Senior Director, Sales, Industrial Sewing and Printing

About the Company

Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions. With a legacy spanning over 115 years, the brand is renowned for producing award-winning printers, sewing machines, P-touch labelers, and more. Brother International Corporation (BIC) was established in 1954 and operates in the United States with its Americas headquarters in Bridgewater, New Jersey. BIC is a wholly owned subsidiary of Brother Industries Limited (BIL), founded in 1908 in Nagoya, Japan, and operates in more than 30 countries worldwide.

Brother USA has consistently been recognized as a best place to work, reflecting a commitment to fostering an inclusive, collaborative, customer-centric, and socially responsible workplace culture. The company values work-life balance and flexibility, offering policies such as a hybrid office schedule, casual dress code, and flexible Fridays. Employee growth and development are supported through facilitated courses, certificate programs, and self-paced learning resources.

About the Role

The Senior Director, Sales, Industrial Sewing and Printing leads the sales organization for the Industrial Products Division (IPD), with responsibility for the Industrial Sewing Machines (ISM) and Industrial Printing (IP) product portfolios. This role develops and executes comprehensive sales strategies to drive sustainable revenue growth, profitability, market expansion, and customer satisfaction across the United States. The Senior Director is accountable for sales strategy, channel development, sales forecasting, budgeting, business planning, and organizational performance.

This position provides leadership for Regional Sales Managers, Technical Sales Specialists, Product Managers, and other sales personnel while fostering collaboration across Operations, Finance, Customer Service, Product Management, and global business partners. While primarily focused on the U.S. market, this role also aligns strategically with Central and South American subsidiaries.

Responsibilities

• Develop and execute the overall sales strategy for the Industrial Sewing Machines and Industrial Printing businesses to achieve or exceed revenue, profitability, and market share objectives.
• Analyze business trends, customer needs, competitive activity, and industry developments to identify growth opportunities and support strategic planning.
• Develop and execute strategic business plans that support long-term category growth and market expansion.
• Identify, develop, and strengthen relationships with key end users, distributors, dealers, OEMs, and strategic channel partners.
• Drive new customer acquisition through consultative, solution-based selling and integrated cross-functional team approaches.
• Conduct Quarterly Business Reviews (QBRs) with key customers and distribution partners.
• Collaborate with channel partners to increase end-user engagement and expand market penetration.
• Recommend pricing strategies, sales programs, and channel initiatives to maximize business performance.
• Participate in trade shows, customer events, technology seminars, and industry association meetings to strengthen market presence and customer relationships.
• Serve as the executive liaison between customers and internal cross-functional teams.
• Lead the day-to-day activities of the Industrial Print sales organization across the Industrial Sewing Machines (ISM) and Industrial Printing (IP) product lines.
• Develop, coach, and mentor Regional Sales Managers, Technical Sales Specialists, Product Managers, and other direct reports to build a high-performing sales organization.
• Establish clear performance expectations, measurable objectives, and accountability for revenue growth, profitability, forecast accuracy, customer retention, and new business development.
• Foster a customer-focused, high-performance culture emphasizing accountability, collaboration, continuous improvement, and professional development.
• Travel with sales team members to observe customer meetings, provide coaching, strengthen customer relationships, and improve sales effectiveness.
• Develop, implement, and enforce sales policies, procedures, and best practices that improve organizational performance and operational effectiveness.
• Collaborate with Operations, Finance, Product Management, Customer Service, and global business leaders to align strategic priorities and support successful execution.
• Partner with international subsidiaries and regional leadership to share best practices, drive consistency, and support global business initiatives.
• Influence internal and external stakeholders domestically and internationally to achieve strategic business objectives.
• Provide strategic recommendations, business insights, and performance updates to executive leadership that support long-term organizational growth.
• Champion continuous improvement through process optimization, data-driven decision making, organizational development, and talent succession planning.
• Own the sales budget, revenue forecast, profitability targets, and overall financial performance for the assigned business.
• Develop accurate monthly, quarterly, and annual sales forecasts.
• Collaborate closely with Operations and Supply Chain to support inventory planning, demand forecasting, and product availability.
• Monitor inventory levels, sales pipeline, gross profit performance, and forecast accuracy to ensure business objectives are achieved.
• Analyze historical sales data to establish quotas, forecast future demand, and support business planning.
• Review CRM data, sales opportunities, and pipeline activity to improve forecasting accuracy and sales execution.
• Drive best practices that improve forecast accuracy, inventory management, and operational effectiveness.
• Ensure accurate and timely CRM documentation, opportunity management, and customer activity reporting across the sales organization.
• Prepare monthly, quarterly, and annual sales performance reports for executive leadership.
• Deliver business presentations during regional and global business reviews.
• Develop dashboards, reporting tools, and analytics that support informed business decisions.
• Monitor key performance indicators and communicate progress toward financial and strategic objectives.
• Review sales reports and pipeline activity to identify trends, risks, and growth opportunities.
• Analyze performance results with leadership and implement corrective actions as needed.
• Ensure calendars, travel schedules, customer engagements, and reporting requirements are effectively managed throughout the sales organization.

Requirements

• Bachelor's Degree (or equivalent experience) in Business, Marketing, or a related field.
• 12+ years of progressive sales leadership experience in industrial sewing machines, garment technology, industrial printing, or related industrial equipment and technology.
• Experience leading a national sales organization across multiple markets, customer segments, and distribution channels, including distributors, dealers, OEMs, and direct end users.
• Experience developing and executing strategic sales plans that drive sustainable revenue growth, market expansion, and profitability.
• Experience meeting or exceeding multi-million-dollar sales and profit objectives.
• Experience leading, developing, and coaching high-performing sales teams while building organizational capability and succession.
• Experience managing sales forecasting, budgeting, inventory planning, and business performance metrics.

Skills

• Intermediate knowledge of Microsoft Office (Outlook, Word, Excel, PowerPoint).
• Intermediate knowledge of Customer Relationship Management (CRM) System (Salesforce).
• Expert knowledge of sales leadership principles and best practices, including strategic planning, forecasting, territory and account planning, resource allocation, goal setting, pipeline management, executive selling, and customer engagement.
• Excellent negotiation, influencing, and executive relationship management skills, with the ability to build credibility and drive alignment across customers, channel partners, and internal stakeholders.
• Exceptional written, verbal, interpersonal, and presentation skills, with the ability to communicate effectively and deliver executive-level presentations to diverse audiences.
• Demonstrated ability to lead, develop, coach, and mentor high-performing teams while fostering collaboration, accountability, and continuous improvement.
• Strong problem-solving, decision-making, and organizational skills with the ability to prioritize multiple initiatives, work independently, meet deadlines, and consistently deliver results in a fast-paced environment.
• Strong financial acumen with experience managing sales forecasts, budgets, profitability, and key performance metrics.
• Advanced analytical and business acumen with the ability to synthesize data from multiple sources, identify trends, evaluate business performance, and develop actionable recommendations.
• Proven ability to develop and execute long-term sales strategies that drive business growth, including identifying opportunities in mature or declining markets through innovative and data-driven approaches.
• Demonstrated ability to build strategic customer relationships and collaborate effectively with cross-functional and global teams.

Schedule

Travel is expected up to 75% of the time, or an average of 9-10 trips per quarter, dependent on business need. When not traveling, this role follows a hybrid office schedule, with the opportunity to work remotely up to two days per week. Assigned office days will be determined by your manager.

Pay

The targeted base salary range for this position is $190,000 - $220,000 per year. Base salary is determined by 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.

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. This position is also eligible for a monthly auto allowance intended for vehicle maintenance used for business commuting, independent of the company’s Travel & Entertainment policy.

Benefits

• Comprehensive benefits package including health, vision, and dental insurance, effective from day one of employment.
• 401(k) retirement savings plan with up to 100% match of the first 4% of employee contributions; employer matches vest immediately.
• Educational assistance program that reimburses up to 100% of tuition, lab fees, textbooks, and other related expenses for qualifying courses.