Manager | Client Engagement

Interior Office Solutions•Irvine, CA

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.

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
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

Responsibilities

Network extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA)
Research for leads through business journals, newspapers, industry periodicals and publications, internet, etc.
Cold call potential clients in person or by telephone, or combination
Participate in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership
Qualify leads into potential customers; thorough needs analysis to understand client’s requirements for furniture products and services
Make persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means
Develop 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
Work 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)
Provide accounting department with timely information for necessary credit checks
Responsible for setting up the sale to be efficiently managed and administered by the dealership, dealership operations and business personnel
Accept 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
Ensure a responsible close of sale by obtaining signed sales orders (and terms & conditions, if appropriate), client purchase orders and deposits as required
Stay 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
Responsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
Provide frequent and regular follow-up contact with customer regarding after sale services and information, including customer satisfaction
Conduct a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors
Ensure the customer gets frequent and regular reports on order status, project progress and overall customer activity status
Assist accounting in resolving any late receivables or customer credit issues
Meet monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and sales manager
Provide timely reports on sales forecasts and new leads as required
Participate in special sales programs sponsored by the dealership or in conjunction with the dealership’s designated furniture manufacturers; attend training
Knowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc.
Good 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
Function as customer advocate for internal order fulfillment performance and service products
Knowledge of office environment issues (ergonomics, technology integration and use, office productivity, etc.) and general business trends