Manager, Major Account Sales, State, Local, Education (SLED), & Healthcare

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, Major Account Sales, State, Local & Education (SLED) and Healthcare is a field-based sales leader responsible for building and growing strategic relationships across the State, Local Government, Education, and Healthcare verticals. This role will drive revenue growth by engaging directly with end-users, managing key reseller and integrator partnerships, and positioning Brother’s technology solutions through specification, contract access, and long-term planning. This position is a proactive territory manager that understands public sector procurement and healthcare buying behaviors and translates that into actionable sales results. Duties & Responsibilities Strategic Relationship Development & Territory Management

• Build and maintain strong relationships with end-users across state and local government agencies, school districts, higher education institutions, and healthcare systems
• Act as a trusted advisor to decision-makers, procurement teams, and technical stakeholders by aligning Brother’s solutions to meet operational and compliance needs
• Identify, engage, and develop strategic reseller and channel partner relationships that align with SLED and healthcare business plans
• Influence product specification and design-in opportunities through early engagement in project planning and contract development

Sales Execution & Account Growth

• Develop and execute territory sales strategies to achieve revenue targets and expand Brother’s footprint in the SLED and healthcare sectors
• Proactively identify and pursue net new opportunities, while nurturing and expanding existing customer accounts
• Work collaboratively with internal teams (product, marketing, legal, operations) to support sales initiatives, contract compliance, and solution delivery

Contract and Bid Support

• Support and manage participation in relevant cooperative contracts, state contracts, and GPO agreements
• Participate in or lead bid responses, RFP evaluations, and quoting efforts in partnership with the internal contracts team and resellers
• Ensure product and pricing alignment within contract guidelines and customer expectations

Reporting & CRM Management

• Maintain accurate and up-to-date activity, pipeline, and opportunity data within Salesforce CRM
• Provide regular reports on account status, territory performance, and market conditions to management
• Monitor industry and vertical trends, bringing forward insights to help refine go-to-market strategies

Experience & Qualifications Education

• Bachelor's Degree (or equivalent experience) in Business, Marketing, Healthcare Administration, Public Affairs, or equivalent

Experience

• Minimum 7 years
• Experience in major account sales or business development, preferably in SLED and/or healthcare markets
• Experience managing large territories and complex sales cycles across multiple verticals
• Experience working with resellers, integrators, and contract vehicles (cooperative purchasing agreements, GPOs, state contracts)

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