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Senior Director, Sales

Bridgewater, NJ

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 Senior Director, Sales leads and drives the overall growth of all sales within the Brother Mobile Solutions (BMS) group. This role is responsible for BMS End-User sales teams- spanning both Enterprise and Industrial Solutions & Channel Sales team across North America. This highly skilled position leads diverse teams & independent functions, spanning other people managers / leaders with the goal of managing existing accounts/channels and developing whitespace accounts while securing qualified leads through Marketing and Sales efforts.


The Senior Director leads a large team of sales professionals and solutions experts dedicated to verticals such as Retail, Route Accounting, Transportation/Logistics, Public Sector, Field Mobility, Industrial Solutions, Manufacturing, and more.


Sales Leadership and Diverse Team Management

  • Train, mentor, and coach the team to perform consultative sales and elevate/enhance the solutions selling skills, showcasing Brother as the experts in Mobile, Desktop, Industrial Solutions space with superior Return on Investment & Total Cost of Ownership
  • Lead the sales & channel function, driving the future growth of the business while motivating and engaging the team
  • Consistently contribute strategic ideas and feedback to the BMS Leadership team, influencing organizational direction
  • Enable an environment of learning and growth amongst the entire sales team, with the goal of creating a strong sales organization
  • Perform constant Business Reviews with customers/partners and within Brother to help realize BMS’s vision & goals
  • Lead the business through building strong internal & external connections, influencing others through communication and collaboration while sharing a clear vision of future strategies


Sales & Channel Strategy Development & Execution

  • Lead through innovation, constantly looking to enhance / automate processes & programs to remove complexity and add efficiency to sales initiatives
  • Lead team in development of the overall sales and channel strategy, using trending data and sales analytics info to define the size of each opportunity by vertical and territory
  • Lead team to promote and maintain a healthy pipeline of opportunities (2-3x of potential revenue)
  • Spearhead new business opportunities and utilize creativity to grow the business
  • Share insights and collaborate with internal stakeholders & teams to support future end customers’ and channel partnersstrategies
  • Analyze business trends and understand the customer base, both regionally and nationally, to lead effective strategy development
  • Study historical sales data to establish sales quotas, KPI’s and plan future sales targets based on strategic plans
  • Stay current on industry news and changes as well as competitive models and features
  • Track actual performance against expectations and modify strategies, territories, or incentive plans in response
  • Lead team to promote Brother programs and secure long-term contracts


Executive Reporting, Budgeting, & Forecasting

  • Prepare monthly, quarterly, and yearly reports for various internal groups
  • Prepare and deliver executive-level presentations for various regional and global meetings
  • Lead team to manage product forecasting & supply chain activity and use internal software tools for reporting


Qualifications

Education

  • Bachelor's Degree (or equivalent experience) in Business, Marketing, or a related field
  • Master's Degree (MBA) - Preferred


Experience

12+ years; a combination of experience spanning the following areas:

  • Experience managing and leading a large & diverse team of various sales functions/verticals, including Enterprise as well as Industrial Solutions markets 
  • Experience managing and leading channel sales and business development function
  • Experience being the sole owner & driver of all sales within a department/division/organization
  • Experience developing and executing on a Sales Strategy & vision, with a proven track record of superior results
  • Experience managing & leading a team of other leaders
  • Prior experience with labeling solutions, mobile printers, and AIDC equipment (preferred)


Software/Technical Skills

  • Knowledge of Customer Relationship Management (CRM) software (Salesforce strongly preferred)


Other Skills, Knowledge, & Abilities

  • Ability to penetrate and navigate large, complex end-user and channel organizations
  • Ability to understand, internalize, and influence customer and partner decision-making processes to produce sales results
  • Ability to effectively lead, inspire, motivate, and develop a diverse team of leaders spanning multiple markets, verticals, and functions
  • Excellent communication skills (written, verbal, interpersonal)
  • Ability to drive towards results and execute on key strategic initiatives
  • Ability to think strategically to drive the business forward
  • Excellent negotiation, mediation, and conflict management skills
  • Ability to effectively articulate the value proposition and guide others through a complex sales cycle
  • Expert knowledge in all aspects of sales management, including but not limited to: forecasting, goal setting, team planning, pipeline management, account mapping, resource management, time management, selling to the relevant executive, conducting executive briefings
  • Strong resilience and an aptitude for crafting creative strategies to achieve business growth aligned to the greater company vision
  • Strong executive presence & alignment to our leadership attributes: trustworthiness, talent engagement, and ability to manage through complexity
  • Ability to seek out new end-user and channel opportunities in the industry


Brother Benefits at a Glance

At Brother USA, we value our employees and are committed to their well-being and professional growth. As a Senior Director of Sales, you will enjoy a comprehensive benefits package, including:

  • Competitive salary and bonus program
  • Health and wellness benefits, including medical, dental, and vision coverage
  • Retirement savings plan with company match
  • Paid time off and holidays
  • Professional development and training opportunities
  • A supportive and inclusive work environment that values diversity and collaboration


This role will be a hybrid role. Subject to business needs, employees may work remotely up to two days per week. Assigned office days will be determined by managers.

  • The salary (or hiring) range for this position is $190,000 - $220,000 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/


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 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, a reasonable accommodation will be made upon request.

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