Manager, Major Account Sales, Healthcare & Education

The Company at a Glance 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. The Manager, Major Account Sales, Healthcare & Education develops a sales strategy / business plan to expand Brother sales within the assigned territory and achieve sales quota with Healthcare and Education vertical end-user accounts in the U.S. The Manager opens net new accounts and continue to increase business with current customers through an executable sales strategy. Additionally, the role manages current accounts and engages with customers to foster strong relationships and add critical net new sales.

• WHAT YOU'LL DO
• Account Management :
• Identify top current end-users in territory; engage regularly with these customers to drive solid relationships, continue current customer sales, and add critical new net sales
• Participate in relevant market events, including but not limited to trade shows, technology seminars, and association meetings
• Collaborate with cross functional teams such as marketing, engineering, and business development to discuss Healthcare and Education vertical solutions and provide feedback on customer needs, workflows, and applications
• Coordinate team selling activities to ensure utilization of all available resources in prospecting / account management activities
• Manage all territory HC-EDU bids and RFPs that Brother participates in- both directly and via authorized resellers
• Stay current with and monitor all variants of contracts in the HC / ED space including state contracts, GOV-SLED buying groups, consortiums, and cooperative agreements Sales Strategy Development :
• Develop an ongoing sales & market business plan / strategy for the territory with objectives and measures to meet sales goals
• Identify key applications and solutions market for our printing, scanning, and labeling products in the territory
• Identify and capitalize on strategic partnerships, both internally and externally, communicating frequently so as to penetrate specific end-user customers through a variety of ways, including but not limited to training, inside sales strategy, new solutions, webinars, promotions, and key sales calls
• Execute strategic sales plan & review findings with management chain weekly Reporting & Administrative Requirements :
• Provide a monthly report on events of the month and keep all details updated in CRM system weekly
• Manage and keep an updated calendar at least 90 days in advance
• Review all vertical sales information from the CRM (Salesforce) detailing specific sales opportunities and all relevant activity
• Analyze and strategize on report findings with management chain, continually monitoring and adjusting sales strategy as needed
• ABOUT OUR IDEAL CANDIDATE
• Education
• Bachelor's Degree (or equivalent experience) in Business, Marketing, IT, or related field - Preferred Experience
• Minimum 7 years a combination of experience spanning the following areas :
• Experience in a Sales environment, managing accounts within a region
• Experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operations Licenses & Certifications
• HIPPA Privacy and Security Trained; Google for Education - Certified Education Level 1 - Preferred Software / Technical Skills
• Computer peripheral" area (e.g. Printer / Fax / MFC products & solutions)
• Automation products (e.g. Digital copiers network applications)
• Customer Relationship Management (CRM) (Salesforce preferred) Other Skills, Knowledge, & Abilities
• Demonstrated ability to collaborate effectively with internal / external teams, and maintain positive client relationships
• Excellent communication & presentation skills (verbal & written)
• Ability to diagnose customer issues & problem-solve for solutions
• Knowledge of existing contacts, Book of Business with Healthcare, and / or Education (K-12, Higher Education) end customers
• ADDITIONAL DETAILS FOR THIS ROLE

The salary (or hiring) range for this position is $ 115,000 - $ 130,000 per year