Sales Director, Strategic Channel Partners
Job Description
- Denver, CO, United States of America
- San Diego, CA, United States of America
- Dallas, TX, United States of America
- Los Angeles, CA, United States of America
- Austin, TX, United States of America
The Director, Sales, Strategic Channel Partner leads and drives overall growth within the Business Machines Group (BMG) business, ensuring the achievement of the designated sales quota for the Copier and Reseller Channel, which includes System Integrators and Value-Added Resellers (VAR). This position assumes leadership of the region and decides the overall sales and support plan(s) for the team, determining measurable sales activities that establish value and gain share.
The Director, Sales, Strategic Channel Partner is responsible for coaching, developing, and mentoring the assigned sales team, motivating behaviors that drive further sales and identifies areas for growth and improvement for each team member. This position influences key stakeholders across internal teams, namely the marketing and sales organizations.
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WHAT YOU’LL DO
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Channel Leadership
- Develop distinct strategic growth plans for each channel: Copier, Reseller, SI, and VAR
- Manage relationships with Principles, Owners, and Key Decision Makers
- Extensively analyze various sales metrics to have an excellent knowledge of performance history, key levers, and footings
- Understand business trends and the competitive landscape, including but not limited to: Managed Print Services (MPS), Solutions, A3, A4, and Service
- Establish sales targets (Dealer and Internal)
- Acquire new partners and customers with best practice integrations and team selling
- Participate in Quarterly Business Reviews (QBRs) and strategic account planning sessions in conjunction with internal departments
- Develop executive level relationships with key individuals in sales, purchasing, and marketing
Sales Team Management
- Work closely with direct reports to execute on existing business as well as drive new business
- Identify and provide sales tools, both in technology and areas of business acumen
- Ensure company policies and divisional procedures are met
- Build a team that is consistent with the broader organization that reflects Accountability, Boldness, Excellence and Authenticity
Program Development
- 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 business.
- Create new programs as applicable to maximize sales opportunities and brand awareness.
Forecasting/Supply Chain Management
- Work closely with internal teams to maintain accurate product forecasts
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ABOUT OUR IDEAL CANDIDATE
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Education
- Bachelor’s Degree (or equivalent experience) in Business, Marketing, or related field
Experience
- Minimum 10 years of sales management experience within the SMB B2B market, preferably within a Copier Manufacturer, Reseller, Distribution Partner, System Integrator, or VARs environment
Other Skills/Knowledge/Abilities
- Demonstrated ability to exceed sales targets within a direct selling organization and/or indirect operation
- Ability to lead a sales function/region and set strategic direction
- Time management skills and ability to plan ahead
- Excellent negotiation skills
- Attention to detail
- Strong communication skills (verbal & written)
- Knowledge of B2B Sales environment
- Knowledge of Managed Print Service (MPS) environment
- Experience with Solution Sales
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ADDITIONAL DETAILS FOR THIS ROLE
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#LI-Remote
- The salary (or hiring) range for this position is $125,000 – $145,000 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 https://mybenefits.nfp.com/Brother/2024/guidebook/
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WHAT WE OFFER OUR EMPLOYEES
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At Brother USA, we believe in investing in our employees and providing them with an environment that fosters growth, creativity, and a healthy work-life balance. Here are some of the benefits of working with us:
- Competitive Compensation: We offer a competitive salary and bonus program to reward your hard work and dedication
- Comprehensive Benefits: Our benefits package includes health, dental, and vision insurance, as well as a 401(k) plan with company match
- Professional Development: We’re committed to helping you grow in your career with opportunities for training and development
- Work-Life Balance: We support your well-being with flexible work arrangements and a focus on work-life balance
- Employee Engagement: Join a team that values your contributions and celebrates success together
Learn more about our benefits: https://careers.brother-usa.com/benefits
Learn more about life at Brother: https://careers.brother-usa.com/lifeatbrother