Major Account Manager I

Overview:
The Major Account Manager position is responsible for managing North CA, WA, OR, ID, MT, UT, WY, AK and CO, building, maintaining and growing Commercial sales to 1,000 + employees, education (10K+ students) and healthcare vertical end-user accounts. Responsibilities include: achieving annual sales goals, maintaining and growing current business, opening net new accounts, achieving 1000+/500+ hardware units “Big Deals",

Supporting other Brother Companies and other criteria defined in the annual bonus goals. Problem solving, overall account management, sales and service coordination, product and solution based selling. All targeted business must meet MPA(Market Potential Analysis) criteria and guidelines.

Territory and Sales Management: 

• Develop a sound business plan that will act as the roadmap for exceeding yearly sales targets. Analyze current and targeted MPA account lists and meets minimum face-to-face meeting requirements (2.5 daily, 10 weekly). Incorporate and comply to all Planning document daily/weekly/monthly/quarterly and annual requirements. Isolated key business drivers, issues and decision makers within customer base. Report and track actual & projected sales results via Partner Avenue. Report weekly, monthly, quarterly and yearly territory activity to managers. Achieve 100% of sales quota and reach President Club goals. Offer suggestions for improving processes and procedures. Assist junior team members as needed.

 Relationship Management: 

• Contact and develop long-term trustful relationships with key decision makers both internally and externally through regular and open communication. Foster a cooperative business environment with all other Brother groups such as (IT Distributor team, DMR, OSS, BMS, Field Engineers). Utilize these relationships to achieve new and deeper penetration into targeted and named accounts. Participation in vertical market events, trade shows, technology seminars and association meetings may be required from time to time.

Administrative/Misc: 

• Provide ongoing reporting via SAS, Rosen forecast, Quarterly business plans etc. Maintain calendar, expense report, MPA exception form and other reporting requirements in accordance with divisional and corporate standards. Provide detailed sales updates for both normal and custom opportunities via case studies.

Qualifications:

                           MUST RESIDE IN SEATTLE OR DENVER AREA
• This position will require a mature, “field" seasoned salesperson with 5+ years recent printer selling experience to Fortune 1000 accounts.
• National Account Planning; account mapping and goal setting are all key requirements.
• Must be experienced in all aspects of account sales management including but not limited to: forecasting, use of assigned resources, time managements, prioritizing work load, problem solving etc.
• Ability to plan, coordinate and conduct product presentations.
• Product knowledge should be heavily weighted in the “Back Office" area, (Monochrome/Color Printer, Color MFC, Network, TCO environments) however, experience and understanding of Office Automation products, such as, Digital Copiers and various Network/Scan Applications, should be considered.
• PC proficiency in Excel, Word and PowerPoint.
• 80% travel within the geographical area of a predetermined territory will be required. Also visiting Bridgewater HQ and working some weekends as needed.

 

 
HIGHLY DESIRABLE QUALIFICATIONS:

Knowledge of SAP and CRM.

EDUCATION:
College degree or equivalent experience in business is preferred.


For immediate consideration, forward resume, which must include salary history and requirements (resumes without salary history and requirements will not be considered).