Open Positions

JOB DESCRIPTION:

Employee Philosophy

Each employee should treat the company as their own, to take responsibility for their work, be willing to learn & grow and to foster & enhance the culture of the organization. Our client's goal is to create an environment that allows people to maintain work-life-balance, to thrive and be satisfied in their career.

Position Overview

The Business Manager is responsible for:

Essential Functions

Client & Customer Management:

• Responsible to meet or exceed budgeted sales, margin and profit plan in assigned accounts
• Assist in the development of key account business plans to achieve volume growth and profit objectives, including revenue, distribution, customer service and quality goals.
• Implement Customer Headquarter Calls and penetrate key positions at retailer department
• Responsible to deliver short and long-term sales plans, achieving financial and customer relationship management KPI’s
• Facilitate business reviews with customers. Act as business unit liaison among manufacturers, logistics, sales, finance and accounting to support existing and new business.
• The Business Manager will utilize strong collaborative, relationship building and influencing skills to successfully engage customers and manage resources of multiple client businesses.
• Work collaboratively with sales operations and analytics on proposals and deliverables
• Collaborate with executive leaders in sales & marketing teams to better leverage assets while providing higher value to our clients and customers.
• Demonstrate excellent analytical skills (including Category Management to improve business results
• Demonstrate leadership qualities consistent with company culture.
• Build and maintain a viable pipeline of prospective clients.

Knowledge, Skills & Abilities

Education & Experience Required

• Expertise in MS Excel, PowerPoint, Word, Outlook
• Familiar with Trade Management systems
• Knowledge of techniques and tools necessary to perform job functions
• 4-year Degree
• Combination of Education, training and/or experience will be considered for this position

Knowledge, Skills & Abilities

Demonstrated success in the following competencies:

• Strategic selling and closing skills with the industry
• Proven ability to drive sales results
• Communication skills, including presentation, sales, and negotiation in a business to business environment.
• Ability to grow internal and external relationships by providing insight and advice to enhance meetings and profitability.
• Extensive experience in sales and/or business development across a diverse portfolio of products.
• Overall understanding supply chain operations
• Project management skills with new product commercialization
• Strong understanding of development, evaluation and utilization of key performance indicators
• Comfortable with collaborating and recommending solutions to executive levels of management
• Assertive, results oriented self-starter
• Customer relations skills, including meeting customer needs and establishing a service environment, demonstrating excellent customer service to all and put in place practices that help promote a service-oriented culture.
• Written communication skills including the ability to communicate effectively in writing, write in a clear and concise manner to peers, vendors, supervisors, or customers. This also includes the ability to target material to the appropriate audience.
• Oral communication skills including the ability to speak in a clear and concise and manner to peers, vendors, supervisors, or customers one-on-one, or in a small group, or in a formal presentation.
• Interpersonal skills, including building relationships and conflict resolution. This involves the ability to develop and maintain positive working relationships with peers, management, suppliers and other company departments. Open communication and transparency.
• Excellent critical thinking skills

Physical Demands & Environment

This position works in an office environment, indoors subject to fluctuations in temperature (indoor climate control) with moderate noise level and lighting. This position has the following physical demands and incumbents must be able to perform the essential functions of the job with or without reasonable accommodation.

• Sufficient mobility to move around the office
• Ability to use hands for grasping files, papers, notebooks, writing implements, etc.
• Visual acuity sufficient to read documents on paper and on the computer
• Sitting at a desk for up to 8 hours at a time
• May lift up to 20 lbs.

Travel Requirements

• Up to 40%

JOB DESCRIPTION:

The primary purpose of the position of Sales Account Manager (SAM) is to advance the double-digit growth and profitability of the region working in conjunction with and in support of the Regional Vice President of Sales. The SAM will provide guidance to distributors for participation in key company programs that will be mutually beneficial to the distributor and to the company. The SAM plays a key role in member satisfaction and retention. The SAM, as with all associates, should contribute to create an environment that promotes the Company’s Guiding Behaviors.

Requirements

Duties and Responsibilities:

Achievement of consistent communications and influence with all assigned distributors primarily by personal contact and market visits with chosen distributors for food shows, business reviews, and any other visit deemed important for a distributor.

Key Results Area 1 – Growth of Distributor Members and Programs.

Performance Standards:

• Advise/Influence targeted members of opportunities with the company internal or invoiced programs.

• Advise/Influence targeted members of opportunities with the company external or key suppliers and prepare detailed lead information for Category Management/Marketing meetings with suppliers.

• Provide daily feedback to the assigned Regional Vice President of Sales/Director of Member Services about all information learned from and about the assigned company distributors.

• Red flag any members at risk and communicate to Regional Vice President of Sales/Director of Member Resources.

• Monitor monthly sales activity to ensure sales budget achievement. Determine cause and develop corrective action plan with the Regional Vice President/Director of Member Resources if any assigned distributors fall below budgeted standards at any time.

• Develop conversion strategy on non-company purchases for chosen distributors.

• Advise/Influence all distributors of food show participation, special offerings, distributor progress reports and any other company communications deemed important to the company distributor for their maximum satisfaction and financial return in the company program.

• Ensure up-to-date invoice reporting by all assigned members.

• Secure a vendor list from the top 15 distributors in the region to analyze their purchases for crediting of all company qualifying purchases and to recommend non-company suppliers (specifically regional suppliers) with significant purchases for review by the Category Management team to consider for a possible company supplier program.

• Identify any distributors with a purchasing deficit of one thousand dollars or more per month, from a top 75 supplier, determine cause and corrective action.

• Impact annual budget for supplier growth programs that generate revenue to the company.

• Support and provide distributor leads for strategic supplier meetings.

Key Results Area 2 – Distributor Awareness and Maximization of Participation in company Programs, Events, and Promotions.

Performance Standards:

• In addition to attending the twice-a-year buying conferences, assist in developing sales action plans for each attending assigned distributor to maximize their satisfaction and financial results.

• Ensure maximum attendance in all programs/events/promotions, especially the twice-a-year buying conferences.

• Be available to participate and present in any and all regional focus/share group meetings, distributor training, mini food shows, or any other activities with assigned Regional Vice President of Sales.

• In coordination with Regional Vice President of Sales/Category Management, support and execute the supplier onboarding process, specifically with targeted members.

• Assist and support maximum member participation in opportunity buys, company brands, and committed volume purchasing programs.

• Represent the company at distributor food shows when appropriate.

Key Results Area 3 – Develop Assigned Distributor Marketing and Incentive Trip Plans.

Performance Standards:

• Assist assigned distributors in building distributor marketing plans to help them market their products to their customers and generate additional income. Utilize company Lumen Creative services at all times possible in executing these plans.

• Assist the assigned distributors in building distributor incentive programs to maximize their involvement and point accumulations in company travel incentive programs.

Key Results Area 4 – New Member Search.

Performance Standards:

• Assist the Regional Vice President of Sales in research and developing a target list of prospective distributor members.

• Assist in communication and follow-up with prospects as agreed upon by the Regional Vice President of Sales.

• Assist the Regional Vice President of Sales in keeping the prospect database updated and accurate.

• Support as needed in new member orientation and internal onboarding process.

Key Results Area 5 – Assist in Regional Meeting/Focus Group/Distributor Exchange.

• Assist Regional Vice President of Sales in facilitating meetings that bring members together for purchasing and/or sharing of best practices and any other synergies.

Qualifications

• Organizational skills

• Computer skills: Microsoft Office (Word, Excel, Outlook), Internet, CRM

• Verbal and written communication skills (phone, email, etc.)

• Background requirements: foodservice, customer service, marketing, or sales

• Some college or Associate degree helpful, Marketing degree with no required work experience, or a Bachelor’s degree with limited related work experience preferred

• Self-starter with ability to multi-task and set/achieve goals

• Occasional travel required

Competencies

Accurate, listening, organized, time management, project management, results-oriented, communications, passion for learning, problem solving, proactive, innovative, team-focused, self-motivated, positive attitude, influence, supplier knowledge, and industry knowledge.

What They 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 our client's 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 They Need

To better advance their sales footprint in the Northwest region and further fulfill their core purpose, they are adding a Director of Sales and Account Management to their growing team. As a close-knit group of account managers, designers, and installers, they want someone who shares their values and passions and is knowledgeable and driven in the world of sales and sales leadership. This position has almost limitless potential as they are looking for new ideas, inspiration, and to push the envelope within their team and within their industry.

The Director of Sales and Account Management’s primary responsibility will be leading their team of sales and account managers as well as driving growth in the areas of new business development and account management. This position will also be responsible for market awareness and top-of-funnel growth, through high-level selling, key relationships, and gross profit & margin management. This leader will also ensure the team’s alignment with the company’s core purpose and values. The key to success in this position will be through the development of strategic initiatives that allow their sales and account managers to effectively prospect, manage their pipeline, and ultimately win more business with both new and existing customers.

Strong existing relationships with the Inland Northwest construction, real estate broker, and architecture & design (A&D) industry are a plus and will need to be cultivated with growth into the position, as this leader will interface with key customers, manufacturers, industry peers and A&D firms in the marketplace.

What You Will Do

Duties, Responsibilities, & Day-to-Day Tasks

• Team Leadership
• Recruit, hire, train, and maintain staff at appropriate level for overall dealer sales goals and workload; oversee targets, strategy, goals, customer satisfaction, ongoing relationships, and sales effectiveness
• Ensures sales and account management team’s alignment with company processes, team & individual goals, core values, and core purpose
• Daily coaching, support, and accountability for sales team
• Drive “Kaizen” amongst the sales team through continued training from the following sources:
• Manufacturers
• Industry experts
• Dealer leadership
• Establish and maintain compensation strategy to ensure their team is incentivized toward the correct behaviors and goals
• Ensure sales & account management team has the appropriate resources and strategies to meet established goals
• Promote and embody the core values of the company
• Build trust, rapport, and energize the team towards professionalism, technical competency, motivation, enthusiasm, commitment, and work ethic amongst the sales staff, other internal staff, and customers
• Sales Strategy & Planning
• Develop and implement sales strategy for firm and marketplace including volume goals, margin goals, product mix, target accounts, and new business development
• Adapt sales and marketing strategy within local markets, developing from a deep understanding of market drivers and company differentiation
• Ability to travel in order to develop regional growth goals and lead remote sales teams
• Develop short-term and long-term plan to create efficiencies and leverage resources in adjacent markets, working closely with management and preferred manufacturers
• Sales Development & Execution
• Function as leader of the selling team, providing high level sales strategy and support professional presentations for major customers; help set pricing, product and service strategy for major accounts, bids and projects
• Help set company and individual goals for sales, margin and margin percent, new business sales, sales for core furniture lines, etc.
• Manage selling expense and sales budget within company guidelines
• Manage sales forecasting and projections, providing timely and accurate sales reports to management
• Support sales & account management team in key relationships, presentations, accounts, and bid & proposal development
• Oversee RFP production for major bids and projects
• Quickly address shortfalls by individual sales & account management staff—coach staff, set short term goals, oversee weekly activity, and cut losses quickly if performance doesn’t improve to acceptable levels
• Lead the implementation of the company’s sales strategy across the Inland Northwest Region (Idaho, Eastern Washington, Western Montana), understanding each individual market and customizing to meet unique needs
• Drive new business development activities and distributes sales leads to appropriate sales & account managers
• Develop and maintain social and professional relationships with customers, manufacturer reps, A&D firms, and real estate brokers
• Network extensively for leads (business groups, real estate brokers, A&D community, local community organizations, etc.)
• Help further establish the brand reputation of the company’s dealership
• Contract Furniture Management
• Stay up-to-date with major furniture lines, new product introductions, secondary lines, and industry best practices
• Gain in-depth understanding of contract furniture management at dealer level, including sales role in those processes and procedures
• Hold strong relationships with key manufacturers and negotiate on behalf of BII
• Advocate on behalf of the sales & account management team and customers for internal order fulfillment, performance and service products
• Identify and forecast industry trends and opportunities and plan accordingly

Key Initiatives & Year One Deliverables

• Effectively structure team and plan to execute Sales & Account Management team into four distinct vertical markets (Healthcare, Higher Education, Commercial, Government)
• Convert 3 competitively held accounts
• Make headway into 10 non-held accounts in the Healthcare and Government markets
• Build and execute a 2020 selling strategy
• Meet or exceed established sales and profit goals

What You Bring

• A minimum of a bachelor’s degree in business, design, architecture, construction or related field
• 10+ years of experience working in a sales and/or management capacity, plus a resume that reflects:
• Solid leadership experience
• Proven Sales and or Business Development record
• Hands on team development and training experience
• Deep understanding of high value, complex, project sales
• Proficiency in CRM and reporting software – (Sales Force, QuickBooks, Microsoft Dynamics, etc.)
• Service-focused mindset, excellent listening skills, and a love of communication and solution-seeking
• Superb writing and communication skills for customer and team communication in which to deliver BII’s objectives and values
• Demonstrated success in cross-functional collaboration, critical thinking, problem solving, managing work and professional relationships, and interpersonal communication
• A passion for customer success and service
• Ability to thrive in an interdependent team environment
• Alignment with company core values & purpose