Regional Ink Jet Sales Manager - UK

£77,000 | London | Permanent
Posted 2 months ago

Regional Inkjet Sales Manager UK

In the Industrial printing market the movement of analogue to digital is coming and the demand for wide format digital printing is growing.

My client plans to enter the Industrial Inkjet market with a flat bed printer system that takes advantage of my clients strength as a printer head and printer system manufacturer with expertise in imaging process technology.

It is a scan type UV flatbed printer for various applications, in particular for rigid materials used by the interior and exterior decoration as well as building material suppliers.

Industrial inkjet is a growing business line and is an important area for future growth. In this business plan we will be selling mid range to high end flatbed inkjet printers into local markets for applications including specialising in the decoration market category, in particular for rigid materials including building/finishing materials (flooring, wall finishing, fittings, partitions, glass, ceilings) decorative interior finishing and furniture/household appliance (doors, cabinets).

This requires experienced sales personnel to drive direct and indirect channel sales in a market where we are a new entrant. Specific knowledge of this segment is desirable, but sign & display skills sets will also be considered.

The Regional Inkjet Sales Manager is responsible for sales business in the industrial inkjet business segment, covering all designated markets including décor.

This includes my clients potential in its end user key target market segments including corporate, commercial print, sign and display including screen printing.

This role is responsible for achieving the annual commercial market targets within the designated territories in country clusters in EMEA.

This includes building regional local channel strategy, develop optimal channel mix and implementing in territory.


Key Responsibilities

• Engage and qualify potential distribution channel partners for industrial inkjet printers for décor production inkjet printers including flatbed and future roll-to-roll systems.
• Develop go-to-market strategy including direct and indirect channel partners.
• Conduct regular reviews on the sales pipeline to ensure an accurate results forecast.
• Deliver agreed sales unit and revenue targets.
• Coach the sales and presales teams in industrial inkjet, contributing to achievement of targets & objectives and review cycles.
• Challenge sales teams on pursuing the right opportunities (qualification) and ensure there is a clear winning strategy in place.
• Coordinate any international account planning, bids and tenders. Work with other groups where appropriate to design and cost appropriate inkjet bids and tenders. Manage accounts to highest professional level.
• Actively engage in the marketplace by building senior-level contacts to both existing and new accounts, understanding market needs and trends and ensuring customer satisfaction.
• Align with EMEA operating company Production Printing and Sales Management on account management and planning.
• Build strong network across EMEA operating company general, production printing, sales and account management.
• Work effectively with colleagues, internal divisions, suppliers and partners to drive and support business objectives.
• Build and support industrial inkjet focus group networks.
• Manage a strong pipeline of potential new clients.
• Close and win new contracts to achieve and exceed sales targets.
• Proactively identify potential new business opportunities in the account portfolio.
• Prepare and present high quality client proposals in order to develop new business in line with the company sales strategy.




The industrial inkjet unit, revenue and margin represent a growing element of my clients total revenue, including product printer hardware and annuity including inks.

• FY17 Ricoh Europe EMEA Inkjet Flatbed sales ~ units
• FY17 Ricoh Europe EMEA Inkjet LOB hardware revenue ~ €M
• FY17 Ricoh Europe EMEA Inkjet LOB ink sales revenue ~ €0M

Regional Inkjet Sales Manager to achieve an individual unit, revenue and margin target.

New channel partner network identification, engagement and management.


Key Challenges
• Leading and managing business across industrial and production printing.
• Leading and championing inkjet printer business and mindshare (alongside increased focus in cut sheet and continuous form inkjet in Commercial Print and Corporate markets).
• Secure increased representation of inkjet printer portfolio and services across multiple sales channels.
• The need to create brand awareness in the industrial inkjet flatbed market.

Knowledge, Education, Skills and Experience


• Knowledge of décor/industrial environment, migration from sign & graphics, workflow and printing environments.
• Channel manage

For more information about this role, please contact:

Jo Dodd

jo.dodd@itqsalespeople.com
01442 285 021

See Jo Dodd's jobs
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