Senior Manager, Major Account Sales, Public Sector (West Territory)

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 Senior Manager, Major Account Sales, Public Sector drives demand for all Brother Mobile Solutions products with an emphasis on large mobile printing projects across the Public Sector vertical in the assigned territory. This position works with primarily top-tier end-user customers, independent software vendors (ISV), as well as reseller and distribution channel partners through pro-active sales activities, co-sales activities with partner re-sellers, prospecting, and cold calling. The role develops a sales strategy/business plan to expand Brother Mobile Solutions sales within the assigned territory to achieve planned sales objectives. This position opens net new accounts and continues to increase business with current customers. This position works collaboratively with other internal groups in order to fulfill administrative and reporting requirements, solidify strategy, increase sales, and grow the business.

What You’ll Do

Sales Strategy & Account Management

• Drive demand at end-user customers for BMS products, targeting primarily top-tier accounts
• Gain specification position with targeted large end-users, ISV, distribution and reseller partners
• Create unique go-to-market strategies
• Develop and execute demand generation programs
• Build sales opportunity pipeline
• Provide sales, technical and administrative support for the region
• Lead efforts to develop and execute sales plans with existing and new channel partners and distribution partners to ensure sales team(s), both internal and external, support the plan objectives and meet organizational goals
  
  
  

New Business Development

• Lead discovery and development for new Public Sector markets, applications, and channels
• Actively seeks out new customers, applications, vertical markets, and channel partners for mobile printing
  
  
  

Administration & Reporting

• Effectively communicate to management with timely and accurate reporting, forecasts, and updates
• Track sales results as compared to budget, organize the relevant information, and report out to team members
• Proactively evaluate and analyze assigned segments for all classes of trade, providing insight and recommendations to the business
  
  
  

About Our Ideal Candidate

Education

• Bachelor's Degree (or equivalent experience) in Business, Marketing, Engineering or related field required.
• Master’s Degree MBA or similar preferred
  
  
  

Experience

Minimum 8 years a combination of relevant experience spanning the following areas:

• Experience as a “hunter” sales professional with demonstrated results in creating new and expanding existing opportunities.
• End user sales experience, specifically in selling technology-based solutions: hardware, services and integrated solutions.
  
  
  

Minimum 3 years’ experience with Major Accounts in the Public Sector Market

Software/Technical Skills

• Knowledge of MS Office Suite (Outlook, Word, Excel, PowerPoint)
• Knowledge of Salesforce or similar Customer Relationship Management (CRM) software
  
  
  

Other Skills, Knowledge, & Abilities

• Ability to penetrate and navigate large, complex Public Sector organizations to create sales opportunities, including understanding, internalizing, and working with their decision-making process to produce sales results
• Ability to “hunt” for new customers and opportunities
• Ability to identify market needs and propose and create solutions with strong value proposition to meet those needs
• Ability to proactively provide input on demand generation activities – trade shows, advertising direction, web presence, press releases, and digital marketing
• Ability to create and present strong sales and marketing strategy presentations with an in-depth understanding of sales and marketing principle
• Ability to collaborate effectively with internal and external stakeholders, exhibiting a customer-centric focus
• Knowledge of Automatic Identification and Data Capture (AIDC) market and experience selling into the Public Sector market
  
  
  

Additional Details For This Role

• The salary (or hiring) range for this position is $130,000 - $165,000 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.

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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.