Industrial account manager

Company Overview

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.

Role Overview

The Manager, Industrial Solutions Sales drives sales for the Industrial Solutions (IS) sector. This role proactively identifies and develops new relationships to drive market penetration, collaborates with rep-firms to uncover high-value opportunities, and manages the full sales cycle from prospecting to closing. This role maintains a strong presence at reseller, contractor, and end-user accounts, regularly engaging with customers to understand their needs and attending industry events to showcase the BMS portfolio.

Duties & Responsibilities

Strategic Sales Management & Development

• Identify and develop new contractor and end-user relationships to proactively drive market penetration in the Western U.S.
• Develop and implement a sales strategy and business plans to deliver meaningful results
• Collaborate with rep-firms to uncover high-value opportunities and ensure alignment with Brother Mobile Solution’s strategic goals.
• Demonstrate a hands-on approach to managing the full sales cycle, from prospecting to closing
• Monitor trends, competition, and industry movements to stay ahead of the curve and inform strategy
• Align efforts with leadership and other stakeholders across the U.S. and internationally for seamless execution of sales strategies
• Leverage Brother’s CRM and other tools to track opportunities and report on lead progress to include monthly, quarterly, and annual forecasting

Customer Engagement

• Maintain presence and onsite availability at reseller/contractor/end user accounts
• Develop and nurture long-term relationships with customers, ensuring high levels of satisfaction and loyalty
• Regularly visit and engage with new and existing customers to understand their needs and provide tailored solutions
• Attend industry events showcasing the BMS Portfolio

Experience & Qualifications

Education

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

Experience

• Minimum 7 years a combination of relevant experience spanning:
• Technology Sales Experience - Quota-carrying end user facing sales
• Selling IT solutions to & through Channel Partners
• Minimum 2 tears experience selling to the Industrial Solutions sector including cabling, wiring, manufacturing, MRO, Safety Signage, and Auto-ID markets

Software/Technical Skills

• Knowledge of Customer Relationship Management (CRM) system (preferably SAP C4C) - Preferred

Other Skills, Knowledge, & Abilities

• Ability to translate complex datasets into clear, impactful stories and interactive dashboards that inform and engage stakeholders
• Ability to collaborate and develop teams to achieve desired results, by building trust and relationships with different functions in the organization
• Ability to handle and prioritize multiple projects under pressure and execute on tight deadlines
• Ability to think creatively and develop ideas that meet business needs
• Ability to effectively work independently and bring structure to ambiguous and complex situations/environment
• Excellent communication skills (verbal, written, interpersonal)
• Excellent presentation skills, with an ability to present to all levels of the organization
• Strong communication skills (verbal, written, interpersonal)
• Agility in managing and executing on simultaneous tasking
• Ability to penetrate and navigate large, complex organizations to create sales opportunities and strategies, including understanding and working with their decision-making process to produce sales results
• Ability to identify market needs and create solutions with a strong value proposition
• Ability to collaborate effectively with internal and external stakeholders, demonstrating a strong customer-centric focus

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 west of the Mississippi River.

Travel is expected throughout the territory up to 60 % 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 28k 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 3% 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.

Our 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. Details are available at 

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.

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.

Equal Opportunity Employer (EOE) Statement

Brother International Corporation ("Brother") is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, disability, or any other characteristic protected by applicable local, state or federal laws. Brother is committed to providing reasonable accommodations to individuals with disabilities throughout the application or interview process. If you need an accommodation, please contact us at [email protected] .