What are the responsibilities and job description for the Major Account Manager, Corporate Sales position at Brother USA?
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 Manager, Major Account Sales, Corporate develops holistic business and customer development strategies and executes towards achieving the annual quota plan, with Corporate, Enterprise and Retail, end-user customers, within their assigned geographical territory. The core responsibilities of this position include continuously prospecting for & adding net-new customers (hunting), as well as retaining & expanding Brother business with current customers (cultivating), by providing value-added solutions and superior customer service, which Brother is known for in the industry.
This role is field-based and may be located anywhere within the defined geographical territory. Expected travel is up to 75%, which includes in-person customer visits, industry events, trade shows, including some weekends and holidays (as needed).
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 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 Manager, Major Account Sales, Corporate develops holistic business and customer development strategies and executes towards achieving the annual quota plan, with Corporate, Enterprise and Retail, end-user customers, within their assigned geographical territory. The core responsibilities of this position include continuously prospecting for & adding net-new customers (hunting), as well as retaining & expanding Brother business with current customers (cultivating), by providing value-added solutions and superior customer service, which Brother is known for in the industry.
This role is field-based and may be located anywhere within the defined geographical territory. Expected travel is up to 75%, which includes in-person customer visits, industry events, trade shows, including some weekends and holidays (as needed).
- Collaborate with Channel Partners (Dealers, Resellers) to prioritize regular engagement with Top 100, end-users in territory.
- Meet in-person or virtual with customers, as required, to drive business.
- Conduct QBRs with customers (Quarterly Business Reviews)
- Develop robust vertical & horizontal customer relationships for the purpose of retaining and expanding Brother’s portfolio of products and services.
- Represent Brother and participate in relevant market events, including but not limited to: customer trade shows, technology seminars, and industry association meetings.
- Communicate end customer needs, workflows and applications to Product Marketing, Engineering, Business Development and Sales Operations teams, with the purpose of formulating specific solution deliveries and increasing Brother partnership value.
- Develop annual & quarterly market and customer business plans/strategies for the territory, utilizing specific KPI objectives and reporting measures that support sales quota achievement rates, as well as needed pivoting actions.
- Proactively identify customer service needs and pain points and align them with the right mix of Brother printing, scanning, and labeling solutions.
- Serve as the end-customer liaison with internal & external cross-functional sales teams (Distribution, Dealers, Resellers) within the territory, to present a “One Brother” sales approach.
- Maintain weekly & monthly call reports with Salesforce.
- Manage & publish an updated calendar, projected out a minimum of 60 days in advance.
- Review & analyze territory sales information, by corporate sales verticals, to identify (up/down) customer sales trends, and create sales improvement actions to take with specific timing.
- Provide timely and accurate product sales pipeline forecasts for all end customers within the assigned territory.
- Bachelor's Degree (or equivalent experience) in Business, Marketing, IT, or related field preferred.
- Minimum 7 years with a combination 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.
- Minimum 2 years’ experience working with stakeholders and selling product portfolios to the Corporate/Enterprise/Retail vertical. (Preferred)
- Extensive knowledge of the "computer peripheral" area (e.g. Printer/Fax/MFC products & solutions)
- Knowledge of Customer Relationship Management (CRM) software (Salesforce preferred)
- Knowledge of office automation products (e.g. Digital copiers, network applications) (Preferred)
- 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.
- The salary (or hiring) range for this position is $90,000 - $110,000 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/
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/
Salary : $90,000 - $110,000
