Manager, Key Account Sales, Retail & E-Commerce

Role Overview:

The Manager, Key Account Sales, Retail & E-Commerce manages sales for a predefined group of

customers in the Business-to-Consumer Retail and E-Commerce channels. This role maintains

relationships with buyers at assigned accounts, drives sales through inventory and promo management,

and positions new products to drive net new revenue opportunities. This role focuses on the following

product categories: printers, multi-function devices, standalone scanners, labelers, and their corollary

consumables and accessories.

This position manages a defined sales quota and predominantly focuses on selling to and engaging their

customers. Additionally, this role works closely with the product and channel marketing teams to promote

consistent messaging and execute on division strategies. This role is expected to be on-site, which

includes in-person client visits, and may require up to 60% travel.

Duties & Responsibilities:

Account Management, Selling, & Customer Engagement

• Identify and achieve sales revenue goals for accounts while maintaining a high level of profitability based on predetermined budget plans
• Maintain high levels of customer service, engagement, and account management, while keeping company interests and profitability in mind
• Engage with customers by phone and email, but also via on-site presence, such as through trade shows, national/regional meetings, Quarterly Business Reviews (QBRs), and more

Advertising & Promotional Strategy

• Coordinate advertising plans, promo schedules, funding negotiations, and all subsequent accounting of plans
• Plan product assortment, develop plan-o-grams, determine/support product transitions, special offers, stock levels, web developments, and more

Special Projects & Initiatives

• Coordinate/support special projects for the Sales teams and customers, as governed by the greatest needs at the time, including, but not limited to: Drive cross-functional collaboration toward placement of non-divisional SKUs; Manage inventory planning and communications for remanufactured machine stock

Demand Planning & Forecasting

• Accurately forecast supplies, hardware, and refurbished hardware monthly, based on seasonality, market trends, planned promotions, & product availability
• Communicate and collaborate regularly with credit, advertising, supply chain, logistics, and others to identify and resolve issues that arise

Administration & Reporting

• Complete monthly reports, provide competitive updates, and escalate issues to management
• Attend and actively participate in meetings with manager, team, division, and others as scheduled
• Stay up to date on current market trends and business applications

Experience & Qualifications:

Education

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

Experience

• Minimum 7 years
  • Experience managing sales accounts with an emphasis on driving sales results
  • Experience building rapport in a customer/client-facing role
• Minimum 4 years professional experience in a related industry or in learning new products/technology quickly - Preferred

Software/Technical Skills

• Understanding of the "computer peripheral" area (e.g. Printer/Fax/MFC products and solutions)
• Knowledge of inventory and Customer RelationshipnManagement (CRM) tools (preferably Salesforce)

Other Skills, Knowledge, & Abilities

• Ability to collaborate and build strong relationships with internal stakeholders and external clients
• Ability to diagnose customer issues & problem-solve for solutions
• Communication skills (verbal/written/interpersonal)
• Ability to craft and deliver professional presentations to all levels of an organization

Additional Details for This Role:

 

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

 

The defined sales territory for this role is Staples and Office Depot .

 

Travel is expected throughout the territory up to 40% of the time, or an average of 6-8 trips per quarter, dependent on business need.

 

#LI-Remote

 

Base Salary

• The targeted base salary range for this position is $70,000 - $94,000  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 22 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.