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 and Design Firms, Real Estate, Project Management, large corporate end users, and government.
Methods to include are: Networking; Gathering information and tracking leads; working with SM/GSM to develop strategic alignment programs with select A&D and other key indirect, and other key indirect accounts; Developing and taking part in “Haworth capabilities” and product presentations.
Develop and implement business plans to increase new business and expansion opportunities; Have ownership for achieving assigned goals and objectives.
Forecast sales based on the “sales funnel” concept for 30-60-90 days and work with sales leaders to develop a 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 the internal Architect and design team, as well as Marketing to ensure leads are exchanged and to give the customers a seamless experience.
Your Qualifications
Bachelor's degree in business, Marketing, Public Relations, Design, Architecture, Science, or a similar field. MBA will be preferred.
Excellent communication skills and experience in managing complex sales cycles with B-to-B selling processes in multinational companies.
The ideal is 7-10 years of techno-commercial sales and/or marketing experience, preferably in the building material industry/ Indoor office product portfolio sales.
Minimum 5 years of experience working in the office furniture or related industry, in Key Account Management (Corporate Clients), sales or marketing of premium products.
Quick learner, who can drive business independently with a results-oriented thought process and relationship-building ability at the CXO level.
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
- MBA
- Excellent communication skills and experience managing complex B2B sales cycles in multinational companies
- 7-10 years techno-commercial sales and/or marketing experience, preferably in building materials or indoor office products
- Minimum 5 years experience in office furniture or related industry in Key Account Management, sales or marketing of premium products
- Proven ability to work independently, drive results, and build C-level relationships
- Experience developing business plans, sales forecasts (30/60/90 day) and delivering product-for-project sales presentations
- Experience targeting Architect and Design Firms, Real Estate, Project Management, large corporate end users, and government clients
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.
