Senior Manager, Major Account Sales, Corporate

Role Overview

The Senior Manager, Major Account Sales develops a sales strategy/business plan to expand Brother sales within the assigned territory and achieve sales quota with a designated territory of end-user accounts in the U.S. This role opens net new accounts and continue to increase business with current customers through an executable sales strategy. Additionally, this role manages current accounts and engages with customers to drive relationships and add critical net new sales. In addition, this role manages direct reports, including but not limited to Inside Reps and possibly other MAMs.

Duties & Responsibilities

Account Management:

• • Identify top current end-users in the territory; engage regularly with these customers to drive solid relationships, continue current customer sales, and add critical new net sales
  • Participate in relevant market events, including but not limited to trade shows, technology seminars, and association meetings
  • Communicate with marketing, engineering, and business development teams to discuss vertical solutions and provide feedback on customer needs, workflows, and applications
  • Coordinate team selling activities to ensure utilization of all available resources in prospecting/account management activities

Sales Strategy Development

• • Develop an ongoing sales & market business plan/strategy for the territory with objectives and measures to meet sales goals
  • Identify key applications and solutions market for our printing, scanning, and labeling products in the territory
  • Identify and capitalize on strategic partnerships, both internally and externally, communicating frequently so as to penetrate specific end-user customers through a variety of ways, including but not limited to training, inside sales strategy, new solutions, webinars, promotions, and key sales calls
  • Execute strategic sales plan & review findings with management chain weekly

Reporting & Administrative Requirements

• • Provide a monthly report on the team outlining events of the month and keep all details updated in CRM system weekly
  • Manage and keep an updated calendar at least 90 days in advance as well as managing the team’s calendars
  • Review all vertical sales information from the (SAP Cloud Tool) detailing specific sales opportunities and all relevant activity
  • Analyze and strategize on report findings with management chain, continually monitoring and adjusting sales strategy as needed

Team Management

• • Overall management of staff, ensuring assignments and duties are completed as required
  • Compose and conduct performance reviews
  • Provide guidance, training, mentoring, coaching and development
  • Make recommendations regarding hiring, promoting and terminating
  • Ensure targets are being met

experience & Qualifications

education

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

Experience:

• • 8 + years of experience in a Sales environment, managing accounts within a region. Experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operations
  • 2 + years of experience in managing a team or direct reports

Software/Technical Skills

• • Extensive knowledge of “computer peripheral” area (e.g. Printer/Fax/MFC products & solutions)
  • Knowledge of Microsoft Office (Outlook, PowerPoint, Excel, Word)
  • Knowledge of SAP software (CRM)
  • Knowledge of office automation products (e.g. Digital copiers, network applications) – Preferred

Other Skills/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 all states West of Mississippi, IL, WI, IN & MI.

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 $ 120,000.00 – $ 135,000.00 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 34 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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