Strategic Accounts Manager
Company: Herman Miller, Inc
Posted on: June 14, 2019
You can make a salary. Or you can make a difference. Or you can
work as a Strategic Accounts Manager I at Herman Miller and make
About this Opportunity
As a Strategic Accounts Manager I, you'll be accountable for
achieving/exceeding revenue, profit, and market share growth
objectives, inclusive of the full Herman Miller family of
companies, for targeted strategic accounts in an assigned
territory. You will serve as the key contact with customers to
develop and establish productive relationships with
decision-makers, influencing them by using selling skills to
discover/diagnose their needs and deliver world-class
What You'll Do
You'll have opportunities to speak up, solve problems, lead others,
and be an owner every day as you...
Hold accountability for achieving assigned goals for sales, orders,
shipment volumes, new business, and margin percentage.
Build and maintain key relationships, presenting a positive image
of Herman Miller companies in the marketplace.
Conduct all sales activities and processes within the parameters of
Herman Miller companies' processes by strategically utilizing
corporately-provided tools and resources.
Develop and execute a business plan for new and existing accounts,
and guide relationships with end users, A D firms, and dealers
associated with these accounts.
Develop and grow assigned strategic accounts in the local
Effectively manage client situations to a positive result,
anticipate problems, work with key internal constituents, and
develop contingency plans.
Effectively partner and engage with Distribution and Commercial
partners within their market sales area (Metropolitan Statistical
Area - MSA).
Guide the strategy for assigned accounts to achieve volume goals
through the development and maintenance of long-term relationships
with select customers, ensuring long-term customer
Keep current with the account through research to identify possible
trigger events to penetrate the account.
Manage Customer Relationship Management (CRM) information
appropriately, provide timely reporting as needed, and manage
assigned expense and program budgets.
Network and manage communication between dealers, leadership, Field
Sales, Marketing, Contracts, and Customer Care.
Protect the account from the competition by understanding the
competitions' position and strategies.
Provide insight into new trends and modes of work that will make a
case for change or help customers realize a need (demand
Respond to and support opportunities within the account.
Spend over 75 percent of the time in the Field calling on
customers, partnering with Territory Sales and dealers to grow
relationships, and developing/managing business plans (including
necessary overnight travel).
Perform additional responsibilities as requested to achieve
Sound Like You?
You might be just who were looking for if you have...
A Bachelor's degree in Marketing, Business Administration, or a
related field. An equivalent level of experience will also be
At least two years of successful contract/capital goods selling and
account management experience (preferred).
Some knowledge of Herman Miller Healthcare products, services, and
culture, as well as the ability to distinguish Herman Miller
Healthcare products and services from the competition.
Selling skills, including account penetration, strategic selling,
conceptual selling, issues-based selling, consultative selling,
negotiation, and contracts, as well as the ability to think
strategically and execute tactics.
Strong organizational and problem-solving skills, as well as the
ability to collaborate and negotiate.
The ability to be a strong team player and an assertive
self-starter with the self-confidence and ability to represent
Herman Miller in a professional manner in order to gain a high
level of confidence from a diverse group of customers.
The ability to work in a fast-paced, changing environment at all
levels of the organization, as well as the ability to build
long-term effective relationships with customers and partners.
A love for new ideas and a passion for the sales process, with an
understanding of its foundations and the ability to actively seek
opportunities, calculate risks, and commit to action.
A demonstrated high level of integrity and business ethics.
Excellent verbal, written, and interpersonal communication
abilities with a strong emphasis on listening.
A demonstrated ability to effectively use the office automation,
communication, software, and tools currently used in the Herman
Miller office environment.
The ability to perform all essential job functions of the position
with or without accommodations.
Who We Are
At Herman Miller, our unique culture represents the collective
attitudes, ideas, and experiences of the people who work here. We
focus on protecting the environment, impacting our communities,
exceeding the expectations of our customers through high quality
products, and championing diversity in all areas of the business,
and together we are on a journey toward a better world. We support
the well-being of our employees in and outside of work by providing
a variety of opportunities including award-winning work-life
integration resources, development programs, complex health and
wellness offerings, and much more.
Herman Miller is a globally recognized provider of furnishings and
related technologies and services. Headquartered in West Michigan,
we have relied on innovative design for over 100 years to solve
problems for people wherever they work, live, learn, and heal.
HERMAN MILLER IS COMMITTED TO DIVERSITY AND INCLUSION. WE ARE AN
EQUAL OPPORTUNITY EMPLOYER INCLUDING VETERANS AND PEOPLE WITH
Keywords: Herman Miller, Inc, Albany , Strategic Accounts Manager, Executive , Albany, New York
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