Area Strategist

Works with Area and Global Sales Leads to determine deal strategy, pricing and project portfolio for the geographic region; assesses opportunities, establishes a target portfolio, and aligns, structures and secures deals to support the portfolio strategy. Identifies key value drivers to win and deploys resources (value engineering, product application support, competitive analysis, executive sponsorship) to increase win rates. Leads contracting, compliance and high-level analytics efforts for the Area and coordinates deal-making activities, acting as an advocate for the Area.

• Acts as the Area knowledge expert regarding market opportunities, key accounts, must-win accounts, the pricing environment and distribution (dealers).
• Dedicated to an Area of the Country, and/or to a focused market segment, aligned with the Area and Global Sales leads, as well as key dealers in the geography representing approximately $500 million of business opportunity.
• Determines that the appropriate Contract Manager is assigned to priority accounts. May directly support key strategic accounts/opportunities as needed.
• Ensures that creative strategies are shared with the Herman Miller Sales Team and dealers.
• Maintains strong relationships with the dealers and Herman Miller Sales Team in the Area and regularly engages in pricing and dealer portfolio discussions, returning key market findings to the organization.
• Mentors/coaches Contract Managers and Herman Miller Sales Team to effectively address opportunity issues and develop winning strategies.
• Participates in Area sales meetings and travels frequently to stay connected to markets, dealers and customers.
• Participates, as needed, in the contracting process and customer negotiations/negotiation planning.
• Performs additional responsibilities as requested to achieve business objectives.
• Leads strategy sessions with cross-functional teams (sales, dealers and other resources) to connect with appropriate resources for an opportunity.
• Develops and refines contracting and deal-making processes and procedures to meet business requirements in a changing market environment.
• Prioritizes opportunities and deploys appropriate resources to win the deal.
• Provides analytics on target vs. current portfolio, opens opportunities, tracks wins and losses, and shares market information to increase contract base, win new business and maximize market performance; informs area Contract team of critical information.
• Streamlines opportunities through the corporate selling process by partnering with sales and dealers.
• Works with sales leads to establish a target portfolio and develops a strategy that identifies new opportunities and structures deals and pricing to align with the strategy and portfolio.

• Performs additional responsibilities as requested to achieve business objectives.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in Business Administration or equivalent education and professional experience. Master's degree or equivalent experience is desirable.
• 8-10 years of previous business experience with 5-7 years of successful contracts work in a capital goods industry or professional services.
• Working knowledge of contract law and the Uniform Commercial Code.
• Working knowledge of all antitrust legislation, including Robinson-Patman Act and Sherman-Clayton Antitrust Act.
• Expert-level contract management technical skills including sound understanding of GSA compliance and administration implications.
• Must be able to influence without explicit authority, using positive influence to build and gain consensus.
• Ability to teach, coach, monitor, and influence dealer principals, Herman Miller sales management, and other corporate resources.
• Expert ability to think strategically and execute tactically; must be financially literate and possess well-developed business acumen.
• Demonstrated leadership competence as defined in Herman Miller's Leadership Skills and Behaviors.
• Must be able to articulate roadblocks encountered in winning business, and have the drive to participate in solutions.
• Highly developed interpersonal skills and ability to facilitate positive customer service.
• Expert written and oral communication skills, particularly as applied to sales and services negotiations.
• Ability and willingness to travel approximately 25% - 50% of the time.
• Demonstrated ability to effectively use office automation, communication, software and tools currently used in the HMI office environment.
• Must be able to perform all essential functions of the position with or without reasonable accommodations.

The physical demands described here are…