New Business Development/ Dealer Manager

Herman Miller, Inc., is a leading global provider of office furniture and services that create great places to live, learn, work and heal.  Be apart of this innovative team! HMI is seeking the cream of the crop to join their New Business Development team.General Purpose Develop revenue from new accounts and/or penetrate existing account segments where we have not previously done business. Maintain/grow revenue from assigned dealers, partnering with dealer management to develop, implement and monitor annual business plans and sales strategies.Essential Functions ° Develops/builds sales volume to a sustainable level within new accounts ° Initial key contact with customer to develop and establish productive/collaborative relationships with customer decision-makers, influencing them by using consultative selling skills to discover, diagnose, and solidify their needs and propose/deliver world class solutions ° Manages major projects including formulation of sales strategy and coordination of necessary resources ° Distribution Manager responsibilities: (this heading should be bold or italics) ° Liaison between dealer and local regional sales employees to provide sales support needs-shift accounts to dealer when possible ° Ensures dealer has all necessary resources, tools and training to sell independently whenever possible ° Conducts quarterly reviews with assigned dealers ° Coordinates with distribution management the development/implementation of dealer sales strategies/plans ° Presents new products to established mid-sized accounts and/or accounts that are driven by the dealer ° Conducts all sales activities and processes within the parameters of the HM Sellutions process, utilizing corporate tools/resources provided ° Proactively develop/maintain a personal network of HM 'can do' allies to provide sales support to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results ° Maintains up-to-date client information-provide reports as requested ° Actively participates, when appropriate, in team-based selling activities ° Maintains iSPOT information so Regional Sales Director can accurately complete monthly forecasts of expected sales volume, by account, by product line ° Manages within assigned expense budget ° Performs additional responsibilities as requested   Minimum Requirements° Bachelor's degree in marketing, business administration or related field-equivalent level of experience considered ° Minimum 5 years of successful contract or capital goods selling experience, preferably including experience as a dealer direct salesperson ° Thorough knowledge of HM products, services and culture, as well as the ability to distinguish HM products/services from the competition ° Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation and contracts (closing) ° 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 HM in a professional manner ° Must be able to work in a fast-paced, changing environment, at all levels of the organization (e.g., 'political savvy') and able to build long term relationships with customers/partners (particularly at senior decision-making levels within an organization) ° Excellent verbal, written and interpersonal communication ability with strong emphasis on listening ° Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented (i.e., holding oneself accountable for results) ° Demonstrated high level of integrity and business ethics ° Must be financially literate and possess business acumen ° Expertise within a dealer environment with sales planning capabilities ° Demonstrated ability to effectively use office automation/communication software and tools currently being used in the HMI office environment ° Must be able to perform all essential job functions with/without accommodation ° Willingness to travel Since 1946, Spherion has been helping talented individuals find rewarding job opportunities that drive excellence in their career. Through a network of 700 offices nationwide, we place 300,000 job seekers in fulfilling office professional, industrial and contact center positions every year. Put our career specialists to work for you!