Senior Manager, Regional Sales, Business Development

Brother USA is a leading provider of home and office equipment and industrial solutions, with over 115 years of experience. The Senior Regional Sales Manager, Business Development, is responsible for driving growth of Strategic and Gold Partners within the assigned territory, developing strategies to exceed sales goals, and managing relationships with key decision-makers.

Responsibilities:

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

Requirements:

• Bachelor's Degree (or equivalent experience) in Business, Marketing or related field
• Minimum 8 years a combination of relevant experience spanning the following areas: Experience within sales management, specifically the Small-Medium Business / B2B Dealer Channel
• Minimum 8 years Sales experience within a Copier Manufacturer, Reseller, Distribution Partner, System Integrator, or VARs
• Experience managing and leading a team of sales professionals
• Experience with Solution Sales and knowledge of Print Management, 3rd Party Solutions, Managed Print Services (MPS) environment and Document Management Solutions
• Knowledge of Customer Relationship Management (CRM) software (Salesforce preferred)
• Knowledge of SAP S4HANA
• 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