Account Development Manager

Geiger, a Herman Miller company is seeking an Account Development Manager.

 

For over forty years, Geiger International has inspired the A+D community by pioneering the design and manufacturing of modular wood case goods and architectural furniture for private offices and commercial interiors.

 

 

General Purpose
Profitably deliver Geiger/HMI solutions to assigned accounts, supporting corporate sales and distribution strategies. Penetrate competitively-held and targeted accounts that are not current Geiger/HMI customers, and sell Geiger/HMI products/services to the established customer base to protect existing business and increase market share. In designated markets, this position also directly supports the A&D corporate strategy.

Essential Functions
° Penetrate specific target accounts-establish/communicate/implement account strategies/action plans to achieve sales/service volume/margin targets for new business development-partner with dealers
° Build account share within assigned target accounts that are existing Geiger/HMI clients, penetrating all subsidiaries, divisions, and affiliates of those customers
° Initial key contact with customer to develop, cultivate, and establish productive, collaborative relationships with customer decision-makers, influencing them by using consultative selling skills to discover, diagnose, and solidify the needs of the customer, and to propose and deliver world class solutions
° Manage major projects including formulation of purchase strategy and coordination of necessary resources
° Pro-actively develop and maintain a personal network of Geiger/HMI 'can do' allies to provide sales support to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results
° Develop and maintain relationship with A&D community if no A&D Rep position in the market
° Negotiate and establish contractual agreements with clients when appropriate
° In conjunction with the customer's company planners, assure that any product application offered to the client is within the capability of the product's performance and that the product will perform when installed
° Performs additional responsibilities as requested.

Minimum Requirements
° Bachelors degree in marketing, business administration or related field, equivalent level of experience considered
° 4-6 years successful contract or capital goods selling experience
° High level of presentation and consultative selling skills with strong customer focus
° Ability to present a professional image and gain a high level of confidence from a large number of customers
° Assertive, self-confident, self-starter and ability to work and contribute in a team environment
° Excellent verbal and written skills which include excellent interpersonal skills with strong emphasis on listening skills
° Sense of urgency, high level of energy and tenacity with the ability to work in a fast-paced, ever-changing environment while managing multiple accounts
° Willingness to develop both short-and long-term business with experience in penetrating and selling to long-term competitively-held accounts
° Desire and ability to learn (intentional learner) coupled with strong organizational skills
° Thorough knowledge of all Geiger/HMI products and service offerings; high level of literacy of Geiger/HMI's business/history/culture
° Demonstrated prospecting, qualifying, networking, problem-solving and negotiation skills
° Demonstrated high standard of performance and results-oriented (i.e., holding oneself accountable for results)
° Actively seeks opportunities, calculates risk, commits to action
° Demonstrated ability to effectively use office automation/communication software and tools currently being used in the HMI office environment
° Demonstrated high level of integrity and business ethics
° Must be able to perform all essential functions of the position with to without accommodations

Apply online at www.hermanmiller.com and reference job code 620