Territory Sales Manager

3 weeks ago

Marine City, Michigan, United States Haworth Full time
Why Haworth?

We believe that when you feel connected to your work, you feel more engaged. At Haworth, you can pursue a career that offers you ample opportunity to build your portfolio and expand your skillset in an exciting and inclusive environment. Our company values innovation, inspiration, and you, and we're a global leader in office furniture and architectural interiors.

Job Overview

We're currently looking for a Territory Sales Manager to join our team in Pittsburgh, PA. As a Territory Sales Manager, you will:

  • Develop revenue and increase market share through identifying and securing sales from competitively held target accounts, new opportunities, and existing assigned account new business.
  • Develop effective strategies for managing and growing revenue and execute business plans to fill funnels for meeting quota and product mix goals.
  • Responsible for meeting financial sales targets.
Essential Functions

As a Territory Sales Manager, you will:

  • Create and execute business plans by conducting regular and balanced activities with all assigned existing, target, and new opportunities leading to sales development for meeting quota and product mix goals.
  • Utilize business plans as working documents to respond to market changes and/or strategies to fulfill plan requirements and meet performance objectives.
  • Proactively develop client, A+D, and real estate relationships, foster trust, and create meaningful engagements to win Haworth business.
  • Bring value to dealers by identifying and presenting new business leads and business plans for pursuing new opportunities.
  • Take lead roles in Haworth revenue-generating efforts, conducting business development strategy sessions with dealers, reviewing key stakeholder relationships, and other client information to make recommendations for maximizing sales opportunities.
  • Partner with dealers to plan client engagement activities and schedule joint client engagements for developing and closing business and creating long-term client relationships.
  • Remain current with economic, financial, social, and cultural news that impacts industry and customers.
  • Network in assigned markets and attend events, interacting with business leaders and influencers to learn of trends and challenges in the market, competitive landscapes, and uncover new business development opportunities.
  • Establish Haworth as the dealer's most profitable line by cultivating strong, trusted-advisor relationships with them to influence Haworth share of wallet.
  • Understand key business metrics of dealers and their impact on dealer business plans, develop and implement strategies to support dealer revenue goals with Haworth solutions, and increase share of wallet by dealer salesperson.
  • Ensure Haworth Essential products are on showroom floors and that dealers utilize Haworth training and tools to enhance their capabilities.
  • Utilize content from DASH and other internal knowledge and resources to educate dealers on best practices, campaigns, products, and incentives.
  • Attend monthly MAP meetings.
  • Act as coaches to assist dealers in problem-solving issues that impact Haworth-dealer relationships.
  • Support market-based locations of global accounts as assigned to ensure client expectations are met.
  • Effectively manage business plans in CRM (Vine), keeping information current on sales activities, ongoing strategies for sales development, and results for all assigned existing and target accounts, and new business opportunities.
  • Manage expense budgets and timely expense reporting, adhering to established travel and entertainment guidelines.
  • Travel daily in assigned territories up to 70% of the time to meet F2F with clients, dealers, and influencers; occasional overnight travel dependent on territory.
Requirements

We're looking for a Territory Sales Manager with:

  • Bachelor's Degree in business, sales, architecture, interior design, marketing, communications, or equivalent.
  • 2 years of experience in consultative B2B, solution-based sales roles with demonstrated track records of generating revenue and meeting sales targets.
  • Proven history of sales success identifying and developing new business opportunities.
  • Ability to work in Pittsburgh, PA without relocation assistance.
  • Current and continuing right to work in the United States without sponsorship.
Haworth Values

We're a company that values innovation, inspiration, and you. Our values guide our business and help us align with our customers:

  • We listen to our customers.
  • We rely on our members.
  • We honor integrity.
  • We embrace continuous learning.
  • We lead with design.
  • We create value.
  • We work to make the world better.

Join the Haworth family and apply for this job, or learn more about the many possibilities at Haworth at www.haworth.com.

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