Senior Director, Sales & Business Development

The Senior Director, Sales & Business Development is an executive sales leader responsible for driving revenue growth, expanding market share, and leading a high-performing sales & business development organization for Brother Mobile Solutions (BMS), a division of Brother International Corporation.

This position develops and executes sales strategies across direct, channel, and strategic accounts while partnering closely with product management, marketing, operations, engineering, finance & human resource groups to achieve business objectives. This role is accountable for sales performance, customer & partner relationships, organizational development, and profitable growth. This executive will lead a large team of sales & business development professionals dedicated to drive growth in new and existing vertical markets such as Retail, Transportation/Logistics, Public Sector, Industrial Solutions & more.

Sales Strategy & Revenue Growth

• • Develop and execute the overall sales and business development strategy to achieve revenue, profitability, market share, and long-term growth objectives
  • Develop mid- to long-term business plans based on market trends, customer needs, competitive activity, and industry developments to expand market presence and drive sustainable growth
  • Identify and develop new business opportunities, priority vertical markets, strategic accounts, and partnerships to accelerate customer acquisition and market penetration
  • Build and maintain executive-level relationships with enterprise and public sector customers and key decision makers
  • Lead strategic account planning, complex contract negotiations, and executive business reviews with key customers and strategic accounts

Channel Partner Development

• • Develop and execute the channel strategy across distributors, value-added resellers, system integrators, and ISV partners to expand market coverage and drive partner-generated revenue
  • Build and strengthen strategic relationships with key channel partners and executive stakeholders through joint business planning and regular business reviews
  • Expand and optimize the partner ecosystem by identifying, recruiting, and developing partners aligned with strategic business priorities
  • Develop partner enablement, training, sales, and joint marketing programs that increase partner effectiveness, end-user engagement, and market penetration
  • Establish and monitor channel performance objectives, pipeline development, revenue contribution, and overall partner business results

Sales Leadership

• • Provide executive leadership with strategic recommendations, business insights, organizational updates, and performance results to support decision-making
  • Lead a high-performing sales organization accountable for revenue growth, profitability, customer acquisition, retention, channel development, and overall business results
  • Establish clear performance expectations, objectives, and accountability while coaching and developing sales leaders to strengthen organizational capabilities
  • Recruit, retain, and develop top sales talent while building succession plans and leadership depth for critical roles
  • Foster a customer-focused, high-performance culture emphasizing accountability, collaboration, continuous improvement, and professional development

Cross-Functional Leadership

• • Partner with Product Management to influence product roadmap, portfolio priorities, and go-to-market strategies based on customer and market needs
  • Collaborate with Marketing to develop integrated demand generation, market development, and customer engagement strategies that support business growth
  • Partner with Supply Chain and Operations to align business priorities, demand planning, product availability, ND financial objectives
  • Coordinate with Brother Industries Ltd. (BIL) on overall strategy development & execution

Business Operations Management

• • Own the annual sales budget, revenue forecast, profitability objectives, and overall financial performance for the assigned Mobile Solutions business
  • Develop accurate monthly, quarterly, and annual forecasts and drive pipeline development, CRM discipline, and opportunity management across the sales organization
  • Monitor key performance indicators including Sales-In, POS trends, pipeline, revenue, profitability, forecast accuracy, and channel performance to identify risks and opportunities
  • Prepare and deliver business performance reviews and executive presentations that communicate results, trends, risks, opportunities, and recommended actions
  • Analyze business performance and implement corrective actions, process improvements, and resource adjustments to achieve strategic and financial objectives

Education

• • Bachelor's Degree (or equivalent experience) Business, Marketing, or related field preferred
  • Master's Degree MBA 

Experience

• Minimum 15 years
• • Progressive B2B technology or hardware sales experience;
  • Proven success managing $100M+ annual revenue responsibilities;
  • Experience selling through direct and indirect sales channels;
  • Strong background in enterprise sales, strategic accounts, and complex solution selling

• Minimum 8 years 
• • Experience leading regional or national sales organizations;
  • Experience with CRM platforms such as Salesforce
• Minimum 5 years 
• • Prior experience with some or all of the following: Enterprise Hardware, Automatic Identification & Data Capture (AIDC), Mobile Computing, Barcode Scanning, Label & Mobile Printing, RFID

Software/Technical Skills 

• • Knowledge of Microsoft Office (Word, PowerPoint, Excel, Outlook) 
  • Knowledge of Salesforce or similar Customer Relationship
  • Management (CRM) system

Other Skills/Knowledge/Abilities 

• • Strong executive presence & alignment to our leadership attributes: trustworthiness, talent engagement, and ability to manage through complexity 
  • Build-up and execution of strategic sales growth strategies to achieve business growth and divisional profit
  • Knowledge in all aspects of sales management, including but not limited to: Pipeline Management, Sales forecasting, enterprise account management account mapping, resource management, financial acumen, contract negotiation, channel management, analytics
  • Executive communication skills (written/verbal/interpersonal) and ability to build productive relationships internally and externally
  • Ability to effectively lead, coach, develop and mentor others
  • Strong change management & negotiation skills
  • Ability to follow-up on commitments and take appropriate action 

• • This 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 national. Travel is expected throughout the territory up to 75% of the time, or an average of 8-10  trips per quarter, dependent on business need.
  • Please note that, with this role being an executive leader and our headquarters based in Bridgewater, NJ, should the successful candidate be identified within a commutable distance of the office, a hybrid office schedule on non-travel weeks will be expected.

Base Salary

• • The targeted base salary range for this position is $190,000 - $220,000 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 50% 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,