Manager, Major Account Sales, Corporate

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, Major Account Sales, Corporate develops holistic business and customer development strategies and executes towards achieving the annual quota plan, with Corporate, Enterprise and Retail, end-user customers, within their assigned geographical territory. The core responsibilities of this position include continuously prospecting for & adding net-new customers (hunting), as well as retaining & expanding Brother business with current customers (cultivating), by providing value-added solutions and superior customer service, which Brother is known for in the industry.

This role is field-based and may be located anywhere within the defined geographical territory. Expected travel is up to 75%, which includes in-person customer visits, industry events, trade shows, including some weekends and holidays (as needed).

What You’ll Do

Account Management:

• Collaborate with Channel Partners (Dealers, Resellers) to prioritize regular engagement with Top 100, end-users in territory.
• Meet in-person or virtual with customers, as required, to drive business
• Conduct QBRs with customers (Quarterly Business Reviews).
• Develop robust vertical & horizontal customer relationships for the purpose of retaining and expanding Brother’s portfolio of products and services.
• Represent Brother and participate in relevant market events, including but not limited to: customer trade shows, technology seminars, and industry association meetings.
• Communicate end customer needs, work flows and applications to Product Marketing, Engineering, Business Development and Sales Operations teams, with the purpose of formulating specific solution deliveries and increasing Brother partnership value.
  
  
  

Sales Strategy Development:

• Develop annual & quarterly market and customer business plans/strategies for the territory, utilizing specific KPI objectives and reporting measures that support sales quota achievement rates, as well as needed pivoting actions.
• Proactively identify customer service needs and pain points and align them with the right mix of Brother printing, scanning, and labeling solutions.
• Serve as the end-customer liaison with internal & external cross-functional sales teams (Distribution, Dealers, Resellers) within the territory, to present a “One Brother” sales approach.
  
  
  

Reporting & Administrative Requirements:

• Maintain weekly & monthly call reports with Salesforce.
• Manage & publish an updated calendar, projected out a minimum of 60 days in advance.
• Review & analyze territory sales information, by corporate sales verticals, to identify (up/down) customer sales trends, and create sales improvement actions to take with specific timing.
• Provide timely and accurate product sales pipeline forecasts for all end customers within the assigned territory.

About Our Ideal Candidate

Education

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

Experience

• Minimum 7 years of a combination experience in the following areas in a sales environment by managing accounts within a region and experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operations.
• Minimum 2 years’ experience in working with stakeholders and selling product portfolios to the Corporate/Enterprise/Retail vertical.
  
  
  

Software/Technical Skills

• Extensive knowledge of the "computer peripheral" area (e.g. Printer/Fax/MFC products & solutions)
• Knowledge of Customer Relationship Management (CRM) software (Salesforce preferred)
• 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 & presentation skills (verbal & written).
• Ability to diagnose customer issues & problem-solve for solutions.

Additional Details For This Role

• The salary (or hiring) range for this position is $90,000 - $110,000 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.