Position OverviewJob DescriptionJob 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 / DeliverablesThe 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 & ResponsibilitiesAccount 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 RelationshipsThe 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)
