Manager, Major Account Sales, Corporate

Manager, Major Account Sales, Corporate at Brother USA

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.

Brother 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.

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 and adding net‑new customers (hunting), as well as retaining and 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).

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, workflows 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…