Senior Manager, Regional Sales, Strategic Channel Partners

Brother International Corporation•Bridgewater Township, MI

3d•Remote

About The Position

The Senior Manager, Regional Sales, Strategic Channel Partners drives overall growth of Strategic Partners in assigned territory. This position partners with the Director of Regional Sales, Strategic Channel Partners, and Channel Leadership to develop strategies, provide ongoing feedback, and make recommendations that are developed to not only achieve but exceed sales and budget goals, drive and maintain growth and gain critical market share.

Requirements

Bachelor's Degree (or equivalent experience) in Business, Marketing or related field
Minimum 8 years a combination of relevant experience spanning the following areas:
Experience within sales management, specifically the Small-Medium Business / B2B Dealer Channel
Experience managing and leading a team of sales professionals
Minimum 8 years: Sales experience within a Copier Manufacturer, Reseller, Distribution Partner, System Integrator, or VARs
Knowledge of Customer Relationship Management (CRM) Software (Salesforce preferred)
Knowledge of SAP S4HANA
Demonstrated ability to exceed sales targets within a direct selling organization and/or indirect operation
Ability to quickly assess and define a customer's business needs
Ability to identify processes, competitive issues, pressures, and vendor partnerships
Ability to lead a sales function/region and set strategic direction
Time management skills
Ability to plan, prospect and add new business
Attention to detail
Strong communication skills (verbal, written, interpersonal)
Influence & negotiation skills

Nice To Haves

Experience with Solution Sales and knowledge of Print Management, 3rd Party Solutions, Managed Print Services (MPS) environment and Document Management Solutions

Responsibilities

Develop and implement distinct strategic growth plans for Strategic Partners within the territory for each channel
Manage relationships with Principles, Owners, and Key Decision Makers
Assess, clarify, and validate Strategic Partner requirements at regular intervals to maintain high partner satisfaction
Provide constant and rapid feedback to senior management of changing trends in the industry and with competitors
Analyze regional market trends Including: Managed Print Services (MPS Subscription Services, Solutions, A3, A4 and Service Programs)
Assist in the development of sales strategies by channel within each territory using sales data and analytics
Acquire new partners and customers with best-practice integrations and team selling
Attend Quality Business Reviews (QBRs) and strategic account planning sessions in conjunction with internal departments, Major Accounts, and Distribution
Develop a team that exemplifies the Brother Culture, demonstrating Accountability, Boldness, Excellence and Authenticity
Assess guide and manage direct reports to create value and foster relationships internally and externally
Maintain and expand territories by counseling direct reports, building rapport with existing strategic partners and identifying and driving new opportunities
Identify and provide sales tools, both in technology and areas of business acumen
Ensure company policies and divisional procedures are met
Grow sales by identifying stretch goals per dealer/reseller, measuring profit and outcome
Understand the needs of the customer, linking them to Brother's capabilities/advantages
Implement and support Volume Rebate, Market Development Funds (MDF), Dealer Events, Rolling Thunders, National Meetings and Incentive programs as a method for building the region's business
Create new programs as applicable to maximize sales opportunities and brand awareness
Work closely with direct reports, Major Accounts, and Strategic Partners to maintain accurate product forecast