Global Enterprise Account Manager

MillerKnoll•San Francisco, CA

2d•$185,000 - $200,000•Hybrid

About The Position

The Global Enterprise Account Manager drives business and cross sells within complex, large enterprise Global Fortune 500 accounts. This individual is accountable for growing, defending, and expanding business and revenue within their assigned accounts with a real estate footprint that spans all MillerKnoll regions around the globe. These individuals serve as the primary point of contact (Accountable in the RACI model) to achieve MillerKnoll’s objective of growing business with large, expanding, customers and securing multi-location revenue in defined target accounts. Our purpose is to 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.

Requirements

High-Pressure Decision-Making: Ability to balance long-term strategy while achieving short-term progress milestones.
Demonstrated ability to work in fast-paced environments with aggressive targets, excelling in persuasion, negotiation, and rapid problem-solving.
Proven Ability to Build Networks: Leveraging your established network and fostering relationships with influential business decision-makers.
Expanding your industry connections to establish relationships with C-level executives.
Sales Process Mastery: Passion for sales with a strong understanding of selling fundamentals.
Proven ability to seek out new opportunities, assess risks, and take decisive action.
Advanced Selling Skills: Expertise in qualifying prospects, account penetration, strategic selling, conceptual selling, consultative selling, negotiation, and contracts.
Innovative and Self-Starter Mentality: Confidence and professionalism in representing MillerKnoll.
Ability to build trust and credibility with clients.
Operates with a consistent sense of urgency.
Proven Success in Building Client Relationships: Quickly building mutually beneficial relationships with customers/partners and establishing connections at senior decision-making levels within an organization.
Exceptional Communication Skills: Superior verbal, written, and interpersonal communication with a strong emphasis on listening and motivating others to take action.
Ability to clearly communicate a strategy to internal and dealer selling teams.
Commitment to Learning and Performance: Demonstrated strong personal performance standards, a continuous learning mindset, and a results-oriented approach.
Strong Financial and Business Acumen: Demonstrated ability to understand complex financial models and business strategy.
Deep Knowledge of MillerKnoll Products and Services: Ability to quickly learn MillerKnoll’s products, services, and company culture, and effectively differentiate offerings from competitors.
Dealer Experience: Expertise within a dealer environment with sales planning capabilities—provide leadership to dealers in pursuing and maintaining customer relationships.
Travel Requirements: Ability to travel 50%+ nationally and 5% globally and fulfill additional responsibilities as required.
Bachelor’s degree in Business Administration, Design, or a related field preferred.
Minimum 5 years of successful contract furniture industry selling experience, preferred 3 years of experience in a non U.S.-based sales and/or marketing role within the contract furniture business.

Responsibilities

Maintains and evolves the established Global Strategic Account Plan documenting your deep understanding of the client’s unique business drivers.
Identifies all current decision makers and key influencers attached to the account.
Defines the strategy to grow and defend account business including all upcoming project opportunities.
Leverages the selling team you will need around you to retain and expand the account, including any Executive Sponsors.
Organize the team around a RACI model.
Maintain a balanced approach of cultivating long-term relationships and capitalizing on upcoming opportunities and projects.
Becomes the Accountable in the RACI model that identifies all players, including MillerKnoll executives, to capitalize on the depth of the MillerKnoll Global Enterprise Management (GEM)platform to evolve the account strategy to nurture account growth.
Drives for results within each assigned account, understanding each client’s business strategies and financial drivers, then monitors and manages their assigned accounts to a long-term profitable basis and preserves the ongoing customer relationship.
Maintains up-to-date client information such as engagement tracking, sales performance, and customer insights in Salesforce.com.
Ensuring top customer opportunities are quantified and monitored, providing data-driven visibility into our performance.
Measures all sales activities with a robust implementation strategy, utilizing all corporate tools and resources available and aligning the appropriate MillerKnoll resources with each account.
Takes a purposeful approach to target every opportunity within their assigned accounts/geography to find the penetration points, expand their relationships within each account and discover the windows of opportunity.
Works the account plans with the team(s) assigned to each account, developing a continued coverage strategy, defining clear accountabilities with each member of the team and orchestrating the activities of the team to implement the strategy and secure the account, designing a communication process to maintain progress.