Business Development Manager, Inkjet Printer Solutions

SATO America is seeking a strategic, commercially driven Business Development Manager, Inkjet Printer Solutions to lead the expansion of our inkjet label business across North America. Operating at the intersection of technology partnerships and channel development, this role is responsible for building and executing SATO's go‑to‑market strategy for inkjet label solutions - leveraging strategic partnerships with leading printer manufacturers (including Epson and Canon) to drive SATO’s inkjet business including inkjet printers, inkjet media products, such as inkjet labels and tags, inkjet consumables, such as ink cartridges, and services. The ideal candidate brings deep inkjet industry knowledge, a proven record of building OEM or channel partnerships, and the strategic acumen to develop market entry plans and manage a rigorous sales outlook. This individual is a proactive, results-oriented business developer who can operate both strategically (defining the roadmap) and tactically, executing in the field to close new business. Duties & Responsibilities Strategy & Business Development Planning Develop and execute a comprehensive Inkjet Label business development strategy, including market segmentation, target vertical prioritization (food & beverage, healthcare/pharmaceutical, retail, logistics/warehousing), competitive positioning, and a 12-24 month go-to-market roadmap. Identify new market opportunities and assess addressable market size across target verticals; translate insights into actionable business development plans. Stay informed on industry trends, competitive landscape, and emerging technologies to continuously refine strategy and approach. New Business Development & Sales Execution Drive net‑new business development, focusing on acquiring new customers and expanding into untapped markets and verticals. Develop and execute targeted prospecting strategies, including cold outreach, networking, and industry engagement. Identify and qualify high‑potential opportunities, building a strong and sustainable new business pipeline. Lead the full sales cycle from initial outreach through closing, with a focus on shortening sales cycles and accelerating revenue. Act as a subject matter expert on inkjet label solutions, delivering consultative, solution-based selling. Conduct impactful presentations, product demonstrations, and value-based proposals tailored to customer needs. Build, manage, and expand strategic relationships with OEM printer manufacturer partners (e.g., Epson, Canon) to enable joint go-to-market programs, co-selling initiatives, and channel alignment that drive inkjet label media adoption. Identify and develop channel partnerships with label converters, distributors, and VARs to scale inkjet label solution deployment. Collaborate with OEM and channel partners on joint marketing activities, sales enablement, and market development programs. Existing Customer Expansion & Internal Sales Collaboration Partner with SATO's existing end‑user customers and distribution/partner network to identify inkjet label solution expansion and technology conversion opportunities within the installed base. Work in close alignment with SATO's sales teams to jointly pursue inkjet opportunities within existing accounts - sharing pipeline intelligence, coordinating customer outreach, and ensuring unified messaging and account coverage. Serve as the internal subject matter expert on inkjet label solutions for the SATO sales organization, providing deal support, training, and sales enablement tools that equip field teams to identify and qualify inkjet opportunities. Establish and grow strategic relationships with key decision-makers and influencers within both target new accounts and existing SATO accounts. Develop and manage a structured monthly and quarterly sales outlook, including pipeline stage analysis, deal progression tracking, revenue projections, and variance-to-target commentary. Prepare and deliver regular business development reports to Sales and Marketing leaders, VP of Sales & Marketing and other related internal stakeholders covering forecast vs. actuals, key wins/losses, market insights, partner performance, and recommended strategic adjustments. Maintain accurate pipeline visibility and CRM data integrity to support reliable forecasting and executive-level reporting. Cross-Functional Collaboration Collaborate with internal teams (sales, marketing, product, service) to align go-to-market strategies, support customer acquisition, and ensure seamless customer experience. Work with the marketing team to develop joint content, campaigns, and sales tools that support inkjet label business development across both new and existing accounts. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and/or Experience Bachelor's degree in Business, Marketing, Engineering, or related field (or equivalent experience). 5-10+ years of proven success in a Business Development or Sales role, with demonstrated revenue growth results. Demonstrated track record of consistently exceeding new business quotas and building pipelines from scratch. Strong experience with inkjet printing technologies and label media / consumables required. Experience in the label industry, digital label printing, or label converting strongly preferred. Demonstrated experience managing OEM, technology, or channel partner relationships in a co-selling or alliance model. Experience working in close collaboration with a direct sales organization; supporting field teams with joint account coverage, deal pursuit, and sales enablement. Proven ability to develop and manage sales forecasts, revenue outlooks, and executive-level business reviews. Highly organized and detail-oriented, with disciplined pipeline and territory management. Strategic planning capability: demonstrated experience developing market entry or go-to-market strategies. Experience selling into manufacturing, packaging, food & beverage, healthcare, retail, or logistics sectors preferred. Strong business acumen with the ability to position solutions that deliver measurable customer value. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee is frequently required to speak and communicate with others, sit and work on a computer for long periods at a time, would require a normal range of mobility necessary to move about and interface in a variety of areas. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. #J-18808-Ljbffr