Ancillary Relationship Executive

Herman Miller

5d

About The Position

Our purpose is design for the good of humankind. It's the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows MillerKnoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone. POSITION PURPOSE The Ancillary Relationship Executive serves as the primary seller for our Ancillary category. They are assigned to a specific market and are responsible to sell our open-line Ancillary offerings, working seamlessly between dealers, design firms, customers, and commercial real estate firms (i.e.); they must be able to effectively communicate with each of the audiences and their unique needs, in pursuit of more ancillary sales. The Ancillary Relationship Executive will leverage our Design and Ancillary Specialist to increase the frequency of MillerKnoll product specifications to best speak to the essence of each brand, what makes them different, how the full portfolio solves the client's need. The Ancillary Relationship Executive must both look to expand our ancillary offerings with current customers and have ‘hunter' skills - eager to go find and close new ancillary business. Both responsibilities are important to this role's success.

Requirements

• B.S or B.A. degree preferred; or an equivalent combination of education and experience.
• 3+ years selling experience which demonstrates a proficiency in presentation, persuasion, and an ability to relate well with all levels and diverse types of employees and customers.
• Solid knowledge of Herman Miller and Knoll brand portfolios entities, able to speak to the nuances of each
• Advanced selling skills, account penetration, strategic selling, negotiation and closing
• Proven ability to mentally develop a big picture view and perspective to look beyond the proposal at hand and to be able to develop creative strategies geared toward winning more ancillary business.
• Excellent writing and communication skills; must have the ability to write in a number of styles, recognize which is most appropriate in each instance and incorporate the correct style in each proposal, to win with various audiences
• Must be deadline-oriented and have the ability to work under pressure while tactfully dealing with stressful situations is critical.
• Experience working in cross-functional team environments.
• Strong project management and analytical skills.
• Willingness to travel as designated by geographic territory (e.g. customer centers, client locations, training sessions).

Nice To Haves

• Experience with designers/design firms is ideal

Responsibilities

• Generates revenue by working with dealers, influencers (design firms/A&D, commercial real estate, etc.), and customers (both new and old) to sell our full suite of Ancillary products.
• In their assigned market/region, participates and builds new business pipelines with channel partners and field sales members, working to include more ancillary products in the order
• Proactively introduce MillerKnoll's ancillary products and services directly to clients and influencers (design firms/A&D, commercial real estate, etc.) on the value of the MillerKnoll family of brands.
• Researches and develops client/competitor information on assigned accounts prospecting for new client opportunities and proactively conducting client outreach activities.
• Researches, formulates, and executes a marketing strategy for individual targeted customers with a persistent outreach through multiple communication channels.
• Works with the Ancillary Design and Application Specialist to ensure correct messaging, optimizing in our comms on the ‘solutions' we provide versus simply a set of products
• Serves as the key selling ‘point-person' for all ancillary needs from our customers
• Tracks weekly, monthly, and quarterly performance and sales metrics via sales software platform

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees