Manager | Client Engagement

About the position The Manager |Client Engagement will generate leads, qualify potential customers and convince clients to buy furniture and services. Responsible for sales volume, margin percent and new business goals on a monthly, quarterly and yearly basis. The Manager |Client Engagement will focus on these key areas on a day-to-day basis: Lead Generation •\t \tNetwork extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA) •\t \tResearch for leads through business journals, newspapers, industry periodicals and publications, internet, etc. •\t \tCold call potential clients in person or by telephone, or combination •\t \tParticipate in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership Selling •\t \tQualify leads into potential customers; thorough needs analysis to understand client’s requirements for furniture products and services •\t \tMake persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means •\t \tDevelop detailed, accurate and professional looking quotes through own effort or in conjunction with dealership personnel (designers, customer service representatives, project managers, etc.) and present these to the customer\t •\t \tWork with service departments to develop service contracts to present to customer when complex services are sold (design, for instance) or for major projects (installation, design, project management) •\t \tProvide accounting department with timely information for necessary credit checks\t Sale Implementation •\t \tResponsible for setting up the sale to be efficiently managed and administered by the dealership, dealership operations and business personnel •\t \tAccept responsibility for the accuracy of specifications when entering orders, and review specifications for errors when done by others (design, for instance); provide complete, accurate and timely sales order (header data, pricing, contract numbers, etc.) and work order (site and project parameters, installation schedule, etc.) information required for proposal/sales order system •\t \tEnsure a responsible close of sale by obtaining signed sales orders (and terms & conditions, if appropriate), client purchase orders and deposits as required •\t \tStay involved throughout sale implementation to ensure that any bottlenecks or changes in scope are identified and resolved, and that both customer and dealership are satisfy Customer/Account Interfaces •\t \tResponsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc. •\t \tProvide frequent and regular follow-up contact with customer regarding after sale services and information, including customer satisfaction •\t \tConduct a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors •\t \tEnsure the customer gets frequent and regular reports on order status, project progress and overall customer activity status •\t \tAssist accounting in resolving any late receivables or customer credit issues Goals and Performance\t •\t \tMeet monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and sales manager •\t \tProvide timely reports on sales forecasts and new leads as required •\t \tParticipate in special sales programs sponsored by the dealership or in conjunction with the dealership’s designated furniture manufacturers; attend training\t Contract Furniture Management\t •\t \tKnowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc. •\t \tGood understanding of contract furniture management at dealer level—account servicing, project management, order preparation, order management, factory interface, delivery & installation— including sale’s role in those processes and procedures •\t \tFunction as customer advocate for internal order fulfillment performance and service products •\t \tKnowledge of office environment issues (ergonomics, technology integration and use, office productivity, etc.) and general business trends Responsibilities • Lead Generation • Selling • Sale Implementation • Customer/Account Interfaces • Goals and Performance • Contract Furniture Management Requirements • Excellent verbal, written, listening and presentation skills • Strong negotiation skills to close business and manage relationships • Strategic and analytical thinker capable of driving sales results and market share improvement in a value based selling environment\t • Quickly learn and embrace Company Values and demonstrate through daily behaviors/actions Nice-to-haves • Sales experience working for a contract office furniture dealer or manufacturer