[Hiring] Senior Manager, Regional Sales, Strategic Channel Partners @Brother International Corporation

Role Description

The Senior Manager, Regional Sales, Strategic Channel Partners drives overall growth of Strategic Partners in assigned territory. This position partners with the Director of Regional Sales, Strategic Channel Partners, 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.

Duties & Responsibilities

• Channel Management:
  • Develop and implement distinct strategic growth plans for Strategic Partners within the territory for each channel.
  • Manage relationships with Principles, 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 of changing trends in the industry and with competitors.
  • Analyze regional market trends including: Managed Print Services (MPS Subscription Services, Solutions, A3, A4 and Service Programs).
  • Assist in the development of sales strategies by channel within each territory using sales data and analytics.
  • Acquire new partners and customers with best-practice integrations and team selling.
  • 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 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 accurate product forecast.

Qualifications

• Bachelor's Degree (or equivalent experience) in Business, Marketing or related field.
• Minimum 8 years 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.
• 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.

Requirements

• Knowledge of Customer Relationship Management (CRM) Software (Salesforce preferred).
• Knowledge of SAP S4HANA.
• Demonstrated 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 & negotiation skills.

Benefits

• Comprehensive benefits package with diverse plan options including health, vision, and dental insurance—all effective from day one of employment.
• 401(k) retirement savings plan with employer matching up to 100% of the first 4% of employee contributions, with immediate vesting.
• Educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs.