Offer summary

Qualifications:

Bachelor’s degree in design, architecture, or a similar field., 7-9 years of B2B sales and key account management experience, preferably in the building material industry., 5 years of experience in the office furniture or related industry in a client-facing role., Excellent communication skills and strong relationship-building abilities..

Key responsibilities:

Prepare annual business plans and identify key A&D firms and target clients.

Schedule and present new product presentations to target firms quarterly.

Develop and host events for the A&D community and key clients.

Establish and maintain relationships with A&D firms to support sales goals.

Job description

Key Roles and Responsibilities

Prepares annual business plan, including identification of key A&D firms, target clients aligned with each firm, prioritization of target accounts, and strategies to develop each account, working collaboratively with relevant A&D firm to increase market share and develop stronger business relationships.
Actively schedules and presents new product and program presentations each quarter to target firms to ensure most upto-date product knowledge has been communicated.
Applies working knowledge of A&D community and contacts to influence specifications.
Develops, coordinates, and hosts Haworth sponsored events for A&D community and key clients; includes working evenings and/ or some weekends to represent Haworth in A&D community
Hosts engaging speakers in market on relevant industry topics to educate design community.
Establishes and maintains solid relationships with A&D firms while providing design support to specify Haworth products that solve end-user problems and contribute to achievement of region’s sales goals.
Determines clients’ business goals; selects and presents Haworth products and services to help clients achieve same.
Promotes, communicates, and positively represents Haworth products, services, and capabilities to A&D firms, influencers, and potential customers. Maintains high degree of professionalism at all times.
Develops and fosters collaborative working relationships with sales leadership, area sales teams, and cross-functional strategic account teams to support global and market account initiatives in achieving sales goals.
Strategically positions Haworth products against competitive products to potential clients to educate customers on benefits and value of using Haworth products.
Ensures smooth transition of new accounts to appropriate Business Development or Global Account Manager to ensure clients receive seamless service from order through installation and post-sale service.
Contributes to collaborative business plan developed by Business Development Manager and to achieve maximum account penetration of existing accounts and maximum generation of new accounts.
Implements and follows Haworth’s sales programs, processes, and procedures to successfully follow and execute strategy to win more projects.
Fulfills assigned sales reporting requirements as needed to communicate account status to involved parties, including using internet and all other computer tools as needed to complete reports, utilizing personal computer (PC) and keyboard/ mouse.
Participates in local professional organizations; involved in at least one committee per association to develop and maintain relationships and increase opportunity for potential leads.
Contributes to regional sales quotas for Haworth by networking and developing leads that result in increased market share and profitability for organization.
Spearhead ad hoc projects (e.g. change management, maintenance of leads database).

Job Requirements and Qualifications

Quick learner, with relationship-building approach and results orientation.
Excellent communication skills, with High EQ, creativity & ability to adapt.
Bachelor’s degree in design, Architecture or a similar field.
Excellent contacts with key specifiers, tier 1,2 Architects, Designers, Builders & Consultants, in the territory being assigned.
7 – 9 years of B2B sales, Key account management and/or marketing experience, preferably in Building material industry/ Indoor office product portfolio.
5 years of experience working in the office furniture or related industry, in business development or marketing of premium products, in a client facing role.
Proven history of sales success, identifying and developing new business opportunities and high level of professionalism.
Experience of delivering professional sales presentations to diverse cross-section of customers.

Required profile