Job Abstract

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 Manager, National Sales is accountable for directing and managing all sales activities for the IP (Industrial Printing) line, which includes Direct to Garment, Direct to Film, Direct to Embroidery printing, and related products in the United States and Canada. The role encompasses assisting, motivating, and developing critical relationships with the Dealer/Distribution network and overseeing the development of Dealer/Distributor sales personnel, including the business plan and sales strategy for the market that ensures the achievement of the company’s sales and profitability targets.

This role manages the sales forecast, working closely with the Operations team for inventory forecasting, and with Marketing to promote the product line. In addition, this position is responsible for managing, traveling with, and growing the sales skills of the Regional Sales Managers in their territories, and supporting customer events and tradeshows while following expense budget guidelines. This role oversees and drives utilization of the sales lead system (Salesforce), which supports the field sales team and is a critical tool to ensure accurate product and revenue forecasting.

***
WHAT YOU’LL DO
***
 

Sales Budget and Forecast

• Manage a team of Regional Sales Managers responsible for sales of Industrial Printing products in the United States and Canada.
• Manage the sales budget, develop targets, and deliver performance against budget to ensure sales budget and profitability targets are obtained, sales growth is achieved in assigned regions, and overall division performance is improved.
• Own the sales forecasting process, including developing and maintaining detailed sales forecasts for assigned sales territories and Sales Representatives.
• Maintain accurate data and controls on inventory, sales numbers, sales & GP product forecast; ensure all related issues are addressed and rolled into the monthly forecast to assist in tracking its corporate budget and ensuring inventory availability for customer orders.
• Understand market and product dynamics; communicate product/market trends and future business requirements and/or opportunities to the Management team for assessment.
• Collaborate with the Technical Sales Support team as required to ensure quotas are achieved.
• Coordinate and work with the Marketing team to ensure plans are in place to drive maximum product visibility and lead generation to drive unit sales.

Sales Strategy

• Develop a comprehensive Sales Strategy/Plan for the Industrial Printing division.
• Recommend sales programs, pricing, and marketing strategies to improve the areas that the market may dictate and develop opportunities to increase sales.
• Manage distributor sales activity and territories; maintain consistency of territory agreements.
• Develop and manage relationships between distributors and the Brother sales team to ensure a healthy and collaborative sales environment.
• Execute Quarterly Business Reviews with key Dealers to ensure continuous alignment and make adjustments as necessary.
• Review performance for existing distributors; assess opportunities and make recommendations for adding new qualified distributors to our program and/or removing nonperforming ones.

Reporting & Administrative Requirements

• Manage sales lead program including the follow-up process and tracking closure rate.
• Create distributor sales lead accountability programs to ensure the sales lead process is generating quality leads; ensure the results of the leads are being tracked and we are making the necessary adjustments to our program.
• Provide a monthly report of team sales progress, outlining events of the month and keeping all details updated in the Customer Relationship Management (Salesforce) system weekly.
• Manage and keep an updated calendar at least 60 days in advance.
• Ensure team members’ calendars are also updated.
• Review all sales information from the company CRM, detailing specific sales opportunities and all relevant activities.
• Analyze and strategize on report findings with the management chain, continually monitoring and adjusting sales strategy as needed.

***
ABOUT OUR IDEAL CANDIDATE
***
 

Education

• Bachelor's Degree (or equivalent experience) in Business or related field preferred
• Master's Degree (Preferred)

Experience

• Minimum 8 years with a combination of relevant experience spanning the following areas:
• Experience managing a large sales region, preferably within various distribution channels including distributors, dealers, etc.
• Experience with sales forecasting, budgeting, inventory management, developing & executing sales strategy.
• Experience managing, developing, and motivating a team of sales employees to achieve and exceed goals.

Software/Technical Skills

• Knowledge of Customer Relationship Management software (Salesforce).

Other Skills, Knowledge, & Abilities

• Strong communication skills (written & verbal).
• Strong presentation skills, with the ability to present at all levels of the organization internally and externally.
• Ability to manage and motivate a team of sales professionals.
• Ability to quickly assess and define customer business needs.
• Strong interpersonal skills, with the ability to influence others.
• Strong organizational skills.
• Attention to detail.
• Time management skills.
• Ability to plan, prospect, and add new business.

***

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 $140,000 - $177,000 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 ("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.