Commercial Furniture Account Executive

Henricksen•Peoria, IL

31d•$70,000 - $120,000•Hybrid

About The Position

Henricksen (Oak Brook, IL) is a full-service contract furniture, flooring, and architectural products dealership specializing in office, healthcare, education, government, senior living, and hospitality spaces. In 1962, Henricksen opened its doors as a small, family-run dealership. Today, Henricksen is a leading national dealership with twelve offices in Illinois, Minnesota, New York, Pennsylvania, Tennessee, Washington, DC, and Wisconsin, 300+ full-time employees, and annual sales of $300+ million. With 300+ manufacturer partnerships, Henricksen offers an array of products from systems furniture, casegoods, seating, lounge, and conference furnishings to architectural solutions including modular walls, flooring, lighting, sound masking, and technology equipment. Henricksen is one of the largest privately-owned dealer partners of HNI in the United States. HNI’s furniture brands include Allsteel, Gunlocke, HBF, The HON Company, and Kimball International. We are looking for experienced Account Executives to join our Peoria team. The Account Executive will play a fundamental role in creating exceptional client experiences, generating sales, and strengthening our brand in the market. Bring an entrepreneurial spirit and consultative approach to deliver compelling solutions that drive the culture, productivity, and quality outcomes our clients’ demand. Manage the full sales cycle inclusive of lead generation, strategic selling plans, sale closure, and execution of work. Lead intact sales team, orchestrating work in alignment with expectations and managing relationships across client, manufacturers, and third-party vendors. Act as key collaborator across market and vertical sales teams contributing to sales volume, margin percent, and strategic business goals.

Requirements

High school diploma or equivalent
Five+ years’ experience in sales, marketing, design, and/or account management role
Skilled at leading or collaborating within sales or project team
Proficient and effective communicator (written and verbal) across various audiences and situations
Aptitude and potential in leadership and negotiations
Ability to handle multiple accounts or projects concurrently
Proven track record in project, client, and relationship management
Ability to think strategically through the sales process
Conscientious and flexible, with a strong work ethic and problem-solving orientation
Self-motivated and self-directed learner
Proficient in Microsoft Office365 applications (including MS Word, Excel, and PowerPoint)

Nice To Haves

Bachelor or Associate degree in marketing, Business, Design, Entrepreneurship, Communications, or Arts related
Experience in contract furniture dealership or related industry
Ability to deliver effective presentations in front of varying audiences (sizes and representation)
Track record of over-achieving sales quotas
Strong network with interior design and/or commercial real estate community
Experience with CRM software, business application software (i.e., manage inventory management and order processing), and spreadsheet development and analytics

Responsibilities

Build a diverse network to generate viable leads across market and/or vertical.
Qualify leads into potential clients through in depth needs analysis and consultation efforts.
Apply depth of product line knowledge to explore, clarify, and influence client needs.
Collaborate with internal team to formulate and present competitive quotes that optimize client investment and gross profit.
Engage with other Account Executives and partners to cultivate leads and best position organization for the win.
Develop and present compelling pitches that represent appealing solutions and organization’s brand.
Handle objections proactively with skilled negotiations and a win-win approach.
Orchestrate efficient close of sale as required (e.g., signed orders, client purchase orders, deposits).
Complete accurate annual sales plan and maintain quarterly alignment with organization, market, and/or vertical sales targets.
Maintain accountability for contributions to monthly, quarterly, and annual sales targets, margin and new business goals.
Approach business opportunities in ways that optimize organization’s probability for success.
Provide timely reports on sales forecast and new leads as required.
Collaborate with VP of Sales, Sponsor, and Business Development to develop strategic approach to pursue and close business.
Capitalize on special sales and discount programs to promote designated manufacturer/partner and organization growth.
Set up sale to be effectively managed and executed by the team.
Maintain weekly touchpoints as required to maintain engagement and alignment of the team.
Serve as escalation point for all activities, services, orders, and team needs.
Monitor and resolve scope adjustments proactively and with mutual satisfaction between client and organization.
Reinforce the execution of relevant core processes and positive team interactions.
Acknowledge and celebrate team milestones and contributions.
Respond to client inquiries, requests for information and/or quotations, problem resolution, etc. in a timely manner.
Assist accounting department with collection of any outstanding client debt.
Function as client advocate for internal order fulfillment performance and service products.
Oversee and foster quality relations/interactions with client team, its employees, and third parties engaged on work.
Ensure client gets frequent and regular reports on order status, project progress, and overall client activity status.
Maintain a comprehensive view of the client’s needs, goals, and expectations for the account.
Monitor client satisfaction and efforts to ensure an exceptional client experience.