Senior Regional Sales Director

MillerKnoll•Atlanta, GA

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. The Senior Regional Sales Director position leads, develops and motivates the selling team (staffing, training, coaching) for an assigned territory, guiding them to enhanced performance. Responsible for managing all business activities within the territory, including dealer sales planning, market share growth, and progress toward revenue goals, and ensuring alignment with our overarching growth strategy. What you'll do Your day-to-day work will involve: Achieves assigned goals for market share growth, revenue, order/shipment volumes, as well as margin percentage. Conducts all sales activities and processes within the parameters of the MillerKnoll Sales process/Sales Methodology, utilizing corporate tools/resources provided (Client Activation Tool Set, Dealer and Account Planning templates, etc.) Engages with dealers within the Region to develop annual/joint business plans--has regular dealer reviews to review progress to plan and identify necessary changes/adjustments. Evaluates the performance/activities of the regional sales team-makes adjustments as needed for effective deployment of personnel. Hires, develops and maintains a professional, enthusiastic, competent and committed sales staff-measured by performance results, employee morale. Interfaces regularly with A+D Vice President/Director(s) on overall regional A+D strategy. Leads the market strategy in a small to mid-size region, engaging all business partners of each vertical market segment resident within the region. Collaborate with Regional Sales Directors on the individual market strategies. Engages all business partners of each vertical market segment within the region to determine how to support their strategies Manages region business activities-budget management, discounting, account planning and relationship management of customers, dealers and, where applicable, A+D firms. Manages within assigned expense budget. Performs additional responsibilities as requested to achieve business objectives. Provides timely, accurate regional reporting as required by Executive Sales Leadership and Sales Operations. Utilizes Salesforce (CRM) information to manage an active sales funnel. Accurately complete monthly forecasts of expected sales volume, by account, by product line. Works strategically with business partners within MillerKnoll North America and utilizes the current Regional Operating Agreements Performs additional responsibilities as requested to achieve business objectives.

Requirements

Bachelor's degree in Marketing, Business Administration or related field. Equivalent level of experience considered if evidence of ongoing professional development
2+ years of sales leadership experience, demonstrating a proven track record of leadership success and knowledge of contract/capital goods industries.
4-6 years of successful contract/capital goods selling.
Some knowledge of MillerKnoll products, services and culture, as well as the ability to distinguish MillerKnoll products/services from the competition.
Advanced selling skills, e.g. account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation and contracts (closing) as well as ability to think strategically and execute tactically.
Must have strong organizational and problem solving skills as well as the ability to collaborate and negotiate.
Must be an assertive, self-starter with the self-confidence and ability to represent MillerKnoll in a professional manner in order to gain a high level of confidence from a diverse group of customers.
Must be able to work in a fast-paced, changing environment, at all levels of the organization and able to build long term relationships with customers/partners.
Must encourage new ideas and have an ability to generate, explore, clarify them as well as having a passion for the sales process with an understanding of its foundations, actively seeking opportunities, calculating risk and committing to action.
Excellent verbal, written and interpersonal communication ability with strong emphasis on listening-demonstrated people management skills and ability to work/contribute in a team environment.
Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented, as well as the ability to gain a high level of confidence from subordinates and a large number of customers.
Demonstrated high level of integrity and business ethics.
Must be financially literate, possess business acumen and be profit conscious.
Willingness and ability to travel as required.
Ability to effectively use office automation, communication, software and tools used in the MillerKnoll office environment.

Responsibilities

Achieves assigned goals for market share growth, revenue, order/shipment volumes, as well as margin percentage.
Conducts all sales activities and processes within the parameters of the MillerKnoll Sales process/Sales Methodology, utilizing corporate tools/resources provided (Client Activation Tool Set, Dealer and Account Planning templates, etc.)
Engages with dealers within the Region to develop annual/joint business plans--has regular dealer reviews to review progress to plan and identify necessary changes/adjustments.
Evaluates the performance/activities of the regional sales team-makes adjustments as needed for effective deployment of personnel.
Hires, develops and maintains a professional, enthusiastic, competent and committed sales staff-measured by performance results, employee morale.
Interfaces regularly with A+D Vice President/Director(s) on overall regional A+D strategy.
Leads the market strategy in a small to mid-size region, engaging all business partners of each vertical market segment resident within the region. Collaborate with Regional Sales Directors on the individual market strategies.
Engages all business partners of each vertical market segment within the region to determine how to support their strategies
Manages region business activities-budget management, discounting, account planning and relationship management of customers, dealers and, where applicable, A+D firms.
Manages within assigned expense budget.
Performs additional responsibilities as requested to achieve business objectives.
Provides timely, accurate regional reporting as required by Executive Sales Leadership and Sales Operations.
Utilizes Salesforce (CRM) information to manage an active sales funnel.
Accurately complete monthly forecasts of expected sales volume, by account, by product line.
Works strategically with business partners within MillerKnoll North America and utilizes the current Regional Operating Agreements
Performs additional responsibilities as requested to achieve business objectives.