Manager, Major Account Sales, State, Local, Education (SLED), & Healthcare

The Manager, Major Account Sales, State, Local & Education (SLED) and Healthcare is a field-based sales leader responsible for building and growing strategic relationships across the State, Local Government, Education, and Healthcare verticals. This role will drive revenue growth by engaging directly with end-users, managing key reseller and integrator partnerships, and positioning Brother’s technology solutions through specification, contract access, and long-term planning. This position is a proactive territory manager that understands public sector procurement and healthcare buying behaviors and translates that into actionable sales results.

Strategic Relationship Development & Territory Management

• • Build and maintain strong relationships with end-users across state and local government agencies, school districts, higher education institutions, and healthcare systems
  • Act as a trusted advisor to decision-makers, procurement teams, and technical stakeholders by aligning Brother’s solutions to meet operational and compliance needs
  • Identify, engage, and develop strategic reseller and channel partner relationships that align with SLED and healthcare business plans
  • Influence product specification and design-in opportunities through early engagement in project planning and contract development

Sales Execution & Account Growth

• • Develop and execute territory sales strategies to achieve revenue targets and expand Brother’s footprint in the SLED and healthcare sectors
  • Proactively identify and pursue net new opportunities, while nurturing and expanding existing customer accounts
  • Work collaboratively with internal teams (product, marketing, legal, operations) to support sales initiatives, contract compliance, and solution delivery

Contract and Bid Support

• • Support and manage participation in relevant cooperative contracts, state contracts, and GPO agreements
  • Participate in or lead bid responses, RFP evaluations, and quoting efforts in partnership with the internal contracts team and resellers
  • Ensure product and pricing alignment within contract guidelines and customer expectations

Reporting & CRM Management

• • Maintain accurate and up-to-date activity, pipeline, and opportunity data within Salesforce CRM
  • Provide regular reports on account status, territory performance, and market conditions to management
  • Monitor industry and vertical trends, bringing forward insights to help refine go-to-market strategies

Education

• • Bachelor's Degree (or equivalent experience) in Business, Marketing, Healthcare Administration, Public Affairs, or equivalent 

Experience

• • Minimum 7 years
    • Experience in major account sales or business development, preferably in SLED and/or healthcare markets
    • Experience managing large territories and complex sales cycles across multiple verticals
    • Experience working with resellers, integrators, and contract vehicles (cooperative purchasing agreements, GPOs, state contracts)

Software/Technical Skills

• • Knowledge of Customer Relationship Management (CRM) Software (Salesforce preferred)

Other Skills/Knowledge/Abilities

• • Expertise in public sector and/or healthcare procurement processes
  • Strong consultative sales, relationship-building, and territory planning skills
  • Excellent verbal and written communication skills
  • Self-starter, able to work independently in a remote and field-based environment
  • Ability to foster trusted relationships with internal and external stakeholders

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 is Northeast .

Travel is expected throughout the territory up to 60 % of the time, or an average of 6-8 trips per quarter, dependent on business need

Base Salary

• • The targeted base salary range for this position is $ 90,000.00- $ 110,000.00 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 $ 26,000.00 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.