Job Purpose
The Senior Business Development Manager is responsible for hunting, identifying, qualify and develop new business for assigned accounts in contribution towards the established sales quota for the area of responsibility.
A glimpse of your daily mission
Fill the “sales funnel” for the assigned territory and close deals by actively targeting key client groups -- especially Architect & Design 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 Sales Manager (SM)/General Sales Manager (GSM) to develop strategic alignment programs with select Architecture & Design (A&D) and other key indirect accounts
d) developing and taking part in “Haworth Capabilities” and product presentation
Develops and implements business plans to increase new business and expansion opportunities; holds self-accountable for achieving assigned goals and objectives.
Forecast sales based on “sales funnel” concept for 30-60-90 days and work with SM/GSM to develop winning strategy and close business.
Develop Sales Presentation strategies based on “product for project” concepts.
Conduct sales presentations to customers and offer products/solutions that meet client’s expectation and support Haworth product development strategy.
Assist in developing Marketing strategies for Haworth product and services.
Actively work to gain market intelligence, including information on competitive products, competitors’ market activity, industry trends, future projects etc.
Work closely with sales operations team to complete the sales cycle.
Work closely with Architecture & Design Market (A&D) Managers and Client Experience Associate (CEAs) to ensure leads are exchanged and to give the customer a seamless experience.
Provide Leadership and mentoring to other members of the Business Development (BD) team.
a) Positively lead and influence the team to collaborate and partner together with entire organization to achieve individual, team and business goals
b) Ability to coach, and develop sales processes/tools and customer facing skills
Assist SM in mentoring and ensuring the BD team meets its performance target.
Support and groom Business Development Manager (BDMs) in technical and value-add selling.
Support Key strategic projects with BD team on ad-hoc basis.
Job Requirements
Experience of managing complex sales cycle with B-to-B selling process in multinational companies.
University degree with a minimum of 3-5 years of sales and/or marketing experience.
Experience working in the office furniture or related industry preferred.
About Us
Haworth is one of the world's largest manufacturers of office furniture, providing solutions for tomorrow's customers worldwide. At the centre of our work is the human being: What does a person need to work, what pushes them, motivates 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.
