Manager, Major Account Sales, Corporate

Company OverviewBrother 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 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 OverviewThe 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 & adding net-new customers (hunting), as well as retaining & 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).Duties & ResponsibilitiesAccount ManagementCollaborate with Channel Partners (Dealers, Resellers) to prioritize regular engagement with Top 100, end-users in territoryMeet in-person or virtual with customers, as required, to drive businessConduct 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 servicesRepresent Brother and participate in relevant market events, including but not limited to: customer trade shows, technology seminars, and industry association meetingsCommunicate end customer needs, work flows and applications to Product Marketing, Engineering, Business Development and Sales Operations teams, with the purpose of formulating specific solution deliveries and increasing Brother partnership valueSales Strategy DevelopmentDevelop 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 actionsProactively identify customer service needs and pain points and align them with the right mix of Brother printing, scanning, and labeling solutionsServe as the end-customer liaison with internal & external cross-functional sales teams (Distribution, Dealers, Resellers) within the territory, to present a "One Brother" sales approachReporting & Administrative RequirementsMaintain weekly & monthly call reports with SalesforceManage & publish an updated calendar, projected out a minimum of 60 days in advanceReview & analyze territory sales information, by corporate sales verticals, to identify (up/down) customer sales trends, and create sales improvement actions to take with specific timingProvide timely and accurate product sales pipeline forecasts for all end customers within the assigned territoryExperience & QualificationsEducationBachelor's Degree (or equivalent experience) in Business, Marketing, IT, or related fieldExperienceMinimum 7 years of a combination of experience spanning the following areas: Experience in a Sales environment, managing accounts within a region. Experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operationsMinimum 2 years of experience working with stakeholders and selling product portfolios to the Corporate/Enterprise/Retail vertical (Preferred)Software/Technical SkillsExtensive knowledge of the "computer peripheral" area (e.g. Printer/Fax/MFC products & solutions)Knowledge of Microsoft Office (Outlook, PowerPoint, Excel, Word)Knowledge of Customer Relationship Management (CRM) software (Salesforce preferred)Knowledge of office automation products (e.g. Digital copiers, network applications) (Preferred)Other Skills/Knowledge/AbilitiesDemonstrated ability to collaborate effectively with internal & external teams, and maintain positive client relationshipsExcellent communication & presentation skills (verbal & written)Ability to diagnose customer issues & problem-solve for solutionsAdditional Details For This RoleThis role is a remote field-based role. A fixed office schedule is not an expectation of the position.The defined sales territory for this role includes WA, OR, ID, MT, WY, UT, CO, ND, and SD.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 SalaryThe targeted base salary range for this position is 90K - 110K per year.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 CompensationThis position is eligible for a 26 K 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.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.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.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 employee's sole discretion but is intended toward maintenance of the employee's own vehicle they'll be using for business commuting. This is independent and in addition to the company's Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses.Our BenefitsWe 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 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 Mission, Vision & CultureOur 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 WorkBrother's 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) StatementBrother 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