Senior Manager, B2B Sales

Brother Canada; Dollard-des-Ormeaux; Hybrid; CAD 95,000 - 130,000; Full time

Benefits offered by this job

Flexible vacation

Learning & development programs

Health & wellness benefits

STAR recognition program

Job summary

Brother Canada is seeking a Sr. Manager – B2B Sales to drive revenue growth through a team focused on B2B resellers, distribution, and legacy catalog channels. This leader will coach a high-performing sales force, build senior-level partner relationships, and align cross-functional teams to execute strategic sales initiatives.

The role requires 8–12 years in B2B sales, strong leadership, and a proven track record in value-based sales cycles, with a hybrid work model across Canada.

Qualifications

• 8–12 years of B2B sales experience.
• 3–6 years leading and managing experienced sellers.
• Experience managing complex, value-based sales cycles.
• Metrics-driven sales management experience with a focus on achieving business objectives.
• Experience leading both field-based and internal sales functions within a B2B environment.
• Experience in developing client-focused, differentiated, and achievable solutions.

Responsibilities

• Lead and coach partner recruitment strategy including identification, qualification, and onboarding.
• Own MDF allocation and partner investment decisions.
• Collaborate with Product Planning to design scalable partner incentive and enablement programs, evaluate program ROI, and course correct as needed.
• Own distribution strategy and relationships; manage channel economics and risks.

Skills

Sales leadership

B2B sales

Forecasting

Strategic thinking

Cross-functional collaboration

People management

CRM management

Education

University degree in Business

Tools

Salesforce CRM

Job description

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 Canada was established in 1960, marking over 65 years of operations. Brother Canada is headquartered in Dollard-des-Ormeaux, Quebec and is a wholly owned subsidiary of Brother International Corporation (BIC), based in the United States. BIC is in itself a subsidiary of Brother Industries Limited (BIL), which was founded in 1908 in Nagoya, Japan and operates in more than 30 countries worldwide.

Why Work at Brother?

At Brother Canada, we’re more than a team; we’re a community guided by our culture drivers of Accountability, Authenticity, Excellence, and Boldness. We foster collaboration, growth, and work-life balance through flexible hours, hybrid work options, wellness subsidies, learning and development, recognition programs, and employee discounts. With roots in Montreal since 1960, we embrace continuous improvement and a culture of “Challenging Spirit,” offering stability while delivering a superior customer experience.

Role Overview

Reporting to the Director, B2B Sales, the Sr. Manager – B2B Sales is responsible for driving revenue growth through a team dedicated to B2B Resellers, Distribution and legacy Catalog Divisions of Brother Canada. You are a results-driven sales leader who demonstrates a challenging spirit and can lead and coach a team of top sellers. You thrive on building strong relationships both with partners and by cross-collaborating with other departments. You leverage your influence and persuasive communication skills to influence and work through others to execute sales strategies to achieve results.

Duties & Responsibilities

Partner strategy, recruitment & growth

• Lead and coach partner recruitment strategy including identification, qualification, and onboarding
• Accelerate partner growth using structured programs, incentives, and enablement
• Build senior-level relationships within key partners to influence long-term commitment, including visiting partner sites and attending events
• Own partner segmentation and tiering strategy
• Serve as the primary business sponsor for top national and strategic partners.
• Accountable for achieving national revenue, gross profit, market share and strategic growth targets through B2B reseller, distribution, and catalog channels

Sales team leadership & performance management

• Lead, coach, and performance-manage a team of experienced B2B sellers
• Develop talent and bench strength
• Foster a strong, collaborative, and accountable team culture
• Drive consistent sales cadence including pipeline reviews, forecast discipline, business reviews

Cross-functional leadership & influence

• Act as the internal voice of the sales channel, gathering intel and providing insights to influence product planning and marketing on the B2B program.
• Translate market and partner feedback into actionable insights
• Provide regular communication and reporting to ensure alignment between sales execution and strategic sales initiatives.

Investment, MDF & program ownership

• Own MDF allocation and partner investment decisions
• Collaborate with Product Planning to design scalable partner incentive and enablement programs, evaluate program ROI, and course correct as needed.

Distribution & channel management

• Develop and manage distribution strategy and relationships
• Understand distribution economics and channel dynamics
• Identify and mitigate channel risks and opportunities

Operational excellence & execution

• Own sales operations execution at the national level
• Translate strategic initiatives into clear operational plans
• Provide accurate forecasting, reporting, and business insight, enabling leadership to make informed, timely decisions
• Any other work, duties, projects or ad hoc requests as assigned

Experience & Qualifications

Education

• University degree in Business or related field

Experience

• 8–12 years of B2B sales experience
• 3–6 years leading and managing experienced sellers
• Experience managing complex, value-based sales cycles
• Metrics-driven sales management experience with a focus on achieving business objectives
• Experience leading both field-based and internal sales functions within a B2B environment
• Experience in developing client-focused, differentiated, and achievable solutions
• Solid background in performance management

Technical skills

• Proficiency in managing sales teams through CRM platforms (Salesforce)

Languages

• Bilingual
• Proficiency in both written and verbal English communication is essential for effective correspondence with clients, suppliers, business partners, and colleagues beyond the province of Quebec

Leadership & competencies

• Natural leader with an ability to inspire performance with sales teams and others
• Effective persuasive communication and influencing skills across all levels in the organization
• Excellent presentation skills
• Demonstrates courage, resilience, and a relentless drive to exceed performance expectations.
• Commercially minded with an entrepreneurial approach to business development
• Sound business acumen and conceptual thinking skills to deliver on strategic objectives
• Proven track record of achieving sales growth and delivery of results to business plans
• Demonstrated resilience, accountability, and commitment to achieving results.

Other Requirements

• Travel required 20%–25% out of province

Additional Details For This Role

Hybrid Work Setting – Enjoy the flexibility of a hybrid model, with three days working remotely and two days in the office each week, supporting work-life balance and meaningful in-person collaboration. Exceptions may apply according to business needs. #atyourside

Our Benefits

• Our health and wellness benefits go beyond the basics, with medical, dental, vision, mental health support, financial advisors, and fitness programs to keep your mind and body in top shape.
• We’re big believers in recharging your batteries, with flexible vacation, personal days, summer hours, and a company-wide holiday shutdown so you can enjoy real downtime.
• Our retirement plan helps your savings grow faster with matching contributions and extra perks like a TFSA and mortgage benefits.
• And because growth fuels success, we invest in you with development programs, from LinkedIn Learning and Brother curated learnings to tuition reimbursement and personalized development plans.
• But it’s not all work, we love to celebrate! From BBQs to gala nights and our STAR recognition program, your wins get noticed and rewarded.
• At Brother Canada, we are truly At Your Side, supporting your success every step of the way.

Our Mission, Vision & Culture

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. We look to our strategic culture drivers - accountability, authenticity, boldness, and excellence - to enable us to consistently deliver on our vision, mission, and shared values. These drivers help us shape a culture that empowers the business to succeed.

About Where We Work

Brother Canada’s head office and distribution centre in Montreal’s West Island is at the heart of our operations, housing teams in Marketing, Sales, Customer Experience, HR, IT, Finance, Supply Chain, and more. Our sales office in Mississauga, Ontario, and distribution centre in Richmond, British Columbia, support our coast-to-coast operations. We collaborate across Canada and Brother Americas - always At Your Side.

Equal Opportunity Employer (EOE) Statement

At Brother Canada, we strive to provide an environment where everyone feels valued by respecting individual differences and welcoming diverse life and work styles. We are an equal opportunity employer and do not discriminate or make employment decisions on the basis of race, colour, religion, sex, disability, or any other protected characteristic.