Sales Development Manager

at  EFI

FIERY IS THE LEADING PROVIDER OF DIGITAL FRONT ENDS (DFES) AND WORKFLOW SOLUTIONS FOR THE GROWING INDUSTRIAL AND GRAPHIC ARTS PRINT INDUSTRIES. WITH A CUSTOMER BASE THAT INCLUDES OVER 2 MILLION DFES SOLD GLOBALLY, WE OFFER INNOVATIVE SOFTWARE AND CLOUD-BASED TECHNOLOGIES THAT DELIVER FAST PERFORMANCE, STUNNING COLOR, AND EXCEPTIONAL PRINT QUALITY ACROSS A BROAD RANGE OF PRODUCTION PRINTING DEVICES. OUR FIERY DFES ARE INSTALLED IN A DIVERSE RANGE OF INDUSTRY SEGMENTS, INCLUDING COMMERCIAL PRINT, PACKAGING, SIGN AND DISPLAY GRAPHICS, CERAMICS, BUILDING MATERIALS, TEXTILES AND OTHER SPECIALTY APPLICATIONS. WITH OVER 30 YEARS OF EXCELLENT SUPPORT AND SERVICE, WE HAVE BUILT AN UNMATCHED COMMUNITY OF CUSTOMERS, DEALERS AND PARTNERS.

Fiery LLC is seeking an Australian-based experienced and aggressive Sales Development Manager (SDM). The SDM will ensure strategic sales growth in Australia & New Zealand and increase Fiery market share by developing and establishing strong relationships with OEM partners, dealers and key end users.
The SDM will engage the organization to manage client relationships and close OEM partners and key account opportunities, creating a shared focus of the client’s need to grow market share, revenue and profit. The SDM will directly report to the APAC Sales Director based in China.

Main duties and responsibilities

• Achieve annual revenue target.
• Build and maintain strong relationships across multiple levels within partners and dealers, including sales, marketing, support and operations teams.
• Identify, track and actively close end customer sales opportunities with Partners/Dealers.
• Develop and implement effective sales plans & marketing activities to promote Fiery and improve market share.
• Work closely with the Fiery management team to align sales strategies with overall company objectives.
• Work closely with internal technical & support teams to ensure customers satisfaction.
• Identify and build strong relationships with key influential customers in the market.
• Identify competitor’s market share, strengths and weaknesses, and develop a plan to counter.
• Manage the sales pipeline of leads, using salesforce to manage and track opportunities.
• Provide rolling forecasts for the business projecting business growth.
• Analyze market trends, competitor activities, and customer needs to identify business opportunities. Create plans and implement go-to-market strategies to achieve goals.
• Review customer feedback and work closely with Fiery product teams to drive Fiery product improvements.

KNOWLEDGE / SKILLS / ABILITIES :

• 10+ years of channel sales and printing industry experience
• Strong communication and sales skills
• Excellent presentation and demo skills
• Self-discipline with good planning and organizational capabilities
• Self-motivated with ability to successfully work under pressure
• Good understanding of Salesforce automation
• Good understanding of marketing and sales programs
• Independent thinker that creates plans and executes them successfully
• Track record of negotiating and executing agreements
• Deep knowledge of the commercial digital print industry; both hardware and software.
• Proven track record of success and growing their sales territory
• Bachelor’s degree required

• Achieve annual revenue target.
• Build and maintain strong relationships across multiple levels within partners and dealers, including sales, marketing, support and operations teams.
• Identify, track and actively close end customer sales opportunities with Partners/Dealers.
• Develop and implement effective sales plans & marketing activities to promote Fiery and improve market share.
• Work closely with the Fiery management team to align sales strategies with overall company objectives.
• Work closely with internal technical & support teams to ensure customers satisfaction.
• Identify and build strong relationships with key influential customers in the market.
• Identify competitor’s market share, strengths and weaknesses, and develop a plan to counter.
• Manage the sales pipeline of leads, using salesforce to manage and track opportunities.
• Provide rolling forecasts for the business projecting business growth.
• Analyze market trends, competitor activities, and customer needs to identify business opportunities. Create plans and implement go-to-market strategies to achieve goals.
• Review customer feedback and work closely with Fiery product teams to drive Fiery product improvements