Territory Sales Manager - Raleigh, NC

Why Haworth?

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. Join a company that values innovation, inspiration, and you!

HAWORTH is a global leader in office furniture and architectural interiors. As a valued member of our team, you can make your mark on the world and reach your full potential within a culture of connectivity.

Why Haworth? Find out more here!

Job Overview

We are currently looking for a Territory Sales Manager to join our team in Raleigh, North Carolina.

As a Territory Sales Manager you will be a:

Strategic relationship and business developer, focused on generating revenue and increasing market share. Proactively identifies and cultivates client relationships to secure new business. Develops effective strategies for managing and executing business plan to maximize sales opportunities to fill funnel for meeting financial sales targets.

Essential Functions

• Regularly engages with clients and influencers to develop business and grow market share. Develops and implements strategic business plans to achieve financial objectives and targets.
• Proactively develop client and influencer relationships, fostering trust, and creating meaningful engagements to win new Haworth business.
• Creates value in Haworth-dealer relationship through identifying and presenting new business leads and a business strategy for pursuing new opportunities; educates dealer(s) on campaigns, products, and incentives for increasing revenue. Dependent on focus, may partner with dealers on events and initiatives for expanding market share.
• Remains current with economic, financial, social, and cultural news that impacts industry and customers. Networks in assigned market and attends events, interacting with business leaders and influencers to learn of trends and challenges in the market, competitive landscape, and uncover new business development opportunities.
• Effectively manages business plan in CRM (Vine), keeping information current on sales activities, ongoing strategy for sales development, and results.
• Utilize business plan as working document for capturing strategies, activities, and next steps for closing business with assigned existing, target, and new opportunities; adjusts plan as necessary to maintain objective of growing market share. Track engagements in plan with influencers and real estate for furthering business development. Effectively utilizes CRM tool to manage activities.
• Bring value to dealers by independently identifying new business leads and new business strategy. Leads strategy sessions with dealers reviewing stakeholder relationships and making recommendations to maximize revenue opportunities. Partners with dealers for client engagement activities, scheduling joint engagements to develop and close business, and build long-term client relationships.
• Establish Haworth as the dealer's most profitable line by cultivating trusted-advisor relationships to influence Haworth share of wallet. By understanding dealer's key business metrics and their impact to their business plan, develops and implements strategies to support their revenue goals with Haworth solutions and increase share of wallet by dealer salesperson. Ensures Haworth Essential products are on showroom floor and dealers utilize Haworth training and tools to enhance their capabilities. Attend monthly MAP meetings. Coaches and problem-solves issues that impact Haworth-dealer relationship.
• Support market-based locations of global accounts as assigned to ensure client expectations are met.
• Performs other duties within scope as assigned.
• Must be able to perform all essential job function with/without accommodation.
• Ability to effectively use office automation, communication, software, and tools used in Haworth office environment

Required Qualifications

Education:

• Bachelor's degree in business, sales, architecture, interior design, industrial design, marketing, communications or equivalent.
• Education Equivalency:
  • Associate's degree plus 2 years related experience or,
  • High school diploma plus 4 years related experience.

Work Experience:

• 5 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Bachelor's Degree (6 years experience is preferred).
• 3 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Master's Degree (4 years experience is preferred).
• Proven history of sales success identifying and developing new business opportunities required.
• Military Equivalency: https://www.mynextmove.org/vets/find/military

Additionally:

• Ability to work in Raleigh, North Carolina without relocation assistance.
• Current and continuing right to work in the United States without sponsorship.

Preferred Qualifications

• Experience working with dealerships and understanding their sales and operating procedure preferred.

Knowledge, Skills and Abilities

• Expert ability to create, build, and maintain internal and external relationships.
• Excellent relationship, cold calling, and networking building skills to develop leads and new business opportunities.
• Advanced selling skills, e.g., prospect qualification; lead generation; new business development; account penetration; solutions-based, and consultative selling; conceptual; negotiation skills.
• Excellent communication skills (verbal, written, interpersonal, listening, and presentation).
• Excellent problem-solving, organizational, and time management skills.
• Ability to travel in assigned market to conduct F2F business development meetings, network, and attend industry events.

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