Director of Sales, Strategic Channel Partners (EAST/MIDWEST)

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 Director of Sales, Strategic Channel Partners (East/Mid West Territory) leads and drives overall growth within the Business Machines Group (BMG), ensuring the achievement of the designated sales quota for the Copier and Reseller Channel, which includes System Integrators and Value-Added Resellers (VAR). This position assumes leadership of the region and decides the overall sales and support plan(s) for the team, determining measurable sales activities that establish value and gain share.

The Director, Sales, Strategic Channel Partner is responsible for coaching, developing, and mentoring the assigned sales team, motivating behaviors that drive further sales and identifies areas for growth and improvement for each team member. This position influences key stakeholders across internal teams, namely the marketing and sales organizations.

What You’ll Do

Channel Leadership

• Develop distinct strategic growth plans for each channel: Copier, Reseller, SI, and VAR
• Manage relationships with Principles, Owners, and Key Decision Makers
• Extensively analyze various sales metrics to have an excellent knowledge of performance history, key levers, and footings
• Understand business trends and the competitive landscape, including but not limited to: Managed Print Services (MPS), Solutions, A3, A4, and Service
• Establish sales targets (Customer and Internal)
• Acquire new partners with best practice integrations and team selling
• Participate in Quarterly Business Reviews (QBRs) and strategic account planning sessions in conjunction with internal departments
• Develop executive level relationships with key individuals in sales, purchasing, and marketing
  
  
  

Sales Team Management

• Mentor, guide and develop the team sales skills providing constant feedback and training. Ensure company policies and divisional procedures are met
• Build a team that is consistent with the broader organization that reflects Accountability, Boldness, Excellence and Authenticity
  
  
  

Program Development

• Working with the Partner Experience team, define and strategize channel annual programs, including sales and marketing incentives to drive growth, gain share, and increase Brother for Business awareness.
  
  
  

Forecasting/Supply Chain Management

• Work closely with internal teams to maintain accurate product forecasts
  
  
  

About Our Ideal Candidate

Education

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

Experience

• Minimum 10 years of sales management experience within the SMB B2B market, preferably within a Copier Manufacturer, Reseller, Distribution Partner, System Integrator, or VARs environment
  
  
  

Other Skills/Knowledge/Abilities

• Demonstrated ability to exceed sales targets within a direct selling organization and/or indirect operation
• Ability to lead a sales function/region and set strategic direction
• Time management skills and ability to plan ahead
• Excellent negotiation skills
• Attention to detail
• Strong communication skills (verbal & written)
• Knowledge of B2B Sales environment
• Knowledge of Managed Print Service (MPS) environment
• Experience with Solution Sales

Additional Details For This Role

• The salary (or hiring) range for this position is $130,000 - $160,000 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 has earned its reputation as a premier provider of home office and business products, home appliances for the sewing and crafting enthusiast as well as industrial solutions that revolutionize the way we live and work. Brother International Corporation is a wholly-owned subsidiary of Brother Industries Ltd. With worldwide sales exceeding $6 billion, this global manufacturer was started more than 100 years ago. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters, Brother has facilities in California, Illinois and Tennessee, as well as subsidiaries in Canada, Brazil, Chile, Argentina, Peru and Mexico. For more information, visit [2]www.brother.com.

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.