Strategic Account Executive

MillerKnoll

About The Position

The Strategic Account Executive is responsible for driving revenue nationally with several key accounts. Activities include managing, growing, defending and in some cases penetrating the highly critical accounts. The Strategic Account Executive will partner with a broad set of MillerKnoll sales members (such as the Client Development Executive, Global Accounts Group) and dealers to help build these important customers.

Requirements

Bachelor's Degree in Marketing, Business Administration, or related field
3+ years of experience strategic sales planning with large, national accounts within the contract furniture industry preferred.
Must have a love for new ideas and a passion for the sales process with an understanding of its foundations, actively seeking opportunities, calculating risks, and committing to action.
Advanced selling skills, e.g. account penetration, strategic/conceptual/consultative selling, negotiation and contracts, as well as the ability to think strategically and execute tactics.
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 to gain a high level of confidence from a diverse group of highly critical customers.
Must be able to work in a fast-paced/changing environment and able to build long term relationships with customers/partners, particularly at senior decision-making levels within an organization.

Responsibilities

Develop and implement a national account strategy that both supports MillerKnoll growth ambitions and ensures we’re providing world-class service and solutions to our customers
Generate revenue within accounts that show YOY growth and/or increased share of wallet, per assigned goals
Perform quarterly business reviews within all accounts. Provide reports as required.
Proactively develop/maintain a personal network of MillerKnoll 'can do' allies to provide sales support for these accounts, to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results.
Serve as the key point person for the accounts you cover; develop deep and meaningful relationships with the key decision makers in these organizations
Utilizes Salesforce (CRM) as a sales tool, in addition to maintaining accurate information required for monthly forecasts of sales volume.
Work with the client’s buying team to understand, develop, and bring consensus on their business objectives
Work with the Global Accounts Team to identify if/when expansion opportunities possible beyond the Americas; enable transition of account to that team when deemed appropriate
Work with your AVP and RSD to define and confirm a pre-defined set of accounts you will serve each year; review and update this list annually (i.e. you will be responsible for these accounts for at minimum one year at a time)
Performs additional responsibilities as requested to achieve business objectives.