Senior Director, National Sales, Strategic Channel Partners

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.

The Senior Director, National Sales, Strategic Channel Partners strategizes, leads, and drives the overall growth of the Gold Partners of the Business Machines Group (BMG) at Brother. This role oversees a $70M+ revenue budget targeting three Channels: Copier Dealers, System Integrators and Value-Added Resellers (SI/VARs) and Office Products Resellers. The Senior Director Collaborates with the Major Accounts, Product Marketing, and the Partner Experience teams to establish measurable values for Customer Acquisition and Customer Retention Strategies driving Sales Growth. Additionally, the Senior Director leads a team of sales professionals and solutions experts and is responsible for coaching and mentoring them while performing according to Brother Culture Values and Business Expectations.

This role observes a hybrid office schedule (when not traveling) based out of our Bridgewater, NJ office, with 3+ days on-site and up to 2 days remote dependent on business need.

This role leads a national territory and travels regularly as part of their responsibilities as a sales leader. We estimate 2-3 trips per month on average, with short-form trips comprising about 2-4 days in average length.

• WHAT YOU'LL DO

• Sales Leadership and Team Management

• Train, mentor, and coach the Strategic Channel Sales team to perform Account Prospecting, Account Planning, Forecasting, Quarterly Business Reviews, Sales Negotiations, Data analysis, and KPIs

• Co-lead with the Commercial sales counterpart the future growth of the business while motivating and engaging the Strategic Channel Sales Team

• Consistently contribute strategic ideas and feedback to the sales and executive teams

• Support the team's growth by developing them into Sales Channel Experts

• Perform constant Business Reviews with customers and within Brother to promote communications and presentation skills and identify business efficiencies and areas of improvement

• Lead the business through building strong internal and external connections, influencing others through collaboration, and effective communication while sharing a clear vision of future strategies

Sales and Business Strategy

• Lead through innovation by constantly looking to enhance and automate processes and programs to remove complexity and add efficiency and effectiveness to the sales initiatives and overall business operations

• Lead the development of the overall sales strategy by channel, using trending data and sales analytics information, and define the size of the opportunity by channel and territory to accelerate growth

• Promote and maintain a healthy inventory level at the channel partner based on the end customer opportunities

• Spearhead new business opportunities and utilize creativity to grow the business

• Share insights and collaborate with the Product Marketing, Partner Experience and Major Account teams to support and align on customers' strategies

• Analyze business trends and understand the customer base, both regionally and nationally, to support effective strategy development

• Study historical sales data, establish sales quotas, and plan future sales targets based on strategic portfolio and strategic accounts

• Stay current on industry news and changes as well as competitive models and features

• Track actual performance against expectations and modify strategies, territories, or incentive plans in response

• Lead team to promote Brother programs and secure long-term contracts

Reporting, Budgeting

• Prepare monthly, quarterly, and yearly reports for various internal groups, including executive presentations

• Prepare and deliver presentations for various regional and global meetings

• Lead team to manage product forecasting & supply chain activity and use internal software tools for reporting including Tableau and Salesforce

• ABOUT OUR IDEAL CANDIDATE

• Education

• Bachelor's Degree (or equivalent experience) in Business, Marketing, or a related field

Experience

• 12+ years of Sales Management experience within the B2B(2B) segment, preferably within a copier manufacturer, system integrator, or VAR environment; managing a group of salespeople and having cross-functional responsibilities

Software/Technical Skills

• Advanced proficiency leveraging and leading a team in adoption of CRM (preferably Salesforce)

Other Skills, Knowledge, & Abilities

• Demonstrated ability to exceed sales targets within a direct selling organization and/or operation

• Ability to lead sales function/region and set strategic direction

• Time management skills and the ability to plan ahead

• Negotiation Skills

• Attention to detail

• Strong communication skills (verbal & written)

• Knowledge of B2B Sales environment

• Knowledge of Managed Print Service (MPS) environment

• ADDITIONAL DETAILS FOR THIS ROLE

• This role will be a hybrid role. Subject to business needs, employees may work remotely up to two days per week. Assigned office days will be determined by managers. #LI-Hybrid

• The salary (or hiring) range for this position is $190,000 - $215,000 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 https://mybenefits.nfp.com/Brother/2024/guidebook/

• WHAT WE OFFER OUR EMPLOYEES

• 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

Learn more about our benefits: https://careers.brother-usa.com/benefits

Learn more about life at Brother: https://careers.brother-usa.com/lifeatbrother

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 [2]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 or any other aspect of the application or interview process, a reasonable accommodation will be made upon request.