Manager, Major Account Sales, Corporate

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), 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 have introduced policies such as a hybrid office schedule, casual dress code, and flexible Fridays to allow focused meetings or early weekends year‑round.

Our commitment to employee growth and development is demonstrated through facilitated courses, certificate programs, and 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 within their assigned geographical territory. Responsibilities include prospecting for net‑new customers (hunting), retaining and expanding Brother business with current customers (cultivating), and providing value‑added solutions and superior customer service.

• Account Management
  • Collaborate with Channel Partners (Dealers, Resellers) to prioritize engagement with Top 100 end‑users in territory
  • Meet in‑person or virtually with customers to drive business
  • Conduct QBRs with customers (Quarterly Business Reviews)
  • Develop robust vertical & horizontal customer relationships to retain and expand Brother’s product and service portfolio
  • Represent Brother at market events, including 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 to formulate specific solution deliveries and increase Brother partnership value
• Sales Strategy Development
  • Develop annual & quarterly market and customer business plans/strategies for the territory, using KPI objectives and reporting measures that support sales quota achievement rates, and pivot actions as needed
  • 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 at least 60 days in advance
  • Review & analyze territory sales information by corporate sales verticals to identify customer sales trends and create sales improvement actions with specific timing
  • Provide timely and accurate product sales pipeline forecasts for all end customers within the assigned territory

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

• Minimum 7 years of combined experience in a Sales environment, managing accounts within a region and medium‑large end‑user accounts, preferably with specific knowledge of industry operations
• Minimum 2 years of experience working with stakeholders and selling product portfolios to Corporate/Enterprise/Retail verticals (Preferred)

• Extensive knowledge of the computer peripheral area (e.g. Printer/Fax/MFC products & solutions)
• Knowledge of Microsoft Office (Outlook, PowerPoint, Excel, Word)
• K…