Key Account Sales Manager (Business Contract Channel)

Let's Grow Together

Our mission is to live our “at your side” promise and simplify and enrich the lives of our customers, employees, and communities. "At your side" is more than a slogan to us; it’s the purpose we do our best to fulfill every day. With a legacy spanning over a century, this is a great place to launch or expand any career and push the boundaries of what comes next. We're committed to achieving shared success, and we provide opportunities for you to develop through experience, exposure and education. Our people have always leveraged their unique perspectives to keep us on the right track for a lasting future. If you want to innovate, learn, and grow with a global leader that builds products, services, and a company people love, then we’ll be “at your side” every step of the way.

The Manager, Key Account Sales, Business Contract proactively supports the development of sales strategies & business plans, with the goal of expanding Brother sales to a predefined group of customers within the Business Contract Channel. This role acts as the field and virtual Brother representative for Staples, Office Depot (OD), Amazon, and WB Mason, working closely with account Sales Representatives and senior management to drive sales & increase revenue. This position creates & executes on various promotional/incentive programs to increase sales effectiveness. In addition, this role collaborates closely with internal & external stakeholders, providing feedback to improve programs, and providing guidance to sales support team members. This role requires monthly scheduled days in the NJ office, as determined by management.

This role is expected to be on-site with accounts regularly, and may require up to 65% travel.

What You’ll Do

Account Management & Account Mapping

• Develop and manage strong relationships with Staples and OD Account Managers within the defined territory.
• Maintain a very high level of customer service and account management while keeping the best interests of the company in terms of sales and profitability satisfied.
• Leverage relationships to create a strong pipeline of leads for the Major Accounts Sales Team.
• Identify opportunities for sales growth, lead and execute upon those growth plans.
• Provide feedback to sales and marketing management for strategic decisions.
• Develop sales strategies & manage business plans.
  
  
  

Promotional/Incentive Planning & Implementation

• Create, execute, and manage on established incentive programs.
• Develop new programs that align with overall sales objectives and help reach departmental goals.
• Stay current with market trends in a rapidly changing environment.
• Generate new ideas and programs to engage activity.
  
  
  

Administration & Reporting

• Perform a wide variety of administrative/reporting functions, including but not limited to: updating Salesforce, maintaining a proactive calendar, analyzing sales results, reviewing competitive information, planning product transitions, & reviewing internal initiatives.
  
  
  

Program & Marketing Meetings

• Provide feedback to internal & external stakeholders regarding the effectiveness & implementation of marketing initiatives & programs.
• Assist with back-end accounting/forecasting functions.
  
  
  

Special Pricing/VPP Request Management

• Actively manage the special pricing procedures at accounts for large opportunities & Valued Print Program (VPP) Opportunities.
• Coordinate with key account stakeholders to increase our overall contract sales business.

About Our Ideal Candidate

Education

• Bachelor's Degree (or equivalent experience) in Business, Marketing, or related field
  
  
  

Experience

• Minimum 7 years’ experience managing sales reps & accounts including driving sales objectives for a wide product portfolio; identifying opportunity for sales growth and working with sales reps in the field to develop business.
• Minimum 3 years’ experience in managing sales accounts in a B2B environment and calling on customers in the field and having face-to-face meetings.
  
  
  

Software/Technical Skills

• Extensive understanding of “computer peripheral” area (e.g. Printer/Fax/MFC products & solutions)
• Knowledge of Customer Relationship Management Software (Salesforce preferred)
  
  
  

Other Skills, Knowledge, & Abilities

• Demonstrated ability to maintain positive client relationships.
• Demonstrated ability to increase sales and close on accounts.
• Excellent communication & presentation skills (verbal & written).
• Ability to diagnose customer issues & problem-solve for solutions.
• Ability to effectively collaborate with internal and external teams.

Additional Details For This Role

• The salary (or hiring) range for this position is $70,000 - $95,000 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 https://mybenefits.nfp.com/Brother/2024/guidebook/

What We Offer Our Employees

At Brother USA, we believe in investing in our employees and providing them with an environment that fosters growth, creativity, and a healthy work-life balance. Here are some of the benefits of working with us:

• Competitive Compensation: We offer a competitive salary and bonus program to reward your hard work and dedication
• Comprehensive Benefits: Our benefits package includes health, dental, and vision insurance, as well as a 401(k) plan with company match
• Professional Development: We're committed to helping you grow in your career with opportunities for training and development
• Work-Life Balance: We support your well-being with flexible work arrangements and a focus on work-life balance
• Employee Engagement: Join a team that values your contributions and celebrates success together
  
  
  

Learn more about our benefits: https://careers.brother-usa.com/benefits

Learn more about life at Brother: https://careers.brother-usa.com/lifeatbrother

Brother International Corporation has earned its reputation as a premier provider of home office and business products, home appliances for the sewing and crafting enthusiast as well as industrial solutions that revolutionize the way we live and work. Brother International Corporation is a wholly-owned subsidiary of Brother Industries Ltd. With worldwide sales exceeding $6 billion, this global manufacturer was started more than 100 years ago. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters, Brother has facilities in California, Illinois and Tennessee, as well as subsidiaries in Canada, Brazil, Chile, Argentina, Peru and Mexico. For more information, visit [2]www.brother.com.

Brother International Corporation ("Brother") is an equal opportunity employer and does not discriminate or make employment decisions on the basis of race, color, religion, sex, disability, or any other characteristic protected by applicable state or federal laws. If you require any physical or other assistance in completing this application or any other aspect of the application or interview process, a reasonable accommodation will be made upon request.