What We Do
Our client integrates their passion for interior design and their partnerships with quality furniture manufacturers to assist in creating functional, comfortable, and attractive environments for all business types. Their experienced team provides comprehensive space planning and design solutions while sourcing unique products to enhance any commercial workspace. The core purpose of their company is to Build Culture, Create Community, and Enrich Lives. They seek to achieve this purpose for every client through each project they undertake, and the long-term customer relationships they’ve developed over the last three decades are a testament to that commitment.
What You Will Do
Generate leads, qualify potential customers, and produce solutions in which clients will utilize furniture and services from the dealership. Sales position is responsible for sales volume, margin percent and new business goals on a monthly, quarterly, and yearly basis.
·Network extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA, IIDA etc.)
·Research for leads through business journals, newspapers, industry periodicals and publications, internet, etc.
·Cold call potential clients in person or by telephone, or combination
·Participate in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership
·Qualify leads into potential customers; does thorough need analysis to understand client’s requirements for furniture products and services
·Make persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means
·Develop detailed, accurate and professional looking quotes through own effort or in conjunction with dealership personnel (designers, customer service representatives, project managers, etc.) and presents these to the customer in a timely manner
·Work with service departments to develop service contracts to present to customer when complex services are sold (design, for instance) or for major projects (installation, design, project management)
·Provide accounting department with timely information for any necessary credit checks
·Be responsible for setting up the sale so that it can be efficiently managed and administered by the dealership, and the dealership operations and business personnel
·Accept responsibility for the accuracy of specifications when entering orders themselves, and reviews specifications for obvious errors when done by others (design, for instance); provides complete, accurate and timely sales order (header data, pricing, contract numbers, etc.) and work order (site and project parameters, installation schedule, etc.) information required for proposal/sales order system
·Ensure a responsible close of sale by obtaining signed sales orders (and terms & conditions, if appropriate), client purchase orders and deposits as required
·Stay involved throughout sale implementation to ensure that any bottlenecks or changes in scope are identified and resolved, and that both customer and dealership are satisfied
·Be available, responsive, and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
·Provide frequent and regular follow-up contact with customer regarding after sale services and information, including customer satisfaction
·Conduct a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors
·Ensure the customer gets frequent and regular reports on order status, project progress and overall customer activity status
·Assist accounting in resolving any late receivables or customer credit issues
Goals and Performance
·Meet monthly, quarterly and yearly sales, margin, and new business goals as set by the dealership and sales manager
·Provide timely reports on sales forecasts and new leads as required
·Participate in special sales programs sponsored by the dealership or in conjunction with the dealership’s designated furniture manufacturers; attends training sessions as determined by the dealership
·Produce activity that results net new relationships, business, and ultimate fulfillment and development of sales pipeline
Contract Furniture Management
·Be knowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc.
·Have good understanding of contract furniture management at dealer level—account servicing, project management, order preparation, order management, factory interface, delivery & installation— including sale’s role in those processes and procedures
·Function as customer advocate for internal order fulfillment performance and service products
·Have knowledge of office environment issues (ergonomics, etc.)
What You Bring
·A minimum of a bachelor’s degree
·A consultative, team, can-do, and winning attitude
·5 years of selling in a competitive environment
·Proven ability to fill, manage, and close a sales pipe