Manager, Major Account Sales, Business-to-Business

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 Manager, Major Account Sales, Business-to-Business (B2B) manages and executes the overall go to market strategy for our new Major Account Sales for the Home Appliance Division (HAD) business for Brother PR products. This position builds, nurtures, and cultivates relationships and opportunities with high-touch end user accounts in the United States. This position works collaboratively across the sales and marketing teams to expand the target customer base and develop programs and strategies to drive sales.

Additionally, this position works closely with channel partners to ensure successful fulfillment, implementation and follow-on customer support.

Duties & Responsibilities

Manage and Execute B2B strategy

• • Manage and execute the overall B2B go to market strategy
  • Manage the new HAD B2B business for Brother PR products by building, nurturing, and cultivating relationships and opportunities with high-touch end user accounts in the United States
  • Work collaboratively across the organization to develop and execute programs and strategies that drive sales
  • Manage all sales-related activities of Brother PR series products within the United States for the HAD Commercial Industrial Vertical (CIV) market
  • Manage and execute joint sales plans with multiple independent dealers and channel partners
  • Lead the development of target account list
  • Prospect and directly engage with end-user customers to identify short-term and long-term opportunities, developing a pipeline leading to sales closure and revenue results
  • Generate sales leads by cold calling, attending trade shows, networking, hosting virtual or in-person events, and collaborating with other Brother employees
  • Monitor sales activity and adjust as needed to re-focus selling strategy and obtain sales quota
  • Achieve monthly, quarterly, and annual sales objectives as defined by HAD leadership
  • Exhibit accountability, authenticity, boldness, and chase excellence

Reporting & Planning

• • Fully utilize CRM and planning tools
  • Produce accurate monthly reporting
  • Continuously monitor, analyze, and report competitor’s products, programs, and pricing
  • Establish regular touch base meetings with key stakeholders within Brother

Experience & Qualifications

Education

• • Bachelor's Degree (or equivalent experience) Marketing, Communications, or related field preferred Experience

Minimum 7 years

• • Experience in “hunter” sales role with demonstrated results in creating new opportunities and expanding existing opportunities in large corporation;
    Experience working with and selling through channel partners

Minimum 3 years

• • End-user sales experience;
    Experience using a CRM system for tracking/updating leads and account information

Software/Technical Skills

• • Knowledge of Microsoft Office (Word, Excel, PowerPoint, & Outlook)
  • Knowledge of CRM systems (Salesforce preferred)

Other Skills/Knowledge/Abilities

• • Ability to manage multiple projects and deadlines
  • Strong communication skills (verbal & written)
  • Strong influence and negotiation skills
  • Ability to build trusted relationships with internal / external stakeholders
  • Ability to maintain a positive outlook & proactive attitude
  • Ability to adapt

Additional Details for This Role

This role is a remote field-based role. A fixed office schedule is not an expectation of the position. #LI-Remote

Travel is expected throughout the territory up to 75 % of the time, or an average of 9-12 trips per quarter, dependent on business need.

Base Salary

• • The targeted base salary range for this position is $ 85k- $ 105k per year.
  • Base salary is determined by the education,…