Senior Manager, Major Account Sales, Corporate

Senior Manager, Major Account Sales, Corporate – Brother USA

Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. With a legacy spanning over 115 years, the brand is renowned for producing award‑winning printers, sewing machines, P‑touch labelers, and more. Brother International Corporation (BIC) was established in 1954, marking over 70 years of operations in the United States. The Americas headquarters is located in Bridgewater, New Jersey.

BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), founded in 1908 in Nagoya, Japan, and operates in more than 30 countries worldwide. Brother’s Americas presence includes subsidiaries in Canada, Mexico, Brazil, Argentina, Chile, and Peru.

Brother has consistently been recognized as a best place to work, reflecting a commitment to fostering a workplace culture aligned with core values of inclusivity, collaboration, customer‑centricity, and social responsibility. The company offers flexible work arrangements, a hybrid office schedule, casual dress code, and flexible Fridays, as well as development opportunities through facilitated courses, certificate programs, and self‑paced learning resources.

The Senior Manager, Major Account Sales develops a sales strategy/business plan to expand Brother sales within the assigned territory and achieve quota with end‑user accounts in the U.S. The role opens new accounts, increases business with current customers, manages key accounts, drives relationships and adds critical net new sales, and oversees direct reports such as Inside Reps and other Major Account Managers.

• Identify top current end‑users, engage regularly to strengthen relationships, continue sales, and add new net sales.
• Participate in trade shows, technology seminars, and association meetings.
• Collaborate with marketing, engineering, and business development on vertical solutions and customer feedback.
• Coordinate team selling activities to maximize resource utilization in prospecting and account management.

• Develop an ongoing sales & market business plan with objectives and metrics to meet goals.
• Identify key applications and solutions markets for printers, scanners, and labeling products.
• Capitalize on strategic partnerships, both internally and externally, to penetrate end‑user customers through training, inside sales strategy, new solutions, webinars, promotions, and key sales calls.
• Execute the strategic sales plan and review findings with management weekly.

• Provide a monthly report outlining events, keeping details updated in the CRM system weekly.
• Maintain an updated calendar at least 90 days in advance and manage the team’s calendars.
• Review vertical sales information from the SAP Cloud Tool to identify specific opportunities and activities.
• Analyze and strategize on report findings with management, continually monitoring and adjusting sales strategy as needed.

• Ensure staff assignments and duties are completed.
• Conduct performance reviews, provide guidance, training, mentoring, coaching, and development.
• Recommend hiring, promotion, or termination decisions.
• Ensure sales targets are met.

• Bachelor’s Degree (or equivalent experience) in Business, Marketing, IT, or related field preferred.

• 8+ years in a sales environment managing accounts within a region; experience with medium‑large end‑user accounts, preferably with industry knowledge.
• 2+ years managing a team or direct reports.

• Extensive knowledge of the “computer peripheral” area (e.g., printer, fax, MFC products & solutions).
• Proficiency with Microsoft Office (Outlook, PowerPoint, Excel, Word).
• Knowledge of SAP software (CRM).
• Knowledge of office automation products (e.g., digital copiers, network applications) – preferred.

• Collaboration with internal/external teams and maintaining positive client relationships.
• Excellent verbal and written communication & presentation skills.
• Abi…