Senior Manager, Regional Sales, Strategic Channel Partners

Company Overview

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 USA 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.
Role Overview

The Senior Manager, Regional Sales, Strategic Channel Partners drives overall growth of Strategic Partners in assigned territory. This position partners with the Director of Regional Sales, Strategic Channel Partners, and Channel Leadership to develop strategies, provide ongoing feedback, and make recommendations that are developed to not only achieve but exceed sales and budget goals, drive and maintain growth and gain critical market share.

Channel Management:

• • Develop and implement distinct strategic growth plans for Strategic Partners within the territory for each channel
  • Manage relationships with Principles, Owners, and Key Decision Makers
  • Assess, clarify, and validate Strategic Partner requirements at regular intervals to maintain high partner satisfaction
  • Provide constant and rapid feedback to senior management of changing trends in the industry and with competitors Analyze regional market trends Including:
    Managed Print Services (MPS Subscription Services, Solutions, A3, A4 and Service Programs)
  • Assist in the development of sales strategies by channel within each territory using sales data and analytics
  • Acquire new partners and customers with best-practice integrations and team selling
  • Attend Quality Business Reviews (QBRs) and strategic account planning sessions in conjunction with internal departments, Major Accounts, and Distribution

Coaching and Mentoring:

• • Develop a team that exemplifies the Brother Culture, demonstrating Accountability, Boldness, Excellence and Authenticity
  • Assess guide and manage direct reports to create value and foster relationships internally and externally
  • Maintain and expand territories by counseling direct reports, building rapport with existing strategic partners and identifying and driving new opportunities
  • Identify and provide sales tools, both in technology and areas of business acumen
  • Ensure company policies and divisional procedures are met

Program Development:

• • Grow sales by identifying stretch goals per dealer/reseller, measuring profit and outcome
  • Understand the needs of the customer, linking them to Brother's capabilities/advantages
  • Implement and support Volume Rebate, Market Development Funds (MDF), Dealer Events, Rolling Thunders, National Meetings and Incentive programs as a method for building the region's business
  • Create new programs as applicable to maximize sales opportunities and brand awareness

Forecasting/Supply Chain Management:

• Work closely with direct reports, Major Accounts, and Strategic Partners to maintain accurate product forecast

Education :

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

Experience:

• Minimum 8 years a combination of relevant experience spanning the following areas:
  • Experience with in sales management, specifically the Small-Medium Business / B2B Dealer Channel
  • Experience managing and leading a team of sales professionals

• Minimum 8 years:
  • Sales experience within a Copier Manufacturer, Reseller, Distribution Partner, System Integrator, or VARs
  • Experience with Solution Sales and knowledge of Print Management, 3rd Party Solutions, Managed Print Services (MPS) environment and Document Management Solutions- Preferred

Software/Technical

Skills:

• • Knowledge of Customer Relationship Management (CRM) Software (Salesforce preferred)
  • Knowledge of SAP S4
    
    HANA

Other Skills/Knowledge/Abilities:

• • Demonstrated ability to exceed sales targets within a direct selling organization and/or indirect operation
  • Ability to quickly assess and define a customer's…