Job Purpose

Work with dealers and their sales members to hunt, identify, qualify and develop new business for assigned territory in contribution towards the established sales quota, through dealer channel.

A glimpse of your daily mission

  • Develop a business network in the assigned market and fill the “sales funnel” through incremental business by actively targeting key client groups - especially Architect and design (A&D) Firms, Real Estate, Project Management, large corporate end users, and government.

    Methods to include: a. networking, b. gathering information and tracking leads, c. working with the Dealer Manager & A&D team to develop strategic alignment programs with select A&D and other key indirect accounts.  d. developing and taking part in “Haworth capabilities” and product presentations.

  • Forecast sales based on “sales funnel” concept for 30-60-90 days and work along with the dealer sales team, as well as the Dealer Manager to develop a winning strategy and close business in assigned Tier-2 markets.

  • Support Dealers in developing Marketing strategies for Haworth products and services and make sales presentation strategies based on “product for project” concepts.

  • Conduct sales presentations to customers and offer products/solutions that meet client’s expectations and work closely with the dealer and its team to implement Haworth's product development strategy.

  • Support in developing Sales & operations team for Dealers and work closely with Haworth customer operations team for process implementation and ensuring seamless completion of the sales cycle.

  • Actively work to gain market intelligence, including information on competitive products, competitors’ market activity, industry trends, future projects, etc., and share with relevant internal stakeholders.

  • Work closely with A&D and the Direct Sales team to ensure leads are exchanged for respective markets and all opportunities are tapped and converted.

Your Qualifications

  • Bachelor’s degree in business, Marketing, Public Relations, Design, Architecture, Science or a similar field. MBA will be preferred.

  • Experience in dealer appointment and expanding dealer network for B-to-B business, preferably in the building material industry.

  • Excellent communication skills and experience in managing complex sales cycles with B-to-B selling through dealer channel, in multinational companies.

  • 12-15 years of techno-commercial sales and/or marketing experience, preferably in Building material industry/ Indoor office product portfolio sales

  • Minimum 5 years of experience working in the office furniture or related industry, in Key Account management, sales or marketing of premium products.

  • Quick learner, with a results-oriented thought process and relationship-building ability across levels.

  • Experience of working in the proposed job location(s) will be preferred.

About us

Haworth is one of the world's largest manufacturers of office furniture, providing solutions for tomorrow's customers worldwide. At the center of our work is the human being: What does a person need to work, what pushes them, motivate them and what makes people feel comfortable at work? Only if we can answer that question, we are able to introduce designs to our customers that will make them achieve their goals. To stay one step ahead, we invest in our own research, have a worldwide network of interesting partners and are part of think tanks around the world who are trying to think ahead. The family-owned company, headquartered in Holland, Michigan/United States, employs more than 8.000 people and is represented in more than 150 countries in Asia, Europe and America with subsidiaries and partners.

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