Education Strategic Account Executive

Why join us?

Our purpose is design for the good of humankind. It’s the ideal we strive toward each day in everything we do. Being a part of Miller Knoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows Miller Knoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.

Accountable for penetrating high impact, new & competitively held Education accounts. Manage, grow and defend existing key accounts that are strategically significant with a mix of new and existing accounts that typically cross geographies. Lead and operate within complex networks and relationships for these highly visible accounts.

ESSENTIAL FUNCTIONS Conducts all sales activities and processes within the parameters of the Miller Knoll Sales process, utilizing corporate tools/resources provided.

Develops programs, strategies, leading or participating in winning projects. Builds a pipeline for sales opportunities. Drives ECommerce activities within Edu sales process including discovery, client management, post installation dealer and customer training.

Develops/builds volume within assigned accounts to a sustainable level applying lessons learned to provide optimal Miller Knoll buying experience.

Develops/owns the account/contract and opportunity strategy, communicates to selling team and dealer(s) in the local market(s).Influences and/or responds to the customer buying team to make a decision to purchase or expand our solution, typically a non-RFP process.

Proactively develop/maintain a personal network of Miller Knoll 'can do' allies to provide sales support for these accounts, to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results.

Maintains Salesforce (CRM) information so Sales Leadership can accurately complete monthly forecasts of expected sales volume, by account, by product line.

Manages within assigned expense budget.

Provides insights to key stakeholders/mobilizers that will make a case for change or help them realize a need through demand generation.

Researches accounts to understand their business priorities and objectives, competition, key stakeholders/mobilizers as well as possible trigger events for their purchasing patterns.

Utilizes peer-to-peer networking and social media to make connections with key stakeholders and protects accounts from competitive intervention.

Works with the customer buying team to understand, develop and bring consensus on the business need.

Create account plans for assigned Education institutions to include long term goals, strategies and actions.

Share Herman Miller’s POV with key account contacts and stakeholders to continue to position us as a knowledge leader.

Client’s POC on large projects within assigned Miller Knoll held contracts, responsible that our contractual obligations are met/exceeded.

Performs additional responsibilities as requested to achieve business objectives.

QUALIFICATIONS Education/Experience Bachelor’s degree in marketing, Business Administration, or related field. Equivalent level of experience considered if evidence of ongoing professional development.
5+ years of experience of successful contract or capital goods selling, preferably with major, national and/or government accounts.

Skills and Abilities

Experience leading teams and/or complex projects preferred.

Some knowledge of Miller Knoll products, services and culture, as well as the ability to distinguish Miller Knoll products/services from the industry competition.

Must have a love for new ideas and a passion for the sales process with an understanding of its foundations, actively seeking opportunities, calculating risks, and committing to action.

Demonstrated knowledge of Education/State & Local acquisition policies and procedures

Advanced selling skills, e.g. new business development, account penetration, strategic/conceptual/consultative selling, negotiation and contracts, as well as the ability to think strategically and execute tactics.

Must have strong…