Manager, Major Account Sales, Healthcare & Education

Role Overview:

The Manager, Major Account Sales, Healthcare & Education develops a sales strategy/business plan to expand Brother sales within the assigned territory and achieve sales quota with Healthcare and Education vertical end-user accounts in the U.S. The Manager opens net new accounts and continue to increase business with current customers through an executable sales strategy. Additionally, the role manages current accounts and engages with customers to foster strong relationships and add critical net new sales.

Duties & Responsibilities:

Account Management

• • Identify top current end-users in territory; engage regularly with these customers to drive solid relationships, continue current customer sales, and add critical new net sales
  • Participate in relevant market events, including but not limited to trade shows, technology seminars, and association meetings
  • Collaborate with cross functional teams such as marketing, engineering, and business development to discuss Healthcare and Education vertical solutions and provide feedback on customer needs, workflows, and applications
  • Coordinate team selling activities to ensure utilization of all available resources in prospecting/account management activities
  • Manage all territory HC-EDU bids and RFPs that Brother participates in- both directly and via authorized resellers
  • Stay current with and monitor all variants of contracts in the HC/ED space--- including state contracts, GOV-SLED buying groups, consortiums, and cooperative agreements

 

Sales Strategy Development

• • Develop an ongoing sales & market business plan/strategy for the territory with objectives and measures to meet sales goals
  • Identify key applications and solutions market for our printing, scanning, and labeling products in the territory
  • Identify and capitalize on strategic partnerships, both internally and externally, communicating frequently so as to penetrate specific end-user customers through a variety of ways, including but not limited to training, inside sales strategy, new solutions, webinars, promotions, and key sales calls
  • Execute strategic sales plan & review findings with management chain weekly

 

Reporting & Administrative Requirements:

• • Provide a monthly report on events of the month and keep all details updated in CRM system weekly
  • Manage and keep an updated calendar at least 90 days in advance
  • Review all vertical sales information from the CRM (Salesforce) detailing specific sales opportunities and all relevant activity
  • Analyze and strategize on report findings with management chain, continually monitoring and adjusting sales strategy as needed

Experience & Qualifications:

Education

• • Bachelor's Degree (or equivalent experience) in Business, Marketing, IT, or related field preferred

Experience

• • 7+ years of experience spanning the following areas:
    • Experience in a Sales environment, managing accounts within a region
    • Experience managing Medium-Large end-user accounts, preferably with specific knowledge on industry operations

 

Licenses/Certifications

• • HIPPA Privacy and Security Trained; Google for Education - Certified Education Level 1 - Preferred

Software/Technical Skills

• • Advanced knowledge of "Computer peripheral" area (e.g. Printer/Fax/MFC products & solutions)
  • Knowledge of Microsoft Office (Outlook, PowerPoint, Excel, Word)
  • Knowledge of Automation products (e.g. Digital copiers network applications)
  • Knowledge of Customer Relationship Management (CRM) (Salesforce preferred)

Other Skills, Knowledge, & Abilities

• • Demonstrated ability to collaborate effectively with internal/external teams, and maintain positive client relationships
  • Excellent communication & presentation skills (verbal & written)
  • Ability to diagnose customer issues & problem-solve for solutions
  • Knowledge of existing contacts, Book of Business with Healthcare, and/or Education (K-12, Higher Education) end customers - Preferred

Additional Details for This Role:

This role is a remote field-based role. A fixed office schedule is not an expectation of the position. #LI-Remote 

 

The defined sales territory for this role is the Southeast Region.

 

Travel is expected throughout the territory up to 65% of the time, or an average of 8-10 trips per quarter, dependent on business need.

 

Base Salary

• • The targeted base salary range for this position is $ 90,000 - $ 110,000 per year.
  • Base salary is determined by the education, experience, knowledge, skills, and abilities of the successful candidate, as well as factors such as internal equity, cost of labor in the hiring location, and alignment with market data.

Additional Compensation

• • This position is eligible for a 26 k sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.
  • This position is also eligible for a 6.86%bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.
  • Bonus awards are discretionary and contingent upon individual performance as well as Brother achieving its corporate objectives, in accordance with the applicable bonus plan in effect.
  • This position is also eligible for an auto allowance paid monthly in the first pay period of each month. This auto allowance may be used in the employee’s sole discretion but is intended toward maintenance of the employee’s own vehicle they’ll be using for business commuting. This is independent and in addition to the company’s Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses.