About the Role
Title: Senior Manager, National Sales, ISM
Location:
Miami, FL, United States of America
Orlando, FL, United States of America
Memphis, TN, United States of America
Atlanta, GA, United States of America
New York, NY, United States of America
Category: Sales
Job Description:
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 Senior Manager, National Sales, ISM leads sales efforts for a significant portion of the business, ensuring strong product strategies are created, executed, and drive sales growth. This role supports the development of the sales strategy, and channel support strategy. The Product categories for this role include Industrial Sewing Machines (ISM) for both apparel and non-apparel markets, which include Automotive, Medical, Fall protection, etc. While this role is primarily focused on the US market, oversight with respect to both Central and South American subsidiaries, and regions 2&5 (other Central America countries that don’t fall under our subsidiaries) are required in terms of collaboration, influencing management, and overall global leadership.
The Senior Manager, National Sales, ISM works closely with operations for inventory forecasting, and with marketing for promoting the product line. In addition, this position assists in managing the Regional Sales Managers, Technical Sales Specialist, and Product Managers for the product line, planning and directing time within the territory, supporting customer events and tradeshows while following expense budget guidelines.
Duties and Responsibilities
Sales Budget & Forecast
- Manage sales budget and sales forecast, assist in developing and measuring performance against targets to ensure sales budget and profitability targets are obtained and to achieve sales growth in assigned region and improve overall Industrial Product Division (IPD) performance
- Develop and maintain detailed sales forecast for assigned sales territories, maintain data and controls on inventory, sales numbers, sales & GP forecast with accuracy, ensuring all related issues are addressed and rolled into the monthly forecast and to assist Industrial Sewing Machine (ISM) in tracking its targeted budget
- Collaborate with channel partners to prioritize regular engagement with end-users in the territory
- Conduct QBR’s with customers and dealers (Quarterly Business Reviews)
- Acquire net new customers with solution selling and integrated team approaches
- Identify top current end-users in the territory, engage regularly with these customers to drive solid relationships, continue current customer sales, and add critical new net sales
Sales Strategy
- Assist in the recommendation of sales programs, pricing, and marketing strategies to improve the areas that the market may dictate and develop opportunities to increase sales
- Participate in relevant market events, including but not limited to trade shows, technology seminars, and association meetings
- Serve as the end-customer liaison with internal & external cross-functional teams within the territory
- Travel with sales team to observe and mentor in live customers meetings
- Perform monthly reporting to track progress and performance; report to stakeholders as requested
Reporting & Administration
- Provide a monthly report of team sales progress, outlining events of the month and keeping all details updated in Customer Relationship Management system (Salesforce) weekly
- Manage and keep an updated calendar at least 60 days in advance
- Ensure team members’ calendars are also updated
- Review all sales information from the company CRM, detailing specific sales opportunities and all relevant activity
- Analyze and strategize on report findings with management chain, continuously monitoring and adjusting sales strategy as needed
Education
- Bachelor’s Degree (or equivalent experience) Business, Marketing, or Related Field Preferred
Experience
Minimum 8 years
A combination of relevant experience spanning the following areas:
• Experience in sales management of Industrial sewing machine products and related technology to end users. Required
• Experience sales management experience of various distribution channels including distributors, dealers, etc. Required
Languages
Spanish Preferred
Portuguese Preferred
Software/Technical Skills
- Microsoft Office (Outlook, Word, PowerPoint) Intermediate Required
- Microsoft Excel Advanced Required
- Data Analysis/Forecasting Tools (Salesforce, Tableau, etc.) Advanced Preferred
- SAP OTC/Order Management Modules Advanced Preferred
Other Skills/Knowledge/Abilities
- Advanced analytical skill utilizing technology to research & analyze data Required
- Strong ability to extract and compile data from multiple sources, analyze the data, and then make recommendations for action Required
- Ability to remain results oriented and meet deadlines Required
- Strong interpersonal skills with the ability to build trusting relationships Required
- Strong written and verbal communication skills Required
- Self-management skills (ability to work independently) Required
- Strong problem solving skills Required