Senior Manager, Major Account Sales, Corporate

JOB DESCRIPTION

The Company at a Glance

Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. With a legacy spanning over 115 years, our brand is renowned for producing award-winning printers, sewing machines, P-touch labelers, and more.

Brother International Corporation (BIC) was established in 1954, marking over 70 years of operations in the United States. Our Americas headquarters is located in Bridgewater, New Jersey. BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), which was founded in 1908 in Nagoya, Japan, and operates in more than 30 countries worldwide. Brother’s Americas presence includes subsidiaries in Canada, Mexico, Brazil, Argentina, Chile, and Peru.

Why Work at Brother?

Brother has consistently been recognized as a best place to work, reflecting our commitment to fostering a workplace culture aligned with our core values of being inclusive, collaborative, customer centric, and socially responsible. We value work-life balance and flexibility, and as a result have introduced policies such as our hybrid office schedule, casual dress code, and flexible Fridays, which allow us to wrap up meetings for dedicated focus time or to start our weekends sooner, year-round. Our commitment to employee growth and development is demonstrated through our offering of facilitated courses and certificate programs and our investment in resources that enable self-paced learning.

The Senior Manager, Major Account Sales develops a sales strategy/business plan to expand Brother sales within the assigned territory and achieve sales quota with a designated territory of end-user accounts in the U.S. This role opens net new accounts and continue to increase business with current customers through an executable sales strategy. Additionally, this role manages current accounts and engages with customers to drive relationships and add critical net new sales. In addition, this role manages direct reports, including but not limited to Inside Reps and possibly other MAMs.

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WHAT YOU’LL DO
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Account Management

• Identify top current end-users in the territory; engage regularly with these customers to drive solid relationships, continue current customer sales, and add critical new net sales
• Participate in relevant market events, including but not limited to trade shows, technology seminars, and association meetings
• Communicate with marketing, engineering, and business development teams to discuss vertical solutions and provide feedback on customer needs, workflows, and applications
• Coordinate team selling activities to ensure utilization of all available resources in prospecting/account management activities

Sales Strategy Development

• Develop an ongoing sales & market business plan/strategy for the territory with objectives and measures to meet sales goals
• Identify key applications and solutions market for our printing, scanning, and labeling products in the territory
• Identify and capitalize on strategic partnerships, both internally and externally, communicating frequently so as to penetrate specific end-user customers through a variety of ways, including but not limited to training, inside sales strategy, new solutions, webinars, promotions, and key sales calls
• Execute strategic sales plan & review findings with management chain weekly

Reporting & Administrative Requirements

• Provide a monthly report on his team outlining events of the month and keep all details updated in CRM system weekly
• Manage and keep an updated calendar at least 90 days in advance as well as managing his team’s calendars
• Review all vertical sales information from the (SAP Cloud Tool) detailing specific sales opportunities and all relevant activity
• Analyze and strategize on report findings with management chain, continually monitoring and adjusting sales strategy as needed

Team Management

• Lead and guide direct reports
• Ensure targets are being met

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ABOUT OUR IDEAL CANDIDATE
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Education

• Bachelor’s Degree or equivalent experience in Business, Marketing, IT or related field

Experience

• Minimum 8 years Experience in a Sales environment, managing accounts within a region
• Minimum 8 years Experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operations

Software/Technical Skills

• Extensive knowledge of “computer peripheral” area (e.g. Printer/Fax/MFC products & solutions)- Required
• Knowledge of SAP Software (CRM)- Required
• Knowledge of office automation products (e.g. Digital copiers, network applications) -preferred

Other Skills, Knowledge, & Abilities

• Demonstrated ability to collaborate effectively with internal/external teams, and maintain positive client relationships
• Excellent communication and presentation skills (verbal and written)
• Ability to diagnose customer issues and problem-solve for solutions

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ADDITIONAL DETAILS FOR THIS ROLE
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#LI-Remote

• The salary (or hiring) range for this position is $115,000 - $130,000 per year.
• Starting salary to be determined by the education, experience, knowledge, skills and abilities of the applicant, internal equity, location, and alignment with market data.
• This position is eligible to participate in the relevant Brother variable pay incentive plan(s). Applicable bonus awards are discretionary and contingent upon 1) achievement of your individual objectives and 2) Brother achieving its corporate and business-level objectives.
• Benefits include, but are not limited to, healthcare and wellness coverage, life and disability insurance, 401K, tuition reimbursement, and Paid Time Off. Details are available at .

Benefits

We offer a comprehensive benefits package with diverse plan options to meet your family’s needs, including health, vision, and dental insurance—all effective from day one of employment. Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of employee contributions, with employer matches vesting immediately. Additionally, we offer an educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs. To learn more, visit our benefits page:

Our Mission, Vision, & Culture

Our mission is to live our “at your side” promise to simplify and enrich the lives of our customers, employees, and communities. We aim to be where people and technology meet, providing products and solutions that enhance how people live, work, and create. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed. To learn more about our culture drivers and company culture, visit:

About Where We Work

Brother’s corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including HR, legal, finance, IT, and supply chain, and a significant presence of our business unit leadership and marketing teams. Our manufacturing and distribution facility in Bartlett, TN spans an impressive 1.5 million square feet - equivalent to 26 football fields - and is located on Brother Boulevard. In addition to the distribution center operations team, this facility hosts several other departments, including our customer service group. Brother also has employees based in other locations, such as Westminster, CO, where many of our marketing and product engineering team members from the mobile solutions division operate, as well as our distribution centers in Richmond, VA and Perris, CA. Additionally, our outside sales teams work remotely within their territories, staying geographically close to the accounts they support to ensure they are always “at your side” for our customers.

Links to Learn More

To hear more about our business and culture, visit these helpful links:

• Brother’s Product Categories:
  

• Diversity, Equity, and Inclusion (DEI) and Employee Resource Groups (ERGs):
  

• Corporate Social Responsibility:
  

• Work-Life and Flexibility:
  

• Growth and Development:
  

• Follow us on LinkedIn: