Vice President, Commercial Sales
Brother USA

Job Info

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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 Vice President, Commercial Sales leads and drives overall growth for Distribution, Direct Market Reseller (DMR) Channel, Dealer Channel, Office Superstore (OSS) Contract, and the End User Team (CMD) within the Business-to-Business (B2B) channel in Brother's Business Machines Group (BMG), which spans printing, scanning, labeling, and solutions. This role oversees a $100M+ revenue budget responsibility and leads a team of sales professionals across various sales channels. Additionally, this role has the ultimate responsibility for all sales functions within the B2B area and develops and implements sales strategies and policies that help the overall division meet its revenue and profit goals.

B2B Sales Leadership

• Oversee a significant revenue budget responsibility, driving success and growth throughout the B2B sales team, including the following channels: Distribution, DMR, Dealer, OSS Contract, and CMD
• Lead and develop sales leaders that are responsible for the day-to-day activities of the domestic B2B sales team
• Build a strong team through ongoing feedback, support, and guidance with the goal of facilitating both business and personal growth; set realistic goals and establish expectations; help team members improve sales and work quality
• Develop strong relationships with key stakeholders internally and externally, leading across the organization on key initiatives
• Develop, review, monitor, and enforce policies, practices, and procedures that impact the organization
• Consistently contribute strategic ideas and feedback to the broader executive team
• Meet and exceed customer expectations and demands

Sales Strategy Development

• Develop the overall sales strategy for the B2B sales force, ensuring corporate financial goals are met or exceeded
• Maintain a deep understanding of market competitors and trends, including evolving technologies, client needs, expectations, and opportunities
• Work closely with the Product Marketing organization on sales strategy development along with our parent company, Brother Industries (Japan)
• Manage shifts in the competitive landscape, operational efficiencies, and sales opportunities
• Spearhead new business opportunities and utilize creativity to grow the business in a competitive market
• Evaluate and facilitate changes to sales strategy, sales process, sales organization, and workflow to deliver maximum sales and profit growth
• Analyze business trends and understand the customer base, both regionally and nationally, to support effective strategy development
• Study historical sales data, establish sales quotas, and plan future sales targets together with each channel sales leader
• Track actual performance against expectations and modify strategies, territories, or incentive plans in response

Reporting, Budgeting, & Forecasting

• Prepare along with sales leaders monthly, quarterly, and yearly reports for various internal groups
• Prepare and deliver presentations for various national, regional, and global meetings
• Lead team to manage product forecasting & supply chain activity
• Determine annual budgets by product category in partnership with Product Management and our parent company Brother Industries (Japan)
• Oversee distribution and channel partner sales and marketing annual programs

Requirements

- Bachelor's Degree in Business, Marketing, or related field (or equivalent experience). Master's Degree or MBA in Business, Marketing, or related degree preferred
- A minimum 15 years' combined, relevant experience spanning the following areas:

• Leading a large national sales function, across multiple markets and channels
• Developing and executing on robust sales strategies
• Meeting and exceeding multi-million sales targets
• Leading and managing a team of people managers
• Leading a cross-functional department in a global environment

- Prefer a minimum 3 years' experience within the office supplies/consumer electronic industry

- Knowledge of Customer Relationship Management (CRM) Systems (i.e. SAP C4C or Salesforce)

Other Skills/Knowledge/Abilities

• Expert knowledge in all aspects of sales management, including but not limited to: forecasting, goal setting, team planning, 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 in a declining market
• Strong ability to strategically analyze data, think and execute on long-term action plans
• Excellent negotiation skills
• Excellent influence skills
• Strong communication skills (written/verbal/interpersonal)
• Strong ability to foster great relationships across the organization, globally, and with external partners
• Strong ability to deliver effective presentations at the executive level
• Ability to lead, develop, coach, and mentor cross-functional teams
• Ability to drive the organization towards its goals
• Expert knowledge of the office electronics industry

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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