Account Executive, Senior Living Group

Description

Henricksen (Oak Brook, IL) is a full‑service contract furniture dealership specializing in office, healthcare, education, government, senior living, and hospitality spaces. In 1962, Henricksen opened its doors as a small, family‑run dealership. Today, Henricksen is a leading national dealership with twelve offices in Illinois, Minnesota, New York, Pennsylvania, Tennessee, Washington, DC, and Wisconsin, 300+ full‑time employees, and annual sales of $300+ million.

With 300+ manufacturer partnerships, Henricksen offers an array of products from systems furniture, casegoods, seating, lounge, and conference furnishings to architectural solutions including modular walls, flooring, lighting, sound masking, and technology equipment. Henricksen is one of the largest privately‑owned dealer partners of HNI in the United States. HNI’s furniture brands include Allsteel, Gunlocke, HBF, The HON Company, and Kimball International.

The Account Executive will play a fundamental role in growing the Senior Living Group by creating exceptional client experiences, generating sales, and strengthening our brand within the senior living market. They will bring an entrepreneurial spirit and consultative approach to deliver compelling furniture and interior solutions that support resident experience, staff effectiveness, and operational performance. They will manage the full sales cycle inclusive of lead generation, strategic selling plans, sale closure, and execution of work for senior living clients and partners.

They will lead internal project/client teams, orchestrating work in alignment with expectations while managing relationships across clients, manufacturers, and third‑party vendors. They will act as a key collaborator across market and vertical sales teams to drive sales volume, margin, and strategic business goals within the senior living segment.

• Strategic Selling. Build a diverse network to generate viable leads across the senior living market, including owners, operators, developers, designers, and general contractors. Develop and execute a territory sales plan focused on new customer acquisition and growing existing senior living accounts in order to drive revenue growth. Qualify leads into potential clients through in-depth needs analysis and consultation efforts tied to resident, staff, and community needs.
  
  Apply depth of product line knowledge to explore, clarify, and influence client needs within senior living environments. Collaborate with internal team to formulate and present competitive quotes that optimize client investment and gross profit. Engage with other Account Executives and partners to cultivate leads and best position the organization for senior living opportunities. Develop and present compelling pitches that align solutions with senior living design, operational, and resident experience priorities.
  
  Handle objections proactively with skilled negotiations and a win‑win approach. Orchestrate efficient close of sale as required (e.g., signed orders, client purchase orders, deposits). Make educated go‑no go decisions so that pursuit time and efforts are maximized towards high value targets.
• Business Growth. Complete an accurate annual sales plan and maintain quarterly alignment with organizational and Senior Living Group sales targets. Maintain accountability for contributions to monthly, quarterly, and annual sales targets, margin, and new business goals within the senior living segment. Approach business opportunities in ways that optimize the organization’s probability for success in the senior living market. Provide timely reports on sales forecasts, pipeline activity, and new leads as required.
  
  Collaborate with VP of Sales, sponsors, and business development partners to develop strategic approaches to pursue and close senior living business. Capitalize on special sales and discount programs to promote designated manufacturer and partner solutions that support senior living growth.
• Vertical Team Leadership. Set up each senior living sale to be effectively managed and executed by the team. Maintain weekly touchpoints as required to…