Role Overview:
The Manager, Regional Sales directs and manages all sales-related activities of Brother GT and DT Series products and embroidery machine product lines within a specified territory. This position assists and motivates Brother distributors to meet overall sales objectives. This role supports and directs activities of the Regional Sales Representative where applicable, aligning with the directives of the Senior Manager, National Sales. This position updates the company's Customer Relationship Management (CRM) tool with all sales-related activities and maintains a pipeline in the CRM tool that will achieve the annual sales goals.
Duties & Responsibilities:
Sales Activities
- Generate sales leads by cold calling, hosting open houses, attending trade shows, and scheduling appointments with channel partners
- Produce accurate monthly sales forecasts for the territory
- Plan and lead product seminars to share benefits of the IP machines with current and potential customers
- Fully utilize corporate CRM tool
- Achieve monthly, quarterly, and annual sales objectives as defined by the Industrial Products Division (IPD) leadership
Market Activity
- Develop knowledge of competitors’ products to stay abreast of like models and services
- Continually monitor and analyze competitors' products, programs, and pricing to help Brother stay aware of changes in the competition's sales strategy
- Monitor Brother’s position in the garment decorating marketplace, recommending enhancements
- Identify and report on new ideas around tools, policy, and procedures
- Act as liaison between distributors, end-user customers, and Brother internal departments for sales and service issues
Experience & Qualifications:
Education:
- Bachelor's Degree (or equivalent experience) in Business Administration or Marketing
Experience:
- Minimum 7 years
- A combination of experience spanning the following areas: Experience working in a customer-facing Sales role or similar; Experience managing assigned accounts within a region; Experience hunting for & closing new accounts
- Minimum 3 years
- Experience working within the direct-to-garment (DTG) printing industry
Software/Technical Skills:
- Knowledge of Customer Relationship Management (CRM) software (Salesforce preferred)
Other Skills/Knowledge/Abilities:
- Excellent analytical Skills
- Good organizational skills
- Proven negotiation skills
- Time Management
- Demonstrated ability to maintain positive client relationships
- Demonstrated ability to increase sales and close on accounts
- Excellent communication & presentation skills (verbal & written)
Additional Details for This Role:
his 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 south east.
Travel is expected throughout the territory up to 50% 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 $ 90,000.00- $ 110,000.00 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 $ 26,000.00 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.