Senior Manager, Regional Sales, Business Development

The Senior Regional Sales Manager, Business Development, drives overall growth of Strategic and Gold Partners in the assigned territory. This position partners with the Director of Sales, Strategic Channel Partner Development, and Channel Leadership to develop strategies, provide ongoing feedback, and make recommendations that are developed to not only achieve but exceed sales and budget goals, drive and maintain growth, and gain critical market share.

Channel Management

• • Develop and implement distinct strategic growth plans for Strategic and Gold Partners within the territory for each channel
  • Manage relationships with Principals, Owners, and Key Decision Makers
  • Assess, clarify, and validate Strategic Partner requirements at regular intervals to maintain high partner satisfaction
  • Provide constant and rapid feedback to senior management on changing trends in the industry and with competitors. Analyze market trends Including Managed Print Services (MPS Subscription Services, Solutions, A3, A4, and Service Programs), and Business Technology procurement through Office Equipment and Value-Added Resellers
  • Assist in the development of sales strategies by channel within the territory using sales data and analytics
  • Attend Quality Business Reviews (QBRs) and strategic account planning sessions in conjunction with internal departments, Major Accounts, and Distribution

Coaching and Mentoring

• • Develop a team that exemplifies the Brother Culture, demonstrating Accountability, Boldness, Excellence, and Authenticity
  • Assess guide and manage direct reports to create value and foster relationships internally and externally
  • Maintain and expand territories by counseling direct reports, building rapport with existing strategic and gold partners, and identifying and driving new opportunities
  • Identify and provide sales tools, both in technology and areas of business acumen
  • Ensure company policies and divisional procedures are met

Program Development

• • Grow sales by identifying stretch goals per dealer/reseller, measuring profit, and outcome
  • Understand the needs of the customer, linking them to Brother's capabilities/advantages
  • Implement and support Volume Rebate, Market Development Funds (MDF), Dealer Events, Rolling Thunders, National Meetings, and Incentive programs as a method for building the region's business
  • Create new programs as applicable to maximize sales opportunities and brand awareness

Forecasting/Supply Chain Management

• • Work closely with direct reports, Major Accounts, and Strategic Partners to maintain an accurate product forecast

Education

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

Experience

• • Minimum 8 years a combination of relevant experience spanning the following areas:
    • Experience within sales management, specifically the Small-Medium Business / B2B Dealer Channel
    • Experience managing and leading a team of sales professionals
•  
  • Minimum 8 years Sales experience within a Copier Manufacturer, Reseller, Distribution Partner, System Integrator, or VARs
    • Experience with Solution Sales and knowledge of Print Management, 3rd Party Solutions, Managed Print Services (MPS) environment and Document Management Solutions

Software/Technical Skills

• • Knowledge of Customer Relationship Management (CRM) software (Salesforce preferred) 
  • Knowledge of SAP S4HANA 

Other Skills/Knowledge/Abilities

• • Ability to exceed sales targets within a direct selling organization and/or indirect operation
  • Ability to quickly assess and define a customer's business needs
  • Ability to identify processes, competitive issues, pressures, and vendor partnerships 
  • Ability to lead a sales function/region and set strategic direction 
  • Time management skills 
  • Ability to plan, prospect, and add new business 
  • Attention to detail 
  • Strong communication skills (verbal, written, interpersonal)
  • Influence and negotiation skills 

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 National.

Travel is expected throughout the territory up to 60% of the time, or an average of 10-12 trips per quarter, dependent on business need.

Base Salary

• • The targeted base salary range for this position is $ 105K- $ 125K 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  34 K 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.