Sales Manager

Position Overview

ABOUT FUJIFILM

About the Global Business: Celebrating our 90th anniversary in 2024, Japan’s pioneering photographic film maker, FUJIFILM has leveraged its imaging and information technology to become a global presence known for innovation in healthcare, graphic arts, optical devices, highly functional materials, and other high technology products. We use leading-edge, proprietary technologies to provide top-quality products and services that contribute to the advancement of culture, science, technology and industry, as well as improved health and environmental protection in society. Anchored by an open, fair and clear corporate culture and with leading-edge, proprietary technologies, FUJIFILM is determined to remain a leading company by boldly taking up the challenge of developing new products and creating new value.

About FUJIFILM Locally: FUJIFILM Imaging Colorants, Inc. is part of FUJIFILM’s Ink Solutions Group comprised of four companies based in the UK and USA responding to the Group CEO and COO responsible for three of the businesses including FFIC Inc. FFIC Inc. has a manufacturing site in New Castle, DE where aqueous dyes, RxD, and inks are made to support the Inkjet digital printing market.

Company Overview

If you’re ready to “think ink,” FUJIFILM Imaging Colorants is the place for you! As part of Fujifilm’s global Ink Solutions Group, we develop state-of-the-art aqueous dyes, pigment dispersions, and innovative inks for digital printing applications like packaging, commercial printing, and displays. We’re driven by creativity and a dedication to quality, and we’re looking for passionate problem-solvers to join the team.

We believe in investing in our people, offering a collaborative culture and a flexible environment to help you thrive. If you’re ready to roll up your sleeves and help create solutions that make an impact, let’s make a splash together!

Our manufacturing facility is in New Castle, Delaware, a lively town with rich history, open parks, museums, and a vibrant community that offers recreation and culture at every turn.

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: https://www.fujifilm.com/us/en/about/region/careers

Job Description

Job Purpose:

The Sales Manager is responsible for managing and growing an assigned portfolio of customer accounts for Fujifilm Imaging Colorants’ Aqueous inks and dispersion products. The role is predominantly focused on account management: building long-term customer relationships, retaining existing business, delivering sales and profitability targets, and identifying opportunities to increase sales within established accounts. Targeted business development activities support this core responsibility by securing selected new customers and applications.

Working closely with commercial, technical and operations teams, the Sales Manager acts as the primary commercial contact for assigned accounts and coordinates internal support to meet customer needs. The role combines proactive account planning, regular customer engagement, sales forecasting and commercial negotiations with a focused approach to developing new business opportunities aligned with business priorities.

Key Result Areas / Deliverables

The job holder is responsible for retaining and profitably growing assigned customer accounts for the Aqueous inks and dispersion portfolio, with account management taking priority over targeted new business development.

Key deliverables for the role are outlined below:

• Deliver agreed sales revenue, volume and profitability targets for assigned accounts in line with annual budgets and business plans.
• Retain existing business through proactive relationship management, regular account reviews and timely resolution of customer issues.
• Develop and execute account plans to increase share of wallet and identify cross-selling opportunities within existing customers.
• Maintain accurate sales forecasts, account records and opportunity pipelines to support business planning.
• Manage pricing, quotations and commercial negotiations within agreed guidelines to protect margins and customer relationships.
• Monitor account performance, customer satisfaction and retention risks, taking timely action to address gaps.
• Coordinate technical and operational support to meet customer requirements and support reliable order fulfilment.
• Pursue selected new customer and application opportunities that complement existing-account priorities and deliver profitable growth.
• Represent the voice of the customer within the business, sharing customer feedback and market intelligence.

Key Roles & Responsibilities

Account Management & Customer Retention

• Own day-to-day commercial relationships with assigned accounts, acting as their primary sales contact.
• Develop and maintain account plans covering customer priorities, sales targets, growth opportunities and retention risks.
• Build strong relationships with purchasing, technical and commercial stakeholders to understand customer requirements and decision-making processes.
• Conduct regular customer visits and business reviews to assess performance, address concerns and agree actions.
• Proactively manage customer issues and competitive threats, coordinating internal support to protect existing business and customer satisfaction.

Account Growth & Targeted Business Development

• Identify opportunities to grow existing accounts through additional products, applications and increased customer share.
• Present relevant product benefits and commercial proposals tailored to customer applications and business needs.
• Work with technical teams to support customer trials, product qualification and conversion of account growth opportunities into sales.
• Undertake focused prospecting and lead qualification for selected new customers and applications, balancing these activities with existing-account commitments.
• Develop qualified new business opportunities through customer engagement, proposals and follow-up, ensuring a smooth transition into ongoing account management.

Sales Planning & Commercial Performance

• Prepare and execute sales plans for assigned accounts in line with agreed budgets and commercial priorities.
• Provide regular, accurate sales forecasts and customer demand updates to support budgeting, production and supply planning.
• Monitor account revenue, volumes and margins against targets, identifying variances and implementing corrective actions.
• Prepare quotations and negotiate pricing, contracts and commercial terms.
• Maintain up-to-date customer records, visit reports and opportunity pipelines, sharing relevant market and competitor intelligence.

Cross-Functional Collaboration

• Work closely with Commercial, R&D, Product Applications, Supply Chain, Operations and Manufacturing teams to meet customer requirements and deliver account
• Communicate customer requirements, demand changes and feedback to relevant teams to support timely, coordinated responses.
• Coordinate internal resources for customer trials, technical enquiries, supply issues and complaint resolution, keeping customers informed of progress.
• Represent assigned accounts internally and contribute customer insight to product and commercial planning without owning product strategy or lifecycle management.

Key Relationships

The main groups of critical stakeholders for in-role success are as follows:

• Commercial Team
• Research & Development
• Process technology team
• Operations, Manufacturing, Supply Chain and Logistics Teams
• Key decision-makers and stakeholders within Fujifilm Group companies
• Existing customers, prospective customers, channel partners and industry contacts

Person Specification

• Bachelor's degree in chemistry or related field preferred
• Experience in B2B sales or account management ideally within a technical sales environment, with responsibility for maintaining customer relationships and growing an established account portfolio.
• Experience within digital printing, dispersions, inks, industrial chemicals, packaging, or related manufacturing industries would be advantageous.
• Proven track record of retaining customer accounts, delivering sales targets and achieving profitable growth in a chemical or industrial market.
• Strong commercial acumen, including account planning, pricing, negotiation and the ability to assess profitable sales
• Excellent analytical, communication, and presentation skills with the ability to influence a broad stakeholder group.
• Ability to coordinate cross-functional teams and resolve customer issues without direct authority.
• Strong customer focus, relationship-building skills and the ability to match customer needs with appropriate product solutions.
• Proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
• Strong organisational and forecasting skills, with the ability to prioritise account management while progressing selected business development opportunities.
• Self-motivated, collaborative, and solution-oriented with strong problem-solving skills.
• Willingness to travel domestically and internationally as required (approximately 25% of the role)

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 ([email protected]).