Summary:  This position is responsible for the sales of the organziation’s full product range to new and existing customers.  This position collaborates to convert qualified prospects to satisfied customers, assessing customer needs and proposing innovative workspace solutions that meet customer requirements.  The individual develops proposals and sales presentations for new and existing clients while actively maintaining customer relationships to achieve profitable account penetration.  This individual provides input into his/her sales and gross profit goals, monitors progress toward established goals, and adjusts activity as needed to achieve or exceed goals.

Responsibilities:

  • Relationship Building / Pre-Sale Advising
    • Maintain current understanding of industry trends and technical developments that affect customers
    • Assess potential customers’ business needs
    • Collaborate with internal partners to develop integrated potential solutions for customers
    • Provide customers with relevant information and recommend integrated solutions that address their business challenges
    • Demonstrate Creative’s expertise and value to existing and prospective customers
  • Selling
    • Develop sales proposals for customers, coordinating information from multiple disciplines into formal proposal
    • Deliver sales presentations
    • Develop and deliver technical presentations and workshops
    • Coordinate with internal partners to develop profitable winning bids
    • Act to close deals and finalize contracts
  • Account Management
    • Ensure exceptional customer service quality
    • Respond to customer inquiries and requests promptly and thoroughly
    • Make regular sales calls to existing customers.
  • Prospecting
    • Develop and continually work various client networks (e.g. real estate professionals, architects and designers, general contractors, and C-suite executives), particularly network within the associated with current customers
    • Establish and maintain industry contacts
    • Research, develop and maintain prospect lists of potential customers within existing customer organizations
    • Develop and execute strategic activities with existing customers
  • Forecasting, Budgeting Planning (individual)
    • Provide input regarding sales quotas and goals
    • Plan activities to achieve established sales targets
    • Monitor individual performance against goals
    • Meet or exceed established sales targets; analyze discrepancies and adjust activity to meet or exceed targets

The job requirements described below are representative of those that must be met by an employee to successfully perform the essential job responsibilities of this job.  The requirements are representative of the competencies, knowledge, skill, and / or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.

Competency Requirements:

  • Creativity/Innovation – Generates new ideas, challenges the status quo, takes risks, supports change, encourages innovation, solves problems creatively.
  • Customer Focus – Builds customer confidence, is committed to increasing customer satisfaction, sets achievable customer expectations, assumes responsibility for solving customer problems, ensures commitments to customers are met, solicits opinions and ideas from customers, responds to internal customers.
  • Results Focus – Targets and achieves results, sets challenging goals, prioritizes tasks, overcomes obstacles, accepts accountability, sets team standards and responsibilities, provides leadership/motivation.
  • Adaptability/Flexibility – Adapts to change, is open to new ideas, takes on new responsibilities, handles pressure, adjusts plans to meet changing needs.
  • Communication – Communicates well both verbally and in writing, creates accurate and punctual reports, delivers presentations, shares information and ideas with others, has good listening skills.
  • Negotiation Skills – Conducts positive negotiations, ability to compromise, handles conflict, seeks common ground, articulates own and others goals, stays focused on positive outcome.
  • Personal Organization – Keeps information organized and accessible, maintains clean/functional work space, works systematically/efficiently, manages time well.
  • Product Knowledge – Knows and explains product features/benefits, understands/sells the full product line, understands customer’s business operations and needs, understands/responds to the competition, applies market knowledge.
  • Sales Skills – Develops new business, identifies and sells to customer needs, translates product features to benefits, has good listening skills, is sensitive to customers, delivers effective presentations, negotiates well, uses closing skills appropriately, develops sales skills.
  • Territory Management – Forecasts sales, manages time and work flow, creates effective call plans, monitors and responds to competition, networks and generates referrals.

Education and / or Experience:  Bachelor’s degree from 4-year college or university  or equivalent work experience. Minimum 3 years’ experience in business-to-business sales with proven track record. Furniture industry experience preferred.

Computer Skills:  Must demonstrate familiarity with the Windows operating environment and proficiency in Microsoft Word, Excel and Outlook.

Other Key Skills and Abilities:  Must demonstrate ability to calculate mathematically, including discounts, interest, commissions, proportions, percentages, square footage, circumference, etc.

Physical Demands:  While performing the duties of this job, the employee is regularly required to sit or stand; walk and talk or hear. The employee must frequently lift and/or move up to 25 pounds.

Primary Environment:  Ambient room temperatures, lighting and traditional office equipment found in a typical office. Occasional exposure to building areas where use of personal protective equipment such as hard hats, hearing protection and safety glasses may be required.

Creative is an EEO/AA/VEVRAA Employer

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