Manager, Distribution Sales

JOB DESCRIPTION

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 Manager, Distribution Sales oversees and drives our distribution channel strategy for named distributor accounts. This role is responsible for developing and executing sales and marketing plans, driving sales enablement initiatives, and managing administrative functions for a select group of distributor accounts.

Additionally, this role is responsible for nurturing relationships between distribution partners, and internal Channel Account teams, to manage key end-customer accounts, achieve sales targets, and ensure operational efficiency.

This role will have account responsibility for D&H , Essendant, and Ingram Micro .

Travel Expectations : 6-8 short-form trips per quarter, including local travel, as well as account and HQ visits predominantly to Harrisburg PA, Buffalo NY, and Bridgewater NJ, as well as event travel which may be scheduled anywhere nationwide.

Sales Development :

• Develop and implement effective sales plans with objectives and measures to drive distribution channel growth and meet sales targets
• Develop strong relationships with key stakeholders including distributor accounts, channel partners, and internal resources to drive collaboration and maximize sales opportunities with end-user accounts to create a strong pipeline of leads for the Strategic Account and Major Account teams
• Actively contribute by making valuable suggestions and providing insightful recommendations to management based on market analysis, competitor activities and partner feedback to identify growth opportunities and drive strategic decision-making
• Confidently lead account planning meetings, fostering strategic alignment between Distributor sales teams and internal stakeholders to drive mutual business objectives
• In collaboration with the Partner Experience team, drive sales enablement initiatives, including training programs, sales tools, collateral, and resources to empower the distributor sales teams and enhance their effectiveness
• Travel to meet with distribution partners, attend industry events and participate in trade shows, trainings and events where key distribution and channel partners are in attendance as needed

Account Management :

• Manage annual marketing / sales program agreements, setting objectives, evaluating program effectiveness, and ensuring the successful implementation of account strategies to expand market reach
• Collaborate with Product Marketing, Partner Experience and Brother Channel Sales teams to align strategies and ensure a cohesive approach to market positioning and product launches
• Oversee Key Channel Partner accounts aligned with Brother’s Channel Sales focus, maintaining relationships, and ensuring customer satisfaction through regular communication, collaboration and support
• Proactively identify and solve account-related problems to support account sales performance

Reporting and Administrative Requirements :

• Manage administrative functions including but not limited to monthly sales reports; forecasting; updating CRM system with account activities, providing support for shipping updates, and ETA’s ensuring timely communication to accounts and channel sales teams
• Analyze market trends, monitor account sales performance, competitor activities, and gather channel partner feedback to identify opportunities for growth and improvement

Qualifications

Education

Bachelor's Degree (or equivalent experience) in business, sales, marketing, or a related field

Experience

7+ years of experience managing sales accounts and driving sales objectives, calling on customers in the field, and having face-to-face meetings

Software / Technical Skills

• Strong management skills with the ability to motivate and guide account sales teams to achieve targets
• Excellent negotiation, communication, and interpersonal skills
• Strategic thinker with the ability to analyze data and market trends to make informed decisions and recommendations to management

What We Offer Our Employees

We offer an above-market benefits package that includes a choice of Health Insurance plans (including Dental and Vision Insurance), a generous 401(k) Retirement Savings Plan, paid holidays, paid time off (PTO), and more! Plus, if you’re considering an advanced degree that would help you achieve your development and career goals, Brother USA offers a highly competitive tuition reimbursement program.

Apply today to learn why Forbes called Brother one of the World’s Best Employers (2020) and NJBIZ called Brother one of the Best Places to Work in New Jersey (2023)!

• The salary (or hiring) range for this position is $75,000 - $95,000 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