National Enterprise Account Developer

Herman Miller-posted 8 months ago
Full-time • Mid Level
Furniture and Related Product Manufacturing
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The Enterprise Account Developer is a highly competitive individual who leads target account pursuits with a curious mindset, driving new business wins. These individuals serve as the primary point of contact to achieve MillerKnoll's objective of unlocking new business with large, expanding customers and securing national revenue in defined target accounts. The role involves strategic account development, focusing on a list of target accounts identified by the VP of National Accounts, and developing a Strategic Account Plan documenting a deep understanding of the client's unique business drivers.

  • Focus on a list of target accounts identified by the VP of National Accounts.
  • Develop a Strategic Account Plan documenting your deep understanding of the client's unique business drivers.
  • Identify all decision-makers and key influencers connected to the account.
  • Define the strategy to pursue and win account business, including all upcoming project opportunities.
  • Identify the selling team needed to assist in pursuing the account, including any Executive Sponsor.
  • Organize the team around a RACI model.
  • Maintain a balanced approach to cultivating long-term relationships and capitalizing on upcoming opportunities and projects.
  • Lead the team in executing the strategy to secure business.
  • Proactively engage clients by developing and demonstrating a tailored Value Proposition.
  • Identify and deploy fast, tactical sales strategies to quickly convert leads into new clients.
  • Actively identify and close new business in assigned target list.
  • Spearhead strategic relationships with key decision-makers in target accounts.
  • Work with large customers to discover, diagnose, and solidify their needs.
  • Develop and actively manage long-term Strategic Account Plans.
  • Lead the selling team through your strategy.
  • Manage the first sale/project with large accounts from start to finish.
  • Collaborate closely with marketing, product development, and other internal teams.
  • Utilize a range of digital tools and CRM (Salesforce.com) to manage leads.
  • Enable a smooth transition to the National Enterprise Account Team (NEAT).
  • Maintain up-to-date client information, including engagement tracking and sales performance.
  • Proactively monitor market trends and industry shifts.
  • 8+ years of experience successfully hunting new business.
  • Demonstrated ability to work in fast-paced environments with aggressive targets.
  • Ability to balance long-term strategy while achieving short-term progress milestones.
  • Proven ability to build networks and relationships with influential business decision-makers.
  • Demonstrated ability to consistently identify, qualify, cultivate, and acquire new clients.
  • Strong understanding of selling fundamentals and sales process mastery.
  • Exceptional communication skills with a strong emphasis on listening and motivating others.
  • Strong financial and business acumen.
  • Bachelor's degree in Business Administration, Design, or a related field preferred.
  • Deep knowledge of MillerKnoll products and services.
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