Manager, Key Account Sales, Retail & E-Commerce

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, Retail & E-Commerce


manages sales for a predefined group of customers in the Business-to-Consumer Retail and E-Commerce channels. This role maintains relationships with buyers at assigned accounts, drives sales through inventory and promo management, and positions new products to drive net new revenue opportunities. This role focuses on the following product categories: printers, multi-function devices, standalone scanners, labelers, and their corollary consumables and accessories. This position manages a defined sales quota and predominantly focuses on selling to and engaging their customers. Additionally, this role works closely with the product and channel marketing teams to promote consistent messaging and execute on division strategies. This role is expected to be on-site, which includes in-person client visits, and may require up to 60% travel.

Duties & Responsibilities

Account Management, Selling, & Customer Engagement

• 
  
  
  
  
  
  • 
    Identify and achieve sales revenue goals for accounts while maintaining a high level of profitability based on predetermined budget plans
    
    
  
  
  
  • 
    Maintain high levels of customer service, engagement, and account management, while keeping company interests and profitability in mind
    
    
  
  
  
  • 
    Engage with customers by phone and email, but also via on-site presence, such as through trade shows, national/regional meetings, Quarterly Business Reviews (QBRs), and more
    
    
  
  
  
  
  

Advertising & Promotional Strategy

• 
  
  
  
  
  
  • 
    Coordinate advertising plans, promo schedules, funding negotiations, and all subsequent accounting of plans
    
    
  
  
  
  • 
    Plan product assortment, develop plan-o-grams, determine/support product transitions, special offers, stock levels, web developments, and more
    
    
  
  
  
  
  

Special Projects & Initiatives

• 
  
  
  
  
  
  • 
    Coordinate/support special projects for the Sales teams and customers, as governed by the greatest needs at the time, including, but not limited to: Drive cross-functional collaboration toward placement of non-divisional SKUs; Manage inventory planning and communications for remanufactured machine stock
    
    
  
  
  

Demand Planning & Forecasting

• 
  
  
  
  
  
  • 
    Accurately forecast supplies, hardware, and refurbished hardware monthly, based on seasonality, market trends, planned promotions, & product availability
    
    
  
  
  
  • 
    Communicate and collaborate regularly with credit, advertising, supply chain, logistics, and others to identify and resolve issues that arise
    
    
  
  
  
  
  

Administration & Reporting

• 
  
  
  
  
  
  • 
    Complete monthly reports, provide competitive updates, and escalate issues to management
    
    
  
  
  
  • 
    Attend and actively participate in meetings with manager, team, division, and others as scheduled
    
    
  
  
  
  • 
    Stay up to date on current market trends and business applications
    
    
  
  
  
  
  

Experience & Qualifications

Education:

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

Experience


:

• 
  
  
  
  
  
  • 
    Minimum 7 years Experience:
    
    
    
    
    
    • 
      Managing sales accounts, with an emphasis on driving sales results
      
      
    
    
    
    • 
      Building rapport in a customer/client-facing role
      
      
    
    
    
    
    
  
  
  
  • 
    Minimum 4 years Professional experience in a related industry or in learning new products/technology quickly -
    
    
    
    
    Preferred
    
    
    
    
    
    
  
  
  
  
  

Software/Technical Skills

• 
  
  
  
  
  
  • 
    Intermediate Microsoft Office (Word, Outlook, PowerPoint, Excel)
    
    
  
  
  
  • 
    Basic Understanding of the "computer peripheral" area (e.g. Printer/Fax/MFC products and solutions) -
    
    
    
    
    Preferred
    
    
    
    
    
    
  
  
  
  • 
    Basic Knowledge of inventory and Customer Relationship Management (CRM) tools (preferably Salesforce) -
    
    
    
    
    Preferred
    
    
    
    
    
    
  
  
  
  
  

Other Skills/Knowledge/Abilities

• 
  
  
  
  
  
  • 
    Demonstrated ability to increase sales and close on accounts
    
    
  
  
  
  • 
    Ability to plan and orchestrate events/projects through time management, organization, and follow-up
    
    
  
  
  
  • 
    Ability to collaborate and build strong relationships with internal stakeholders and external clients
    
    
  
  
  
  • 
    Ability to diagnose customer issues & problem-solve for solutions
    
    
  
  
  
  • 
    Communication skills (verbal/written/interpersonal)
    
    
  
  
  
  • 
    Ability to craft and deliver professional presentations to all levels of an organization
    
    
  
  
  
  
  

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 Central or Eastern.

Travel is expected throughout the territory up to 60 % of the time, or an average of 6-8 trips per quarter, dependent on business need

Base Salary

• 
  
  
  
  
  
  • 
    The targeted base salary range for this position is
    
    
    $ 75,000.00- $ 95,000.00
    
    
    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 Compensation

• 
  
  
  
  
  
  • 
    This position is eligible for a
    
    
    $ 22,000.00
    
    
    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.
    
  
  
  
  • 
    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 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