Global Alliance Associate - EMEA

BASIC FUNCTION

• Increase Haworth’s market share and long-term customer satisfaction through retention and expansion of assigned Global Alliance Accounts by developing, implementing, and monitoring strategies and action steps to achieve maximum Haworth account penetration.

• Meets sales quotas and individual performance and learning goals which are focused at supporting and /or developing existing and prospect (new business development) assigned Global Alliance Accounts.

• Provides support to Global sales process, propose pricing strategies and programs, and virtually meets with customers as needed to promote capabilities.

  
  

ESSENTIAL FUNCTIONS

• Meets assigned team Global Alliance sales quotas and individual performance goals for specific list of designated existing or prospective Global Alliance Accounts.

• Identifies, prioritizes, and strategizes together with the Alliance GAM on key expansion accounts.

• Research’s new accounts, projects and opportunities through new and existing channels.

• Develops and executes unified collaborative account marketing plans with Global Alliance team worldwide to achieve maximum account penetration within assigned accounts.

• Develops strategy presentations and reporting aligned with senior management, supporting Global Alliance Managers and the overall team.

• Assists Haworth sales organisation in maximizing sales and Haworth profit margins. Frequently utilises virtual meetings and email communication to make sales presentations, promoting Haworth Global Benefits and Capabilities.

• Coordinates support of assigned Global Alliance Accounts and monitors all activities within those assigned accounts.

• Coordinates strategic projects with Global Alliance Manager and / or local sales management to assure consistency of service and customer satisfaction across Europe; acts as liaison between customer and Haworth in problem-solving. Leads and supports Haworth responses to regional bids for assigned accounts – ensuring alignment with overall global strategy on the account.

• Manage creation / work with global team to create (ensuring approval of Haworth executive management team prior to proposal), propose and negotiate International or Global Sales Agreements (GSAs), including pricing, products and services, and Alliance Plans to grow business with Haworth customers.

• Understand and respect existing agreements.

• Maintains account profile information, including key personnel, primary location information, and account activity.

• Maintains thorough understanding of current Haworth and competitive product lines and service offerings.

• Utilises digital tools as applicable while performing functions of position.

RELATIONSHIPS

• Internal Contacts - Frequent contact with Global Alliance Managers and local Sales Teams regarding business development/customer needs and program development. Frequent contact with the Business Resource Centre to respond to bids, create sales tools and manage account histories. Moderate contact with Customer Service personnel regarding manufacturing or shipment. Moderate contact with Finance, Contract Development and Dealer Development.

• External Contacts - Frequent contact with assigned Global Alliance Accounts and prospects regarding sales, penetration, global access, and problem solving. Frequent contact, in strong alignment with local sales management and distribution policies, with Haworth dealers regarding account management, penetration and service issues.

• Strong service, consulting and customer orientation; analytical and conceptual skills; negotiating skills; strong, confidence-inspiring personality; entrepreneurial spirit; broad general education, well-versed also on non-business-related subjects; highly organized;

• Ability to identify key issues and develop precise and easily understandable concepts and presentations.

Occasional contact with Product Marketing and Engineering department members regarding customer product needs or problems.

Requirements

COMPETENCES / SKILLS / KNOWLEDGE

• Five years diversified experience in sales and marketing.

• Able to focus on research for extended periods of time.

• English fluency is a must both verbally and in writing.

• High degree of Excel & PowerPoint proficiency.

• PowerBI and Vine Sales Tools an advantage

• Excellent presentation, communication and planning skills required. High degree of professionalism and integrity.