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Location: Remote | Job # 667 | Category: Sales- Business Development

Our client is a forward thinking, internationally based workspace furniture manufacturer seeking a proven individual contributor from the furniture industry to help grow their presence in the US with key partners, rep groups and dealers. This person will have an entrepreneurial spirit with a highly motivated, hunting driven consultative sales approach.

PURPOSE
  • To identify, establish and maintain new and existing markets within the US with the ultimate goal of expanding enterprise level Fortune 500 customer base with the goal of launching a U.S. based corporate entity within 2 years
  • Establishes, maintains and develops relationships with dealers, sales representative groups, Interior designer organizations and end user clients identified as the target client allowing our organization to clearly understand customers’ strategic goals, challenges, needs and expectations in order to maximize sales opportunities
  • On the strength of developed relationships and acquired market intelligence, proactively forecast and achieve revenue, gross margin and account targets through sales to new accounts
  • Develop and close identified sales opportunities; working across agreed market segments with a particular focus on the designers, architects and identified end user clients
  • Formulate high quality proposals; leveraging the U.S. dedicated PM, marketing and customer support team at the internationally based HQ
  • Work closely with the support team to ensure a smooth and effective transition of on-going account management to relevant CRM (current client relationship managers) and Site Managers and other team members
  • Collaborate with other dedicated U.S. functions across the organization (e.g. the Global Workplace Services team) to create client specific strategies in order to position our company as a preferred partner supplier

 

RESPONSIBILITIES

Brand

  • Maintain and strengthen the values of our brand in the local market

Client Management

  • Develop, maintain and enhance client relationships to ensure their expectations and needs are met; and subsequent sales opportunities maximized
  • Effectively represent the company in all external dealings and presentations with key stakeholders
  • Strategically target and invest in the pursuit of future client and project prospects to ensure the greatest chance of success with each opportunity
  • New business identification and follow up
  • Ensures all current end user client information is captured accurately and regularly in the CRM system
  • Attendance at suitable industry events to further networks and opportunities business needs

Financials

  • Ensure Sales targets / forecasts / gross profits are achieved to ensure the company always remains profitable
  • Minimize exposure to financial and operational risks e.g. bad debts, WHS
  • Ensure all outstanding payments are made consistent with the terms and conditions set

People and Team Support

  • Ensure you and support team adhere to company policies, process and procedures and adhere to local and global legislations
  • Ensure all representatives effectively utilize the QSE platform to ensure Safety, Quality and Sustainability standards and KPI’s are met
  • Work closely with support team to ensure a smooth and effective transition of on-going account management to relevant CRM (current clients), Project, Logistics and other team members

Commercial Acumen

  • Have the ability to identify, connect and leverage key decision-makers at critical sales cycle stages
  • Take the opportunity to transfer market and trends and apply knowledge of client to develop business opportunities
  • Can present, communicate and report on market, business and workplace trends with a wholistic view of people, technology and design
  • Engage with industry and stakeholder (end-user) relationships and networks at a senior level
  • Seek out and provides mentorship
  • Actively engage in diverse social media activities with a strong professional profile and presence

Adapting and Embracing Change

  • Understands and supports clients in the successful delivery of opportunities and their vision
  • Can quantify and communicate their intimate understanding of the clients’ needs and motivations and objectives
  • Can identify changing needs of team members and offers relevant support where necessary
  • Demonstrates awareness of how their emotions and behaviors can impact on others
  • Is able to control own emotions and support others with empathy 
  • Remains focused, composed and optimistic during high pressures times and can priorities to balance demands
  • Can remain optimistic and bounce back from negative experiences quickly, and learns from the experience
  • Anticipates the impact of changes and prepares for change, whilst maintaining a positive attitude

Interacting and Presenting

  • Ability to read audience reactions and shape conversations to provide value to the client
  • Asks appropriate questions to understand stakeholders and clarifies understanding of their needs
  • Documents stakeholders’ interactions and share this information with others to identify cross-functional opportunities
  • Is respected by others and conveys credibility
  • Builds rapport quickly and follows up to build and maintain relationships effectively
  • Is able to adapt communication style to team members to produce the best outcome
  • Conveys trust and transparency
  • Can empower, encourage and motivate others
  • Creates compelling visions and strategies with all stakeholders of what can be achieved

Creating and Conceptualizing

  • Actively seeks and engages in diverse experiences related to the industry and understands how the experiences are relevant to continuous improvement in their career
  • Will reflect on previous experiences to identify new development/growth opportunities
  • Thinks deeply about the client needs and identifies innovative ways to support them
  • Takes a considered approach to testing new ideas and can implement them in day-to-day operations
  • Challenges the client to think differently when there is an opportunity
  • Is able to clearly articulate complex ideas and translate into meaningful action
  • Consciously considers own decisions and actions, and identifies strategies to support individual, team and organizational goals
  • Is open to new ideas and improvement suggestions from others
  • Creates an environment that fosters innovation

 

Performing

  • Understand organizational strategy and forms individual strategies to align with organizational goals
  • Challenges own personal capabilities and sets developmental goals
  • Sets, monitors and achieves business targets
  • Understands own and others’ sales motivations (e.g. competition and recognition)
  • Promotes a winning attitude
  • Takes accountability for individual decisions and action
  • Plans the success of client interactions
  • Consider the impact of decisions for a desired outcome prior to communicating and know when to include stakeholders for a compelling business case
  • Proactively sets a good example for other employees, and consciously models desired behaviors to influence others
  • Takes complete ownership and responsibility of the client experience
  • Follows-up and evaluates the success of their clients’ experience and satisfaction

Analyzing and Consulting

  • Uses complex data and knowledge to support and develop ideas and performance improvements
  • Asks exploratory questions to understand stakeholder on a deeper level (understanding clients business and strategy) and uses this information to identify both problems and solutions
  • Shares knowledge and expertise with stakeholders to improve their understanding of complex problems and potential solutions
  • Is an sales matter expert in the previous history and future direction of the client and industry they sit within

 

REQUIREMENTS
  • Minimum 5 years of proven sales performance as an individual contributor within the furniture manufacturing industry.
  • Located in a U.S. major metropolitan area. This position will require regular air travel throughout the U.S. to meet and interface with new and prospective clients.
  • Established network of current, relevant industry contacts throughout the US.
  • Ongoing involvement within broader industry related associations.
  • Knowledge of strategic selling processes with a relationship driven, consultative sales approach.
  • Intermediate digital literacy (i.e. Adobe, Microsoft, digital platforms, etc.).
  • Bachelors degree or equivalent post-secondary training in sales, marketing, or business highly desired.
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