Senior Manager, Major Account Sales, Corporate

Overview

The Senior Manager, Major Account Sales develops a sales strategy/business plan to expand Brother sales within the assigned territory and achieve the sales quota with a designated territory of end-user accounts in the U.S. This role opens net new accounts and continues to increase business with current customers through an executable sales strategy. Additionally, this role manages current accounts and engages with customers to drive relationships and add critical net new sales.

The role also manages direct reports, including but not limited to Inside Reps and possibly other MAMs.

• Identify top current end-users in the territory; engage regularly with these customers to drive strong relationships, sustain current customer sales, and add critical new net sales
• Participate in relevant market events, including trade shows, technology seminars, and association meetings
• Communicate with marketing, engineering, and business development teams to discuss vertical solutions and provide feedback on customer needs, workflows, and applications
• Coordinate team selling activities to ensure utilization of all available resources in prospecting/account management activities

• Develop an ongoing sales & market business plan/strategy for the territory with objectives and measures to meet sales goals
• Identify key applications and solutions market for our printing, scanning, and labeling products in the territory
• Identify and capitalize on strategic partnerships, internally and externally, communicating frequently to penetrate specific end-user customers through training, inside sales strategy, new solutions, webinars, promotions, and key sales calls
• Execute strategic sales plan & review findings with management weekly

• Provide a monthly report on the team outlining events of the month and keep all details updated in the CRM system weekly
• Manage and keep an updated calendar at least 90 days in advance as well as managing the team’s calendars
• Review vertical sales information from the SAP Cloud Tool detailing specific sales opportunities and all relevant activity
• Analyze and strategize on report findings with management, continually monitoring and adjusting sales strategy as needed

• Lead and guide direct reports
• Ensure targets are being met

• Bachelor’s Degree or equivalent experience in Business, Marketing, IT or related field
• Minimum 8 years experience in a Sales environment, managing accounts within a region
• Minimum 8 years experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operations
• Extensive knowledge of the computer peripheral area (e.g., Printer/Fax/MFC products & solutions) – Required
• Knowledge of SAP Software (CRM) – Required
• Knowledge of office automation products (e.g., Digital copiers, network applications) – preferred
• Demonstrated ability to collaborate effectively with internal/external teams, and maintain positive client relationships
• Excellent communication and presentation skills (verbal and written)
• Ability to diagnose customer issues and problem-solve for solutions

• The salary (or hiring) range for this position is $115,000 - $130,000 per year.
• Starting salary to be determined by 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 individual objectives and
  2) Brother achieving 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 .

We offer a comprehensive benefits package with diverse plan options to meet your family’s needs, including health, vision, and dental insurance—all effective from day one of employment. Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of…