and divisional objectives such as: sales quota, product positioning, expanding the company customer base and increasing end-user satisfaction.
FUJIFILM Irvine Scientific, Inc. (FISI) is a worldwide leader in the innovation and manufacture of cell culture media, reagents, and medical devices for researchers and clinicians. The company provides unrivaled service and quality to scientists working in biopharmaceuticals, cell therapy, regenerative medicine, assisted reproductive technology and cytogenetics, and industrial cell culture for the large-scale production of biotherapeutics and vaccines. FISI adheres to ISO and FDA regulations and operates dual cGMP manufacturing facilities in California, USA, and Tokyo, Japan. The company’s consultative philosophy and expertise in cell culture and compliance provide customers with unique capabilities and support. For over 50 years, FISI has remained uniquely flexible and focused on media while becoming a strategic global leader in media products and services. FUJIFILM Irvine Scientific, Inc. is a subsidiary of FUJIFILM Holdings America Corporation, reporting to FUJIFILM Holdings Corporation.
External US
Responsibilities:
- Manages all product lines (ART and Cytogenetics) to achieve sales plans for the distributor in the specific region. The sales plans will vary country to country and the total allocation of quota is a sum of all countries.
- Works outside of assigned region leading distribution management within select strategic regions globally.
- Developing, implementing, and managing strategies and tactics for the achievement of annual revenue
- Works closely with FUJIFILM Irvine Scientific sales management and marketing to implement business plans, present marketing programs and sales tools required to meet the country quota through the distribution channel.
- Develops, implements, and manages sales goals, strategies and tactical plans to achieve annual sales budget.
- Defines resources required to achieve sales and margin growth, increase market share in all territories and promote customer satisfaction.
- Engagement and alignment of FUJIFILM Irvine Scientific cross-functional teams towards growth of strategic products within channel partners including Marketing, Regulatory, legal, Compliance and others.
- Works closely with each Distributor to evaluate needs in the local market and report it back to the appropriate business / marketing / product managers for action
- Works closely with FUJIFILM Irvine Scientific marketing to implement plans, develop marketing tools and programs, including KOL’s, required to meet/exceed sales goals for the distributor and
- Support Marketing in developing strategies and positioning tools needed for success with distributors.
- Ensuring compliance worldwide, and assisting FUJIFILM Irvine Scientific Regulatory to achieve product registration, along with other regulatory support for the distribution
- Ensuring all distributor contracts are up to date and that legal review process is
- Provides Sales and Marketing management with insight and feedback gained through distributor and customer interaction to maximize efforts and efficiencies, productivity impact, and decision- making.
- Travels frequently (50 – 70%) to distributor for business review, training, and customer visits to assure adequate emphasis is directed toward IS product lines
- Identify, select and negotiate for appropriate distribution channels in each country.
- Creates and maintains a favorable image for the company with distributors and customers in the marketplace as a whole.
- Developing comprehensive understanding of key competitors and expanding strategies to build competitive barriers.
- Contributes towards the global FUJIFILM Irvine Scientific growth strategy
- Achieves assigned sales quota in designated
- Meets assigned expectations for pricing through pricing analysis, implementation and management.
- Achieves strategic objectives defined by company management.
- Utilize CRM system to integrate strong sales metrics, engage technical support as needed, monitor appropriate activity, and flow through to accurate forecasting activity.
- Manages expanse budget within defined plan(s).
Required Skills/Education:
- Minimum of BA/ BS in Life Science Related Field or Business Degree, advanced degree preferred
- 5+ years’ experience in field sales or field application work, with direct distribution support experience preferred
- Experience in the IVF or ART markets preferred.
- Deep understanding of the local business environment and requirements.
- Proven track record of success in reaching sales goals in multiple environments Proven track record of success in reaching sales goals in multiple environments
- Strong Business Acumen
- Experience with proven ability to successfully negotiate contracts and manage distributors
- Self starter with ability to prioritize business critical activities
- Ability to establish goals and plan required to meet sales objectives
- Excellent technical knowledge and aptitude
- Excellent communication skills and presentation ability
- Knowledge of general business administration practices
- Basic computer skills, including Word and Excel
Salary and Benefits: (Include for roles that are located in CA, CO, IL, NJ, NY, WA or remote)
- For California, the base salary range for this position is $103,500 - $145,000. Compensation for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience, location, etc.).
- Medical, Dental, Vision
- Life Insurance
- 401k
- Paid Time Off
EEO/AGENCY NOTES
Fujifilm is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation, and any other status protected by federal, state, or local law.
To all agencies: Please, no phone calls or emails to any employee of Fujifilm about this requisition. All resumes submitted by search firms/employment agencies to any employee at Fujifilm via-email, the internet or in any form and/or method will be deemed the sole property of Fujifilm, unless such search firms/employment agencies were engaged by Fujifilm for this requisition and a valid agreement with Fujifilm is in place. In the event a candidate who was submitted outside of the Fujifilm agency engagement process is hired, no fee or payment of any kind will be paid.
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