Manager, Key Account Sales, Strategic Channel Partners (Gold Reseller)

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. Brothers Americas presence includes subsidiaries in Canada, Mexico, Brazil, Argentina, Chile, and Peru.

Why Work at Brother?

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.

Role Overview

The


Manager, Key Account Sales, Strategic Channel Partners (Gold Reseller)


proactively supports the development of sales strategies and business plans, with the goal of expanding Brother sales to a predefined group of customers within the Strategic Channel Partner Gold Reseller space. This role serves as the primary Brother representative that will work closely with account sales representatives and senior management to drive sales and increase revenue, primarily virtually, and in-person as needed.

This role creates and executes on various promotional/incentive programs to increase sales effectiveness. In addition, this role collaborates closely with internal and external stakeholders, providing feedback to improve programs, and providing guidance to sales support team members. Additionally, this role manages their partners business and carries a sales quota. This role operates in a field-remote capacity, including approximately 35%65% virtual customer engagement and up to 25% travel, depending on assigned accounts and business needs.

Duties & Responsibilities

Account Management & Account Mapping

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    Develop and manage strong relationships with Gold Reseller accounts within the defined territory
    
    
  
  
  
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    Maintain a very high level of customer service and account management while keeping the best interests of the company in terms of sales and profitability satisfied
    
    
  
  
  
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    Leverage relationships to create a strong pipeline of Leads for the Major Accounts space
    
    
  
  
  
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    Identify opportunities for sales growth, supervise, and execute upon those plans
    
    
  
  
  
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    Provide feedback to sales and marketing management for strategic decisions
    
    
  
  
  
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    Develop sales strategies and manage business plans for continued growth within the market
    
    
  
  
  
  
  

Promotional/Incentive Planning & Implementation

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    Create, execute, and manage established reseller programs
    
    
  
  
  
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    Develop new programs that align with overall sales objectives and help reach departmental goals
    
    
  
  
  
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    Stay current with market trends in a rapidly changing environment
    
    
  
  
  
  
  

Administration & Reporting

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    Perform a wide variety of administrative/reporting functions, including but not limited to preparing meeting agendas, maintaining a proactive calendar, analyzing sales results, reviewing competitive information, planning product transitions, and reviewing internal initiatives
    
    
  
  
  

Program & Marketing Meetings

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    Provide feedback to internal & external stakeholders regarding the effectiveness and implementation of marketing initiatives and sales programs
    
    
  
  
  
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    Assist with back-end accounting/forecasting functions
    
    
  
  
  
  
  

Special Pricing/VPP Request Management

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    Actively manage the special pricing procedures at accounts for large opportunities &andValued Print Program Plus (VPP+) Opportunities
    
    
  
  
  
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    Coordinate with key account stakeholders to increase our overall contract sales business
    
    
  
  
  
  
  

Experience & Qualifications

Education Level

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

Experience Level

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    Minimum 7 Years
    
    
    
    
    
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      Experience managing sales accounts and driving sales objectives for a wide product portfolio; Experience in identifying opportunity for sales growth
      
      
    
    
    
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      Experience in the B2B Office Supplies environment- Preferred
      
      
    
    
    
    
    
  
  
  

Software/Technical Skills

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    Extensive understanding of computer peripheral area (e.g. Printer/Fax/MFC products & solutions)
    
    
  
  
  
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    CRM / SalesForce
    
    
  
  
  
  
  

Other Skills/Knowledge/Abilities

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    Demonstrated ability to maintain positive client relationships
    
    
  
  
  
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    Demonstrated ability to increase sales and close on accounts
    
    
  
  
  
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    Excellent communication & presentation skills (verbal & written)
    
    
  
  
  
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    Ability to diagnose customer issues & problem-solve for solutions
    
    
  
  
  
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    Ability to effectively collaborate with internal and external teams
    
    
  
  
  
  
  

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

The defined sales territory for this role is national.

Travel is expected throughout the territory up to 65% of the time, or an average of 8-12 trips per quarter, dependent on business need.

Base Salary

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    The targeted base salary range for this position is
    
    
    $ 80,000.00- $ 90,000.00
    
    
    per year.
    
  
  
  
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    Base salary is determined by the education, experience, knowledge, skills, and abilities of the successful candidate, as well as factors such as internal equity, cost of labor in the hiring location, and alignment with market data.
    
    
  
  
  
  
  

Additional Compensation

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    This position is eligible for a
    
    
    $ 26,000.00
    
    
    sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.
    
  
  
  
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    This position is also eligible for a
    
    
    6.86%
    
    
    bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.
    
  
  
  
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    Bonus awards are discretionary and contingent upon individual performance as well as Brother achieving its corporate objectives, in accordance with the applicable bonus plan in effect.
    
    
  
  
  
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    This position is also eligible for an
    
    
    auto allowance
    
    
    paid monthly in the first pay period of each month. This auto allowance may be used in the employees sole discretion but is intended toward maintenance of the employees own vehicle theyll be using for business commuting. This is independent and in addition to the companys Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses.
    
  
  
  
  
  

Our Benefits

We offer a comprehensive benefits package with diverse plan options to meet your familys needs, including health, vision, and dental insuranceall effective from day one of employment. Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of employee contributions, with employer matches vesting immediately. Additionally, we offer an educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs. Details are available at?

Our Mission, Vision & Culture

Our mission is to live our at your side promise to simplify and enrich the lives of our customers, employees, and communities. We aim to be where people and technology meet, providing products and solutions that enhance how people live, work, and create. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed.

About Where We Work

Brothers corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including HR, legal, finance, IT, and supply chain, and a significant presence of our business unit leadership and marketing teams. Our manufacturing and distribution facility in Bartlett, TN spans an impressive 1.5 million square feet - equivalent to 26 football fields - and is located on Brother Boulevard. In addition to the distribution center operations team, this facility hosts several other departments, including our customer service group. Brother also has employees based in other locations, such as Westminster, CO, where many of our marketing and product engineering team members from the mobile solutions division operate, as well as our distribution centers in Richmond, VA and Perris, CA. Additionally, our outside sales teams work remotely within their territories, staying geographically close to the accounts they support to ensure they are always at your side for our customers.

Equal Opportunity Employer (EOE) Statement

Brother International Corporation ("Brother") is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, disability, or any other characteristic protected by applicable local, state or federal laws. Brother is committed to providing reasonable accommodations to individuals with disabilities throughout the application or interview process. If you need an accommodation, please contact us at View email address on click.appcast.io .
Brother International Corporation