Senior Manager, National Sales, ISM
Full time @Brother International Corporation posted 2 weeks ago Email JobJob 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 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
- 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
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)!
#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/
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.
