Manager, Major Account Sales, Corporate

Role Overview

The 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 & Responsibilities

Account Management:

• • Collaborate with Channel Partners (Dealers, Resellers) to prioritize regular engagement with Top 100, end-users in territory
  • Meet in-person or virtual with customers, as required, to drive business
  • Conduct 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 services
  • Represent Brother and participate in relevant market events, including but not limited to: customer trade shows, technology seminars, and industry association meetings
  • Communicate 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 value

Sales Strategy Development:

• • Develop 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 actions
  • 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 out a minimum of 60 days in advance
  • Review & analyze territory sales information, by corporate sales verticals, to identify (up/down) customer sales trends, and create sales improvement actions to take with specific timing
  • Provide timely and accurate product sales pipeline forecasts for all end customers within the assigned territory

experience & Qualifications

education

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

Experience

• • Minimum 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 operations
  • Minimum 2 years of experience working with stakeholders and selling product portfolios to the Corporate/Enterprise/Retail vertical Preferred

Software/Technical Skills

• • Extensive 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/Abilities

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

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 includes TX, LA, AR, OK, KS and NE.

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 Salary

The targeted base salary range for this position is $ 90,000.00 – $ 110,000.00 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 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.

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