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Senior Director, National Sales & Application Engineering

Company: Brother USA
Location: Bridgewater
Posted on: September 21, 2022

Job Description:

Let's Grow TogetherOur mission is to live our "at your side" promise and simplify and enrich the lives of our customers, employees, and communities. "At your side" is more than a slogan to us; it's the purpose we do our best to fulfill every day. With a legacy spanning over a century, this is a great place to launch or expand any career and push the boundaries of what comes next. We're committed to achieving shared success, and we provide opportunities for you to develop through experience, exposure and education. Our people have always leveraged their unique perspectives to keep us on the right track for a lasting future. If you want to innovate, learn, and grow with a global leader that builds products, services, and a company people love, then we'll be "at your side" every step of the way.The Senior Director, National Sales & Application Engineering leads the function, strategy development, and performance of the Brother USA (BIC) Gearmotor Sales & Application Engineering (Technical Support) organizations. This role selects, develops, and coaches a team to build a strong team and ensure that divisional targets are met and exceeded. As an Executive of the organization, this role champions Brother's culture, values, and maintains strong leadership qualities.

For Sales, this role develops and drives the annual sales strategy, with the goal of growing a profitable business within the assigned account base. Additionally, this role leads the sales team and cultivates effective business relationships at key accounts. To support the business, this position collaborates with Marketing to develop & implement successful sales campaigns and strategies.

For Application Engineering, this position leads the function and provides guidance on product development strategies and launch schedules. Additionally, this role provides direction on product data integrity and the data exchange between BIC and our international partner company Nissei (NCJ).

This role will travel 25%-50% across the USA and occasionally internationally. Description Sales Strategy & Leadership

  • Develop & implement sales strategies that are aligned with corporate objectives, supported with data & analytical theory, and focus on growing revenue
  • Develop Key Performance Indicators (KPIs) to ensure sales strategy success is tracked properly
  • Develop annual quotas, maintaining creative and motivating sales pay plans, and integrating appropriate KPIs to measure team success
  • Utilize the Brother CRM program (Salesforce) to analyze the sales process and the performance of the team
  • Continuously evaluate sales personnel and territories to optimize performance, ensuring frequent employee reviews to encourage development and communication
  • Act as a leading voice for the Gearmotor business when collaborating with internal support units to develop, drive, and execute on effective product launch & marketing campaigns
  • Create detailed, documented sales execution plans for new products, supported with analytical data
  • Develop frequent reports that regularly communicate level of sales performance as compared to sales strategy targets
  • Develop forecast process and communicate this information directly to the factories overseas via a monthly TV conference (evening hours EST) Application Engineering Leadership
    • Lead and actively manage the technical support organization, providing guidance to staff that supports the internal customer service team, outside sales, and our customers on a variety of Gearmotor (GMD) products
    • Provide feedback and set departmental direction for Product Development & Enhancements, in partnership with senior leadership
    • Serve as primary communication channel between the US market and Nissei Engineers overseas regarding technical matters and applications
    • Provide guidance to Application Engineers on conducting industry research for product development and competitive intelligence
    • Set KPIs for the Application Engineering team to drive internal improvement and insight into product marketing effectiveness Qualifications EducationBachelor's Degree (or equivalent experience) in Marketing, Business, Engineering, technical discipline, or related fieldExperienceMinimum 12 years A combination of relevant experience in the following areas:
      • Experience working directly in an outside sales function, managing accounts to drive product sales & grow the business
      • Experience managing sales personnel and/or technical support teams
      • Experience coaching & developing employees
      • Experience working in the mechanical power transmission market (i.e. Industrial Gear Boxes, Variable Speed Drives - Mechanical/Electrical, Industrial Electric Motors, etc.)Software/Technical Skills
        • Advanced spreadsheet (MS Excel) and numerical analysis skills (e.g. business cases, margin analysis)
        • Knowledge of Customer Relationship Management software (Salesforce or similar)
        • Knowledge of mechanical power transmission technicalities & specifications
        • Knowledge of Microsoft Office (Outlook, Word, PowerPoint)Other Skills/Knowledge/Abilities
          • Effective management/leadership skills, with an emphasis on coaching and employee development
          • Strong financial, business, and analytical acumen
          • Excellent communication skills & executive presence (written, verbal, interpersonal)
          • Executive presentation skills with an ability to present at all levels of an organization, domestically and internationally
          • Strong time management skills, with an ability to effectively manage multiple initiatives to drive the business
          • Strong problem-solving skills, with an ability to lead through complexity
          • Excellent negotiation & influence skills
          • Ability to set and adjust strategic departmental direction
          • Knowledge in all aspects of sales management, including but not limited to: forecasting, goal setting, team planning, account mapping, resource management, conducting executive briefings This role will be a hybrid role. Subject to business needs, employees may work remotely up to two days per week. Assigned office days will be determined by managers. Brother International Corporation has earned its reputation as a premier provider of home office and business products, home appliances for the sewing and crafting enthusiast as well as industrial solutions that revolutionize the way we live and work. Brother International Corporation is a wholly-owned subsidiary of Brother Industries Ltd. With worldwide sales exceeding $6 billion, this global manufacturer was started more than 100 years ago. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters, Brother has facilities in California, Illinois and Tennessee, as well as subsidiaries in Canada, Brazil, Chile, Argentina, Peru and Mexico. For more information, visit . Brother International Corporation ("Brother") is an equal opportunity employer and does not discriminate or make employment decisions on the basis of race, color, religion, sex, disability, or any other characteristic protected by applicable state or federal laws. If you require any physical or other assistance in completing this application, a reasonable accommodation will be made upon request.

Keywords: Brother USA, Trenton , Senior Director, National Sales & Application Engineering, Sales , Bridgewater, New Jersey

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