Senior Director, National Sales, Strategic Channel Partners

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 Director, National Sales, Strategic Channel Partners strategizes, leads, and drives the overall growth of the Gold Partners of the Business Machines Group (BMG) at Brother. This role oversees three Channels: Copier Dealers, System Integrators and Value-Added Resellers (SI/VARs) and Office Products Resellers. The Senior Director Collaborates with the Major Accounts, Product Marketing, and the Partner Experience teams to establish measurable values for Customer Acquisition and Customer Retention Strategies driving Sales Growth. Additionally, the Senior Director leads a team of sales professionals and solutions experts and is responsible for coaching and mentoring them while performing according to Brother Culture Values and Business Expectations.
This role leads a national territory and travels regularly as part of their responsibilities as a sales leader. We estimate 2-3 trips per month on average, with short-form trips comprising about 2-4 days in average length.
* WHAT YOU'LL DO
* Sales Leadership and Team Management
* Train, mentor, and coach the Strategic Channel Sales team to perform Account Prospecting, Account Planning, Forecasting, Quarterly Business Reviews, Sales Negotiations, Data analysis, and KPIs
* Co-lead with the Commercial sales counterpart the future growth of the business while motivating and engaging the Strategic Channel Sales Team
* Consistently contribute strategic ideas and feedback to the sales and executive teams
* Support the team's growth by developing them into Sales Channel Experts
* Perform constant Business Reviews with customers and within Brother to promote communications and presentation skills and identify business efficiencies and areas of improvement
* Lead the business through building strong internal and external connections, influencing others through collaboration, and effective communication while sharing a clear vision of future strategies
Sales and Business Strategy
* Lead through innovation by constantly looking to enhance and automate processes and programs to remove complexity and add efficiency and effectiveness to the sales initiatives and overall business operations
* Lead the development of the overall sales strategy by channel, using trending data and sales analytics information, and define the size of the opportunity by channel and territory to accelerate growth
* Promote and maintain a healthy inventory level at the channel partner based on the end customer opportunities
* Spearhead new business opportunities and utilize creativity to grow the business
* Share insights and collaborate with the Product Marketing, Partner Experience and Major Account teams to support and align on customers' strategies
* 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 based on strategic portfolio and strategic accounts
* Stay current on industry news and changes as well as competitive models and features
* Track actual performance against expectations and modify strategies, territories, or incentive plans in response
* Lead team to promote Brother programs and secure long-term contracts
Reporting, Budgeting
* Prepare monthly, quarterly, and yearly reports for various internal groups, including executive presentations
* Prepare and deliver presentations for various regional and global meetings
* Lead team to manage product forecasting & supply chain activity and use internal software tools for reporting including Tableau and Salesforce
* ABOUT OUR IDEAL CANDIDATE
* Education
* Bachelor's Degree (or equivalent experience) in Business, Marketing, or a related field
Experience
* 12+ years of Sales Management experience within the B2B(2B) segment, preferably within a copier manufacturer, system integrator, or VAR environment; managing a group of salespeople and having cross-functional responsibilities
Software/Technical Skills
* Advanced proficiency leveraging and leading a team in adoption of CRM (preferably Salesforce)
Other Skills, Knowledge, & Abilities
* Demonstrated ability to exceed sales targets within a direct selling organization and/or operation
* Ability to lead sales function/region and set strategic direction
* Time management skills and the ability to plan ahead
* Negotiation Skills
* Attention to detail
* Strong communication skills (verbal & written)
* Knowledge of B2B Sales environment
* Knowledge of Managed Print Service (MPS) environment
* ADDITIONAL DETAILS FOR THIS ROLE
* #LI-Remote
* The salary (or hiring) range for this position is $190,000 - $215,000 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/2025/guidebook/
Benefits
We offer a comprehensive benefits package with diverse plan options to meet your family's needs, including health, vision, and dental insurance-all effective from day one of employment. Under our 401(k) retirement savings plan, we match up to 100% of the first 4% of employee contributions, with employer matches vesting immediately. Additionally, we offer an educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying programs. To learn more, visit our benefits page: https://careers.brother-usa.com/benefits
Our Mission, Vision, & Culture
Our mission is to live our "at your side" promise to simplify and enrich the lives of our customers, employees, and communities. We aim to be where people and technology meet, providing products and solutions that enhance how people live, work, and create. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed. To learn more about our culture drivers and company culture, visit: https://careers.brother-usa.com/ourculture
About Where We Work
Brother's corporate headquarters for the Americas is in Bridgewater, NJ, across from the Bridgewater Commons Mall. This location houses key corporate functions, including HR, legal, finance, IT, and supply chain, and a significant presence of our business unit leadership and marketing teams. Our manufacturing and distribution facility in Bartlett, TN spans an impressive 1.5 million square feet - equivalent to 26 football fields - and is located on Brother Boulevard. In addition to the distribution center operations team, this facility hosts several other departments, including our customer service group. Brother also has employees based in other locations, such as Westminster, CO, where many of our marketing and product engineering team members from the mobile solutions division operate, as well as our distribution centers in Richmond, VA and Perris, CA. Additionally, our outside sales teams work remotely within their territories, staying geographically close to the accounts they support to ensure they are always "at your side" for our customers.
Links to Learn More
To hear more about our business and culture, visit these helpful links:
* Brother's Product Categories:
https://careers.brother-usa.com/our-products
* Diversity, Equity, and Inclusion (DEI) and Employee Resource Groups (ERGs):
https://careers.brother-usa.com/employee-resource-groups-diversity
* Corporate Social Responsibility:
https://careers.brother-usa.com/our-corporate-social-responsibility-sustainability
* Work-Life and Flexibility:
https://careers.brother-usa.com/lifeatbrother
* Growth and Development:
https://careers.brother-usa.com/career-development
* Follow us on LinkedIn:
https://www.linkedin.com/company/brother-usa/
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 or any other aspect of the application or interview process, a reasonable accommodation will be made upon request.