Major Account Sales Manager - North Central
Brother USA

Job Info

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The Manager, Major Account Sales, CMD (MAM) develops a sales strategy/business plan to expand Brother sales within the Commercial Machines Division (CMD) assigned territory and achieve sales quota with vertical end-user accounts in the U.S. The MAM opens net new accounts and continue to increase business with current customers through an executable sales strategy. Additionally, the MAM manages current accounts and engages with customers to drive relationships and add critical net new sales.

This role will focus on the North Central territory, including the following
states: MD, VA, NC, SC. Candidates must reside within this area.

Let's Grow Together

Our mission is to live our "at your side" promise and simplify and enrich the lives of our customers, employees, and communities. "At your side" is more than a slogan to us; it's the purpose we do our best to fulfill every day. With a legacy spanning over a century, this is a great place to launch or expand any career and push the boundaries of what comes next. We're committed to achieving shared success, and we provide opportunities for you to develop through experience, exposure and education. Our people have always leveraged their unique perspectives to keep us on the right track for a lasting future. If you want to innovate, learn, and grow with a global leader that builds products, services, and a company people love, then we'll be "at your side" every step of the way.

Duties and Responsibilities

Account Management:

• Identify top current end-users in 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
• Identify and capitalize on strategic partnerships, both internally and externally, communicating frequently so as to penetrate specific vertical market 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 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
• 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

Qualifications

Education

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

Experience

• Minimum 7 years experience in a Sales environment, managing accounts within a region is required
• Experience managing Medium-Large end-user accounts, preferably with specific knowledge of industry operations
• Candidates must reside within this territory: MD, VA, NC, SC
  

Software/Technical Skills

• Extensive knowledge of "computer peripheral" area (e.g. Printer/Fax/MFC products & solutions) is preferred
• Knowledge of Microsoft Office (Outlook, PowerPoint, Excel, Word) is required
• Knowledge of SAP software (CRM) is preferred
• Knowledge of office automation products (e.g. digital copiers, network applications) is preferred

Other Skills/Knowledge/Abilities

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

Brother International Corporation has earned its reputation as a premier provider of home office and business products, home appliances for the sewing and crafting enthusiast as well as industrial solutions that revolutionize the way we live and work. Brother International Corporation is a wholly-owned subsidiary of Brother Industries Ltd. With worldwide sales exceeding $6 billion, this global manufacturer was started more than 100 years ago. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters, Brother has facilities in California, Illinois and Tennessee, as well as subsidiaries in Canada, Brazil, Chile, Argentina, Peru and Mexico. For more information, visit www.brother.com.

Brother International Corporation ("Brother") is an equal opportunity employer and does not discriminate or make employment decisions on the basis of race, color, religion, sex, disability, or any other characteristic protected by applicable state or federal laws. If you require any physical or other assistance in completing this application, a reasonable accommodation will be made upon request.

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