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Account Manager, B2B Sales

1 month ago

San Francisco, California, United States Williams-Sonoma Full time
Job Description

Overview of the Role

This position is part of the Williams-Sonoma, Inc. Business to Business team, responsible for driving significant sales growth in the B2B channel. The team works to leverage professional contacts in hospitality, commercial, and residential market segments, focusing on developers, owner/operators, purchasing firms, end users, and A&D firms to build and manage a diverse project pipeline with large volume incremental sales.

The Account Executive will be responsible for driving meaningful sales growth across all WSI Brands. This role covers the California and Hawaii territory, with a focus on owner/operator and developer-direct work. This is a remote role, but we are seeking candidates based in the Bay Area.

Responsibilities
  • Develop, manage, and grow the B2B client base/sales pipeline in collaboration with the rest of the CA/HI sales team.
  • Leverage and build relationships, facilitate project-based solutions, and work with the cross-functional team to close large volume orders across all WSI Brands.
  • Promote WSI products and services to prospective and existing Business to Business clients through various outreach opportunities, including telephone contacts, office and site visits, in-store events, and tradeshows.
  • Leverage existing relationships with top developers, owner/operators, purchasing firms, and end users to drive large volume sales and manage both existing and new project opportunities.
  • Work closely with the Senior Account Executive - A&D to optimize project win rates and cover all sides of a project.
  • Collaborate and communicate with the territory teams and Regional VP of Sales, conducting continuous follow-up on outstanding quotes and identifying new opportunities to generate additional sales.
  • Effectively represent WSI through outstanding product knowledge and outstanding service.
  • Partner with the care center support teams and corporate office partners as needed to ensure best-in-class service is being provided.
  • Develop and execute strategic business plan/sales strategy for driving sales growth across all brands.
  • Proactively seek opportunities for expansion in new industry verticals, including research and pipeline development.
  • Partner with cross-functional subject matter experts to deliver the WSI value proposition and effectively execute your sales strategy.
  • Develop integrated solutions through collaboration and proactive communication.
  • Maintain/track your business pipeline using SalesForce.
Requirements
  • A minimum of 3 years of directly relevant sales experience, Contract Furniture/Hospitality industry (preferred) or a minimum of 7 years in Design or Development.
  • An established book of business in our target market segments.
  • A proven track record of driving meaningful sales growth.
  • A passion for furniture and interior design.
  • Advanced product knowledge in at least two of the following categories: indoor contract grade furniture, outdoor contract grade furniture, residential furniture (indoor and outdoor), lighting, textiles, bath/plumbing, or flooring.
  • The ability to build relationships - both with cross-functional internal partners and external clients.
  • The ability to effectively manage concurrent and competing priorities in a fast-paced environment.
  • Excellent proactive, solution-oriented, problem-solving skills.
  • The ability to travel up to 30% of the time.
  • Prior experience in business-to-business sales and/or retail preferred.
  • Strong verbal and written communication skills with demonstrated ability to communicate effectively with a variety of internal and external customers/clients/business partners and build strong relationships.
  • Salesforce experience (strongly preferred).
  • Proficiency in Microsoft Office, including PowerPoint, Outlook, and Excel.