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About the Role

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). This position develops and executes sales strategies across direct, channel, and strategic accounts, partnering closely with various departments to achieve business objectives. The role is accountable for sales performance, customer & partner relationships, organizational development, and profitable growth, leading a large team to drive growth in new and existing vertical markets.

Responsibilities

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.
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.
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.
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, and financial objectives.
Coordinate with Brother Industries Ltd. (BIL) on overall strategy development & execution.
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.

Requirements

Minimum 15 years of 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 of experience leading regional or national sales organizations.
Experience with CRM platforms such as Salesforce.
Minimum 5 years of prior experience with some or all of the following: Enterprise Hardware, Automatic Identification & Data Capture (AIDC), Mobile Computing, Barcode Scanning, Label & Mobile Printing, RFID.
Strong executive presence & alignment to leadership attributes: trustworthiness, talent engagement, and ability to manage through complexity.
Ability to build-up and execute strategic sales growth strategies to achieve business growth and divisional profit.
Knowledge in all aspects of sales management, including Pipeline Management, Sales forecasting, enterprise account management, account mapping, resource management, financial acumen, contract negotiation, channel management, and 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.

Skills

Microsoft Office (Word, PowerPoint, Excel, Outlook)
Salesforce or similar Customer Relationship Management (CRM) system
Executive presence
Strategic sales growth strategies
Sales management
Pipeline Management
Sales forecasting
Enterprise account management
Account mapping
Resource management
Financial acumen
Contract negotiation
Channel management
Analytics
Executive communication
Interpersonal skills
Leadership
Coaching
Mentoring
Change management
Negotiation skills

Location

Remote
National

Work Type

Remote
Field-based
Hybrid (if within commutable distance of Bridgewater, NJ)

Experience Level

Senior Director
Executive
15+ years of sales experience
8+ years of leadership experience
5+ years of specific industry experience

Education Level

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

Salary/Compensations

$190,000 - $220,000 per year (base salary)
Eligible for 50% bonus at 100% of target
Auto allowance

Benefits

Hybrid office schedule
Casual dress code
Flexible Fridays
Facilitated courses and certificate programs
Self-paced learning resources

About the Company

Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions with over 115 years of legacy.
Brother International Corporation (BIC) was established in 1954 and has over 70 years of operations in the United States.
BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), founded in 1908 in Nagoya, Japan, operating in over 30 countries worldwide.
Brother USA has consistently been recognized as a best place to work, fostering an inclusive, collaborative, customer-centric, and socially responsible workplace culture.
The company values work-life balance and flexibility.
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.
Strategic culture drivers include accountability, authenticity, boldness, and excellence.

Equal Opportunity

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.