Business Development Manager at Humanscale in Melbourne, Iowa

Job Description:

Company Overview

Humanscale is the premier designer and manufacturer of ergonomic products that improve health and comfort at work. We have a focus on sustainability with over 70% of our products currently certified as having a Net Positive impact on the environment. Our award-winning office products – seating, sit/stand desks, technology support and lighting – have led the industry in performance and simplicity for over 40 years.

Overview

This position is responsible for identifying, pursuing, and winning new business to drive sales growth in Victoria. The BDM will seek out new relationships with key stakeholders and decision makers, such as government, architects and designers, IT resellers, design and build, end users, QS, Project Managers, Ergonomists, Real Estate Agents etc. You will already have a strong network, and possess a formidable ability to seek out, and forge strong client relationships to ensure Humanscale’s inclusion in projects and successful outcome. Creating long term value add to your targeted end-user accounts is paramount, so too is your ability to seek out new projects and managing them from identification through to practical completion.

Responsibilities

• Educating, marketing, and selling the value of ergonomic workplace solutions to end-users, dealers, architects and designers, design and build in your territory.
• Maintain appropriate sales activity levels at all times; minimum 10 sales appointments per week
• Achieve and exceed revenue, profitability and product mix sales goals
• Develop business plan with management for weekly, monthly and quarterly strategic sales objectives
• Set up product tests or demo’s for end-users as necessary
• Facilitate presentations for prospective clients
• Completing sales activity & opportunity reports, CRM, installation assistance, and sales training as well as maintaining customer contact database
• Serves as a liaison between customer service and the customer on shipment and quality matters
• Establishing relationships and educating Architect & Design Firms on ergonomic workplace solutions
• Strong understanding of all Humanscale’s products and consulting services, including task seating, sit stand solutions, monitor arms, technology solutions, task lighting, CPU holders and other ergonomic work tools.
• Host Showroom Events including Breakfast Meetings, Lunch & Learn, Evening Events with A&D, Workstation Suppliers, PM’s, etc
• Schedule in Person Meeting & Virtual sales calls with our Executive Team with Large potential Opportunities

• Identify and pursue ‘New Business opportunities’ - Through utilization of personal network, team networking, lead sharing and information gathering tools and relationships: identify New Business opportunities and focus on converting these from opportunities to product/consultancy sales.
• End Users presentations – schedule meetings and presentations to necessitate initial introductory meetings and subsequent meetings in working towards the promotion + marketing of Humanscale, their ethos, product sets, consultancy services - ultimately working to convert these opportunities to revenue with particular emphasis on product mix.
• Managing information flow on projects from BDM Team via following mediums: Co Star, Lead Meetings, Prospecting - Quantify Information, Qualify/Select Major projects, Apportion other projects to BDM Managers/back to sales funnel.
• Managing Major projects List – Managing a selected list of Major Projects which you have personally identified under the direction of your line manager. Ensure Humanscale are strategically placed for success. This includes working directly with the End User, Project Managers and Cost Consultants for each project whilst strategizing on price and product proposals and communicating this with the wider Humanscale team to ensure a consistent approach where strategy/pricing is enforced, communicated, and actioned with the shortlisted third parties in each project opportunity.
• Project focus and Awareness - Ensure your pipeline and leads list is shared, qualified and processed with your line manager along with up-to-date information on timeline, status, and further accompanying information. Ensure to keep your pipeline updated regularly on CRM.
• Expand trusted partners and resources - End User, Project Management where appropriate - Continue to build close relationships with key individuals in the above fields through the following methods: real estate networking events.
• Education - educating, marketing, and selling the value of ergonomic workplace solutions to New Business Accounts

Qualifications

• Candidate will have 7-10+ years business sales experience
• Bachelor's degree, business, marketing or communications major preferred
• Successful track record of sales planning and execution
• Working knowledge of MS OFFICE and associated applications are required

ADDITIONAL QUALIFICATIONS:

• Knowledge and/or experience in office furniture or related industry, a plus
• Excellent written and verbal
• Skillful negotiation and presentation abilities
• Aggressive follow-up and closing skills
• Lifting up to 18 kg,

Humanscale is an equal opportunities employer

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