Manager, Major Account Sales, Corporate

Brother USA is a leading provider of home and office equipment, with a legacy of over 115 years. They are seeking a Manager, Major Account Sales, Corporate to develop business strategies and manage customer relationships within a designated territory, focusing on both acquiring new customers and expanding relationships with existing ones.

Responsibilities:

• 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
• 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
• 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

Requirements:

• Bachelor's Degree (or equivalent experience) in Business, Marketing, IT, or related field
• 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
• 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)
• 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
• Knowledge of office automation products (e.g. Digital copiers, network applications)