Commercial Sales Representative
1 week ago
**Company Overview**
HNI Corporation, a global family of brands for the workplace and home, is dedicated to enhancing the spaces where we live, work, and gather. We foster an environment that makes a positive impact on others, upholding our values in integrity, inclusion, and belonging.
We're Looking for:
A Commercial Sales Representative - Public Sector based in Boston, MA, supporting the Northeast Region.
Your Role:
You will be responsible for generating sales opportunities within designated regions for Allsteel, Inc., to support and maximize growth within Public Sector customers focusing on Higher Education, State and Local Government.
About Your Job Responsibilities:
- Prospect Identification: Search, qualify, develop, and track sales leads for new business using direct methods such as calling and face-to-face meetings, as well as indirect methods like networking through key industry contacts, influencers, and trade organizations.
- Sales Cycle Management: Drive the entire sales cycle from initial customer engagement to closed sales, investigating and creating awareness of all Public Sector business opportunities with the designated region.
- Relationship Development: Participate in key industry-related organizations, events, and lead groups in the region to generate new opportunities, developing strong working relationships with key influencers, dealer partners, mid-to-large commercial end users, and other Allsteel members.
- Deal Strategy Creation: Develop and lead deal strategy with key influencers (A&D, Real Estate, GC, CRE) and Dealer Sales Representatives (DSRs) on projects, accurately diagnosing customer buying type and stage, determining high-impact activities, and creating a plan to win sales.
- Value Proposition Delivery: Deliver the Allsteel value proposition utilizing Point of View (POV) methodology, tailoring the message according to audience and buying model.
Your Qualifications:
- Educational Background: Bachelor's Degree or equivalent experience required.
- Work Experience: 3-5 years' experience in a consultative sales environment, specific to the Higher Education and Public Sector verticals.
- Network and Connections: Proven connections and networked in assigned territory.
- Prior Experience: Furniture or related industry experience preferred.
The Ideal Candidate:
- Sales Expertise: Significant experience in sales (interiors) and a proven ability to close business.
- Industry Knowledge: Knowledge of office environment issues and general business trends.
- Influence and Communication Skills: Ability to identify and positively influence key decision makers and influencers, possessing strong communication and presentation skills, organization, and customer (internal and external) support orientation.
- Teamwork and Adaptability: Ability to successfully interact across business functions, from Allsteel HQ to the field sales members and independent dealers, demonstrating the ability to lead change, handle multiple projects in a fast-paced environment, and possess strong analytical and problem-solving skills.
**Estimated Salary:** $85,000 - $115,000 per year
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