Commercial Furniture Sales Rep

Job Purpose

The Contract/Commercial Sales Associate will function as the sales arm of Furniture land South’s Contract Division. The Commercial Sales Associate will seek out and develop leads and business opportunities and will work with clients who have commercial/contract needs to close sales opportunities. This person will also develop strong relationships with key decision makers by exceeding client expectations, making regular onsite visits, and being readily available to the client.

Provide occasional learning opportunities to key decision makers to build brand awareness. The Commercial Sales Associate will meet or exceed all established sales goals.

• Meet or exceed all established sales goals.
• Enhance FLS’s reputation by providing expert knowledge, presenting quality products driven by solutions within a customer’s budget, accepting ownership, and exploring opportunities to add value to job accomplishments.
• Contribute to our vision of enhancing the way our region works, learns, and lives by staying current on industry trends, offering the best solutions, and following through on our solutions.
• Screen and qualify potential opportunities within accounts by analyzing job requirements, timelines, financial positions, and competitive nature of each situation.
• For each project, ask discovery questions and understand project time, budget, and other constraints. After the need of the specific project is understood, identify a solution that maximizes sales volume and customer satisfaction.
• Develop strong relationships with key decision makers by exceeding customer expectations, making regular customer visits, and being readily available to the customer.
• Provide occasional entertainment and learning opportunities to key decision makers to build brand awareness and loyalty (i.e., lunch and learns, happy hours, CEUs, etc.).
• Keep up to date with new product offerings, industry trends, and job knowledge by reading professional publications, maintaining personal networks, and participating in professional organizations.
• Determine each account’s fiscal year and help determine a budgetary capital plan the upcoming year, as well as a future forecast budget plan.
• Work with design for drawings and specifications, assist with product and finish selections on a project specific basis.
• Offer customer a detailed, benefit focused product presentation along with a detailed quote for each project, revise quotes as needed.
• Discuss terms and conditions with customers, obtain customer signatures, and obtain credit applications and deposits as required.
• Follow-up, negotiate, and close projects; coordinate, place order, and track installation of the sale.
• Keep customer informed of billing dates and payment expectations, follow-up on collection efforts weekly.
• Complete a final walk‑through and punch list for each project, assist with close‑out of job.
• Present customers with annual customer survey and job specific satisfaction survey where required.
• Assist Customers with warranty related repairs and replacements when necessary.
• Make each account aware of value‑added opportunities outside the realm of furniture, including move management, cleaning, design, etc.; propose these services to the account when applicable.
• Alert Sales manager and develop an action plan immediately upon suspicion that an account is in danger of discontinuing services with FLS; make an account visit with Sales Manager within 24 hours.
• Follow all project management processes as identified by the Director.
• Responsible for identifying community donations and sponsor ships to be approved by the Executive Team.
• Expected to maintain contact with all existing accounts that are assigned to AE.
• Follow training path for specified position as defined by department manager.
• Develop annual team member objectives.
• Create 90‑day action plans each quarter.
• Utilize sales tools developed by FLS.

This is an onsite job that operates in a professional office environment. This role routinely uses standard office equipment such as laptop computers, photocopiers and smartphones.

While performing the duties of this job, the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision and ability to adjust focus. This would require the ability to lift files, open filing cabinets and bend or stand on a stool as necessary.

Required

Education and Experience:

High School Diploma or equivalent with three or more years of related experience.

• Associate’s degree from an accredited college or university with one year experience.
• 3+ years’ experience working in sales and design or related field.