What are the responsibilities and job description for the Senior Manager, Major Account Sales, Enterprise position at Brother USA?
Company Overview
Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. With a legacy spanning over 115 years, our 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. Our Americas headquarters is located in Bridgewater, New Jersey. BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), which was 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.
Why Work at Brother?
Brother has consistently been recognized as a best place to work, reflecting our commitment to fostering a workplace culture aligned with our core values of being inclusive, collaborative, customer-centric, and socially responsible. We value work-life balance and flexibility, and as a result have introduced policies such as our hybrid office schedule, casual dress code, and flexible Fridays, which allow us to wrap up meetings for dedicated focus time or to start our weekends sooner, year-round. Our commitment to employee growth and development is demonstrated through our offering of facilitated courses and certificate programs and our investment in resources that enable self-paced learning.
Role Overview
The Senior Manager, Major Account Sales, Enterprise focuses on expansion of Brother Mobile Solutions’ (BMS) sales revenue and market share within the target vertical markets - Transportation, Logistics & Retail. This position works with primarily top-tier large end-user customers, independent software vendors (ISV), as well as reseller and distribution channel partners through pro-active prospecting sales activities. role develops a sales strategy/business plan to expand Brother Mobile Solutions sales within the United States to achieve planned sales objectives. This position opens net new accounts and continues to increase business with current customers. This position works collaboratively with other internal groups to fulfill administrative and reporting requirements, solidify strategy, increase sales, and grow the business.
Duties & Responsibilities
Sales Strategy & Account Management
Education
This role is a remote field-based role. A fixed office schedule is not an expectation of the position.
Base Salary
We offer a comprehensive benefits package with diverse plan options to meet your family’s needs, including health, vision, and dental insurance—all effective from day one of employment. Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of employee contributions, with employer matches vesting immediately. Additionally, we offer an educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs. Details are available at https://mybenefits.nfp.com/Brother/2025/guidebook/
Our Mission, Vision & Culture
Our mission is to live our “at your side” promise to simplify and enrich the lives of our customers, employees, and communities. We aim to be where people and technology meet, providing products and solutions that enhance how people live, work, and create. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed.
About Where We Work
Brother’s corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including HR, legal, finance, IT, and supply chain, and a significant presence of our business unit leadership and marketing teams. Our manufacturing and distribution facility in Bartlett, TN spans an impressive 1.5 million square feet - equivalent to 26 football fields - and is located on Brother Boulevard. In addition to the distribution center operations team, this facility hosts several other departments, including our customer service group. Brother also has employees based in other locations, such as Westminster, CO, where many of our marketing and product engineering team members from the mobile solutions division operate, as well as our distribution centers in Richmond, VA and Perris, CA. Additionally, our outside sales teams work remotely within their territories, staying geographically close to the accounts they support to ensure they are always “at your side” for our customers.
Equal Opportunity Employer (EOE) Statement
Brother International Corporation ("Brother") is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, disability, or any other characteristic protected by applicable local, state or federal laws. Brother is committed to providing reasonable accommodations to individuals with disabilities throughout the application or interview process. If you need an accommodation, please contact us at eoe_applicant_accommodations@brother.com .
Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. With a legacy spanning over 115 years, our 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. Our Americas headquarters is located in Bridgewater, New Jersey. BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), which was 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.
Why Work at Brother?
Brother has consistently been recognized as a best place to work, reflecting our commitment to fostering a workplace culture aligned with our core values of being inclusive, collaborative, customer-centric, and socially responsible. We value work-life balance and flexibility, and as a result have introduced policies such as our hybrid office schedule, casual dress code, and flexible Fridays, which allow us to wrap up meetings for dedicated focus time or to start our weekends sooner, year-round. Our commitment to employee growth and development is demonstrated through our offering of facilitated courses and certificate programs and our investment in resources that enable self-paced learning.
Role Overview
The Senior Manager, Major Account Sales, Enterprise focuses on expansion of Brother Mobile Solutions’ (BMS) sales revenue and market share within the target vertical markets - Transportation, Logistics & Retail. This position works with primarily top-tier large end-user customers, independent software vendors (ISV), as well as reseller and distribution channel partners through pro-active prospecting sales activities. role develops a sales strategy/business plan to expand Brother Mobile Solutions sales within the United States to achieve planned sales objectives. This position opens net new accounts and continues to increase business with current customers. This position works collaboratively with other internal groups to fulfill administrative and reporting requirements, solidify strategy, increase sales, and grow the business.
Duties & Responsibilities
Sales Strategy & Account Management
- Drive demand at end-user customers for BMS products, primarily with top-tier accounts
- Gain specification position with targeted large end-users, ISV, distribution, and reseller partners
- Create unique go-to-market strategies
- Develop and execute demand generation programs
- Build sales opportunity pipeline
- Provide sales, technical and administrative support for the region
- Lead efforts to develop and execute sales plans with existing and new channel partners and distribution partners to ensure sales team(s), both internal and external, support the plan objectives and meet organizational goals
- Lead discovery and development for new Transportation & Logistic markets, applications, and channels
- Actively seek out new customers, applications, vertical markets, and channel partners for mobile printing
- Effectively communicate to management with timely and accurate reporting, forecasts, and updates
- Track sales results as compared to budget, organize the relevant information, and report out to team members
- Proactively evaluate and analyze assigned segments for all classes of trade, providing insight and recommendations to the business
Education
- Bachelor's Degree (or equivalent experience) Business, Marketing, or related field
- Master's Degree MBA or related field
- 8 years Experience as a “hunter” sales professional with demonstrated results in creating new and expanding existing opportunities; End-user sales experience, specifically in selling technology-based solutions: hardware, services and integrated solutions.
- 3 years Experience with Major Accounts in the Enterprise market (Transportation, Logistics, Retail)
- Knowledge of Microsoft Office (Word, Outlook, PowerPoint, Excel)
- Knowledge of Salesforce or similar Customer Relationship Management (CRM) software
- Ability to penetrate and navigate large, complex organizations to create sales opportunities, including understanding, internalizing, and working with their decision-making process to produce sales results
- Ability to “hunt” for new customers and opportunities
- Ability to identify market needs and propose and create solutions with strong value proposition to meet those needs
- Ability to proactively provide input on demand generation activities - trade shows, advertising direction, web presence, press releases, and digital marketing
- Ability to create and present strong sales and marketing strategy presentations with an in-depth understanding of sales and marketing principles
- Ability to collaborate effectively with internal and external stakeholders, exhibiting a customer-centric focus
- Knowledge of Automatic Identification and Data Capture (AIDC) market and experience selling into the Enterprise market
This role is a remote field-based role. A fixed office schedule is not an expectation of the position.
Base Salary
- The targeted base salary range for this position is $125,000 - $145,000 per year.
- Base salary is determined by the education, experience, knowledge, skills, and abilities of the successful candidate, as well as factors such as internal equity, cost of labor in the hiring location, and alignment with market data.
- This position is eligible for a 31 k sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.
- This position is also eligible for a 6% bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.
- Bonus awards are discretionary and contingent upon individual performance as well as Brother achieving its corporate objectives, in accordance with the applicable bonus plan in effect.
- This position is also eligible for an auto allowance paid monthly in the first pay period of each month. This auto allowance may be used in the employee’s sole discretion but is intended toward maintenance of the employee’s own vehicle they’ll be using for business commuting. This is independent and in addition to the company’s Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses.
We offer a comprehensive benefits package with diverse plan options to meet your family’s needs, including health, vision, and dental insurance—all effective from day one of employment. Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of employee contributions, with employer matches vesting immediately. Additionally, we offer an educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs. Details are available at https://mybenefits.nfp.com/Brother/2025/guidebook/
Our Mission, Vision & Culture
Our mission is to live our “at your side” promise to simplify and enrich the lives of our customers, employees, and communities. We aim to be where people and technology meet, providing products and solutions that enhance how people live, work, and create. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed.
About Where We Work
Brother’s corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including HR, legal, finance, IT, and supply chain, and a significant presence of our business unit leadership and marketing teams. Our manufacturing and distribution facility in Bartlett, TN spans an impressive 1.5 million square feet - equivalent to 26 football fields - and is located on Brother Boulevard. In addition to the distribution center operations team, this facility hosts several other departments, including our customer service group. Brother also has employees based in other locations, such as Westminster, CO, where many of our marketing and product engineering team members from the mobile solutions division operate, as well as our distribution centers in Richmond, VA and Perris, CA. Additionally, our outside sales teams work remotely within their territories, staying geographically close to the accounts they support to ensure they are always “at your side” for our customers.
Equal Opportunity Employer (EOE) Statement
Brother International Corporation ("Brother") is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, disability, or any other characteristic protected by applicable local, state or federal laws. Brother is committed to providing reasonable accommodations to individuals with disabilities throughout the application or interview process. If you need an accommodation, please contact us at eoe_applicant_accommodations@brother.com .
Salary : $125,000 - $145,000
