Senior Manager, Major Account Sales, Retail (Washington)
Brother USA
Job Description
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The Company At a Glance
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.
The Company At a Glance
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. 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.
The Role at a Glance
The Senior Manager, Major Account Sales, Retail focuses on expansion of Brother Mobile Solutions’ (BMS) sales revenue and market share within the target vertical market – Retail. This position works with targeted large primarily top-tier end-user customers, independent software vendors (ISV), as well as reseller and distribution channel partners through pro-active prospecting sales activities. role develops a sales strategy/business plan to expand Brother Mobile Solutions sales within the United States to achieve planned sales objectives. This position opens net new accounts and continues to increase business with current customers. This position works collaboratively with other internal groups to fulfill administrative and reporting requirements, solidify strategy, increase sales, and grow the business.
Key Duties & Responsibilities
Sales Strategy & Account Management
- Drive demand at end-user customers for BMS products
- Gain specification position with targeted large end-users, ISV, distribution and reseller partners
- Create unique go-to-market strategies
- Develop and execute demand generation programs
- Build sales opportunity pipeline
- Provide sales, technical and administrative support for the region
- Lead efforts to develop and execute sales plans with existing and new channel partners and distribution partners to ensure sales team(s), both internal and external, support the plan objectives and meet organizational goals
- Lead discovery and development for new Retail markets, applications, and channels
- Actively seeks out new customers, applications, vertical markets, and channel partners for mobile printing
- Effectively communicate to management with timely and accurate reporting, forecasts, and updates
- Track sales results as compared to budget, organize the relevant information, and report out to team members
- Proactively evaluate and analyze assigned segments for all classes of trade, providing insight and recommendations to the business
Education
- Bachelor's Degree (or equivalent experience) Business, Marketing, or related field Required
- Master's Degree MBA or related field Preferred
Minimum 8 years Required
- Experience as a “hunter” sales professional with demonstrated results in creating new and expanding existing opportunities
- End user sales experience, specifically in selling technology-based solutions: hardware, services and integrated solutions.
- Experience with Major Accounts in the Retail market
- Knowledge of Microsoft Office (Word, Outlook, PowerPoint, Excel) Intermediate Required
- Knowledge of Salesforce or similar Customer Relationship Management (CRM) software Intermediate Required
- Ability to penetrate and navigate large, complex Retail organizations to create sales opportunities, including understanding, internalizing, and working with their decision-making process to produce sales results Required
- Ability to “hunt” for new customers and opportunities Required
- Ability to identify market needs and propose and create solutions with strong value proposition to meet those needs Required
- Ability to proactively provide input on demand generation activities – trade shows, advertising direction, web presence, press releases, and digital marketing Required
- Ability to create and present strong sales and marketing strategy presentations with an in-depth understanding of sales and marketing principles Required
- Ability to collaborate effectively with internal and external stakeholders, exhibiting a customer-centric focus Required
- Knowledge of Automatic Identification and Data Capture (AIDC) market and experience selling into the Retail market Required
This role will be a remote role.
- The salary (or hiring) range for this position is $130,000-$150,000 per year
- Starting salary to be determined by the education, experience, knowledge, skills and abilities of the applicant, internal equity, location, and alignment with market data
- This position is eligible to participate in the relevant Brother variable pay incentive plan(s). Applicable bonus awards are discretionary and contingent upon 1) achievement of your individual objectives and 2) Brother achieving its corporate and business-level objectives
- Benefits include, but are not limited to, healthcare and wellness coverage, life and disability insurance, 401K, tuition reimbursement, and Paid Time Off. Details are available at
At Brother USA, we believe in investing in our employees and providing them with an environment that fosters growth, creativity, and a healthy work-life balance. Here are some of the benefits of working with us:
- Competitive Compensation: We offer a competitive salary and bonus program to reward your hard work and dedication
- Comprehensive Benefits: Our benefits package includes health, dental, and vision insurance, as well as a 401(k) plan with company match
- Professional Development: We're committed to helping you grow in your career with opportunities for training and development
- Work-Life Balance: We support your well-being with flexible work arrangements and a focus on work-life balance
- Employee Engagement: Join a team that values your contributions and celebrates success together
We 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. To learn more, visit our benefits page: 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. To learn more about our culture drivers and company culture, visit: Where We Work
Brother’s corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including
Brother USA
Washington, DC