Role Overview:
The Manager, Key Account Sales, Strategic Channel Partners (Gold Reseller) proactively supports the development of sales strategies and business plans, with the goal of expanding Brother sales to a predefined group of customers within the Strategic Channel Partner Gold Reseller space. This role serves as the primary Brother representative that will work closely with account sales representatives and senior management to drive sales and increase revenue, primarily virtually, and in-person as needed.
This role creates and executes on various promotional/incentive programs to increase sales effectiveness. In addition, this role collaborates closely with internal and external stakeholders, providing feedback to improve programs, and providing guidance to sales support team members. Additionally, this role manages their partner’s business and carries a sales quota. This role operates in a field-remote capacity, including approximately 35%–65% virtual customer engagement and up to 25% travel, depending on assigned accounts and business needs.
Duties & Responsibilities:
Account Management & Account Mapping
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Develop and manage strong relationships with Gold Reseller accounts within the defined territory
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Maintain a very high level of customer service and account management while keeping the best interests of the company in terms of sales and profitability satisfied
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Leverage relationships to create a strong pipeline of Leads for the Major Accounts space
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Identify opportunities for sales growth, supervise, and execute upon those plans
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Provide feedback to sales and marketing management for strategic decisions
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Develop sales strategies and manage business plans for continued growth within the market
Promotional/Incentive Planning & Implementation
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Create, execute, and manage established reseller programs
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Develop new programs that align with overall sales objectives and help reach departmental goals
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Stay current with market trends in a rapidly changing environment
Administration & Reporting
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Perform a wide variety of administrative/reporting functions, including but not limited to preparing meeting agendas, maintaining a proactive calendar, analyzing sales results, reviewing competitive information, planning product transitions, and reviewing internal initiatives
Program & Marketing Meetings
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Provide feedback to internal & external stakeholders regarding the effectiveness and implementation of marketing initiatives and sales programs
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Assist with back-end accounting/forecasting functions
Special Pricing/VPP Request Management
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Actively manage the special pricing procedures at accounts for large opportunities &andValued Print Program Plus (VPP+) Opportunities
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Coordinate with key account stakeholders to increase our overall contract sales business
Experience & Qualifications:
Education Level
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Bachelor's Degree (or equivalent experience) in Business, Marketing, or related field
Experience Level
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Minimum 7 Years
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Experience managing sales accounts and driving sales objectives for a wide product portfolio; Experience in identifying opportunity for sales growth
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Experience in the B2B Office Supplies environment- Preferred
Software/Technical Skills
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Extensive understanding of “computer peripheral” area (e.g. Printer/Fax/MFC products & solutions)
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CRM / SalesForce
Other Skills/Knowledge/Abilities
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Demonstrated ability to maintain positive client relationships
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Demonstrated ability to increase sales and close on accounts
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Excellent communication & presentation skills (verbal & written)
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Ability to diagnose customer issues & problem-solve for solutions
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Ability to effectively collaborate with internal and external teams
Additional Details for This Role:
This role is a remote field-based role. A fixed office schedule is not an expectation of the position. #LI-Remote
The defined sales territory for this role is national.
Travel is expected throughout the territory up to 65% of the time, or an average of 8-12 trips per quarter, dependent on business need.
Base Salary
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The targeted base salary range for this position is $ 80,000.00- $ 90,000.00per year.
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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.
Additional Compensation
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This position is eligible for a $ 26,000.00 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.
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This position is also eligible for a 6.86% bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.
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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.
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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.
