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| Company: |
Herman Miller, Inc. |
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| Job Title: |
Market Manager/Business Development/ Dealer Mgr |
| Employment Category: |
Sales |
| Job Location: |
San Antonio - TX Texas - USA |
| Job Reference Number: |
484 |
| Job Description: |
General Purpose
Develop revenue from new accounts and/or penetrate existing account segments where we have not previously done business. Maintain/grow revenue from assigned dealers, partnering with dealer management to develop, implement and monitor annual business plans and sales strategies.
Essential Functions
° Develops/builds sales volume to a sustainable level within new accounts
° Initial key contact with customer to develop and establish productive/collaborative relationships with customer decision-makers, influencing them by using consultative selling skills to discover, diagnose, and solidify their needs and propose/deliver world class solutions
° Manages major projects including formulation of sales strategy and coordination of necessary resources
° Distribution Manager responsibilities: (this heading should be bold or italics)
° Liaison between dealer and local regional sales employees to provide sales support needs-shift accounts to dealer when possible
° Ensures dealer has all necessary resources, tools and training to sell independently whenever possible
° Conducts quarterly reviews with assigned dealers
° Coordinates with distribution management the development/implementation of dealer sales strategies/plans
° Presents new products to established mid-sized accounts and/or accounts that are driven by the dealer
° Conducts all sales activities and processes within the parameters of the HM Sellutions process, utilizing corporate tools/resources provided
° Proactively develop/maintain a personal network of HM 'can do' allies to provide sales support to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results
° Maintains up-to-date client information-provide reports as requested
° Actively participates, when appropriate, in team-based selling activities
° Maintains iSPOT information so Regional Sales Director can accurately complete monthly forecasts of expected sales volume, by account, by product line
° Manages within assigned expense budget
° Performs additional responsibilities as requested
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Skills Required:: |
Minimum Requirements
° Bachelor's degree in marketing, business administration or related field-equivalent level of experience considered
° Minimum 5 years of successful contract or capital goods selling experience, preferably including experience as a dealer direct salesperson
° Prior sales experience selling to GSA preferred
° Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation and contracts (closing)
° Must have strong organizational and problem solving skills as well as the ability to collaborate and negotiate
° Must be an assertive, self-starter with the self-confidence and ability to represent HM in a professional manner
° Must be able to work in a fast-paced, changing environment, at all levels of the organization (e.g., 'political savvy') and able to build long term relationships with customers/partners (particularly at senior decision-making levels within an organization)
° Excellent verbal, written and interpersonal communication ability with strong emphasis on listening; bilingual in Spanish a strong plus
° Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented (i.e., holding oneself accountable for results)
° Demonstrated high level of integrity and business ethics
° Must be financially literate and possess business acumen
° Expertise within a dealer environment with sales planning capabilities
° Demonstrated ability to effectively use office automation/communication software and tools currently being used in the office environment
° Must be able to perform all essential job functions with/without accommodation
° Willingness to travel
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Language Requirements: |
English-Very GoodSpanish-Very Good
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| Employment Type: |
Full Time
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| Yearly Salary: |
55000 USD
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| Posting Date: |
Mar 31 2008 |
| Education level required: |
Bachelor
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| Experience in years: |
3 to 5 Years |
| Company: |
Herman Miller, Inc. |
| Contact Name: |
Herman Miller, Inc. |
| Contact Phone: |
800-549-8219 |
| Contact Fax: |
954-375-9562 |
| Preferred Method of Contact: |
No Preference |
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