Job Purpose:
Hunt, identify, qualify and develop new business for assigned accounts in contribution towards the established sales quota for the area of responsibility.
A glimpse of your daily mission:
Fill the “sales funnel” for the assigned territory and close deals by actively targeting key client groups -- especially Architect & Design Firms, Real Estate, Project Management, large corporate end users and government. Methods to include:
a) Networking
b) Gathering information and tracking leads
c) Working with SM/GSM to develop strategic alignment programs with select A&D and other key indirect accounts.
d) Developing and taking part in “Haworth capabilities” and product presentations.
Forecast sales based on “sales funnel” concept for 30-60-90 days and work with SM/GSM to develop winning strategy and close business.
Develop Sales Presentation strategies based on “product for project” concepts.
Conduct sales presentations to customers and offer products/solutions that meet clients’ expectations and support Haworth product development strategy.
Assist in developing Marketing strategies for Haworth products and services.
Actively work to gain market intelligence, including information on competitive products, competitors’ market activity, industry trends, future projects, etc.
Work closely with the sales operations team to complete the sales cycle.
Work closely with A&D Managers/ CEAs to ensure leads are exchanged and to give the customer a seamless experience.
Your Qualifications:
Excellent communication skills and experience in managing complex sales cycles with B-to-B selling processes in multinational companies
University degree with a minimum of 7-10 years of techno-commercial sales and/or marketing experience in the Building material industry/ Indoor office product portfolio
3-5 years of experience in the Modular office furniture industry is preferred.
Achievement orientation with the ability to hunt in the market with a ‘Go getter’ attitude
Strong connection with specifiers- primarily A & B grade Architects, builders, Interior designers, PMC, and Consultants in a given market or has worked closely with them in major metro cities.
Worked with End users/Clients with a solution-selling approach, preferably handling a premium product portfolio.
Quick learner, with a results-oriented thought process
About us
Haworth is one of the world's largest manufacturers of office furniture, providing solutions for tomorrow's customers worldwide. At the center of our work is the human being: What does a person need to work, what pushes them, motivate them and what makes people feel comfortable at work? Only if we can answer that question, we are able to introduce designs to our customers that will make them achieve their goals. To stay one step ahead, we invest in our own research, have a worldwide network of interesting partners and are part of think tanks around the world who are trying to think ahead. The family-owned company, headquartered in Holland, Michigan/United States, employs more than 8000 people and is represented in more than 150 countries in Asia, Europe and America with subsidiaries and partners.
Skills Required
- Bachelor's degree in Business, Marketing, Public Relations, Design, Architecture, Science, or similar field
- MBA
- Excellent communication skills and experience managing complex B2B sales cycles in multinational companies
- Minimum of 4 years of sales and/or marketing experience
- Experience in the office furniture or a related industry
- Excellent interpersonal skills
- High degree of professionalism and integrity
What We Do
Haworth is a global, family-owned furniture manufacturer that designs and produces innovative workspace interiors, focusing on quality, performance, and sustainable design.
