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National Sales Manager

Department: FCPA - Sales
Location: Sunnyvale, CA

Are you outgoing, highly motivated, creative, intelligent, and detail-oriented? Do you want to make an impact by driving awareness, engagement, and demand for an innovative organization? If so, Fujitsu Computer Products of America (FCPA) wants to talk to you.

We are looking for a National Sales Manager who will manage the field sales team whose primary focus is driving sales opportunities through the DMR and VAR channels with a goal to achieve sales targets and grow market share.

As a National Sales Manager the responsibilities include, developing tactical plans and strategies to increase scanner & service sales and executing these measures with the sales team at the field level with our resellers and end user customers.  Build relations, manage and engage in strategic accounts resulting in additional sales of Fujitsu Imaging Products.  50% travel required.

ESSENTIAL DUTIES

  • Responsible for maintaining and increasing sales within each team membersí territories.

  • Work with Account Managers to develop and implement innovative, territory-based sales plans and activities.

  • Work collaboratively with Resellers to identify, prospect and nurture target accounts.  

  • Develop a strong relationship with the highest levels of management within strategic reseller and end user accounts.

  • Support the Sr. Director of Sales and upper management by assisting in reviewing and/or modifying existing strategies and tactics, establishing and maintaining good communication with all levels of the organization.

  • Contribute to the development of future marketing and sales programs by regularly reporting competitive pricing information, new product introductions, and promotional activities. Review partner marketing investments and ROI, and responsibility for the investment of marketing funds.

  • Oversee all Sales team discounts requests

  • Monitor daily sales team member activities

  • Work with Account Managers to identify prime up-sell or cross-sell opportunities within current customer base.

  • You must have knowledge and understanding around sell through data, competitive updates, channel trends and competitive strategies in order for Fujitsu to maintain and increase its competitive position in the channel.

  • Insures Account Mangers effectively plan and execute lead generation activities with Fujitsu, insuring maximum return on investment, consistency with Fujitsuís messaging by the field sales team.

  • Executes quarterly and ad-hoc business reviews with reseller partners, focusing on achievement of revenue, training, lead-generation and relationship objectives are met and planned.

  • You will engage in reseller and customer facing events, and be effective in conducting sales presentations that convey the correct product positioning and provide on-going product information and expertise to all members of the field sales team.

EXPERIENCE

  • Minimum 3-5 years sales management experience in a Computer Hardware industry, specifically managing fields sales team and channel accounts.

  • Demonstrated the ability to manage a field sales team to drive overall sales growth and market share.

  • Passionate for technology, must have working knowledge of how to service, sell, and support projects with team members.

  • Self-starter with the ability to mentor individual team members, provide regular reporting, handle a high volume of activities, and successfully function in a fast-paced environment.

  • Accustomed to business travels, excellent time management and a demonstrated ability to maintain accurate, detailed records.

  • Must possess excellent communication, presentation and interpersonal skills.  Also, must be energetic, persistent, committed to the sales team, product line and position.  Driven, competitive and success oriented.

  • Excel, Word, PPT and Outlook required

  • CRM familiarity, SalesForce, Microsoft Teams and Tableau desirable

EDUCATION

  • BA/BS degree in Marketing, Business Administration or other appropriate discipline.

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, genetics, disability, age or veteran status.

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