Education Strategic Account Executive

Role Overview

• Accountable for penetrating high impact, new & competitively held Education accounts.
• Manage, grow and defend existing key accounts that are strategically significant with a mix of new and existing accounts that typically cross geographies.
• Lead and operate within complex networks and relationships for these highly visible accounts.
• Conducts all sales activities and processes within the parameters of the MillerKnoll Sales process, utilizing corporate tools/resources provided.
• Develops programs, strategies, leading or participating in winning projects.
• Builds a pipeline for sales opportunities.
• Drives ECommerce activities within Edu sales process including discovery, client management, post installation dealer and customer training.
• Develops/builds volume within assigned accounts to a sustainable level applying lessons learned to provide optimal MillerKnoll buying experience.
• Develops/owns the account/contract and opportunity strategy, communicates to selling team and dealer(s) in the local market(s).
• Influences and/or responds to the customer buying team to make a decision to purchase or expand our solution, typically a non-RFP process.
• Proactively develop/maintain a personal network of MillerKnoll 'can do' allies to provide sales support for these accounts, to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results.
• Maintains Salesforce (CRM) information so Sales Leadership can accurately complete monthly forecasts of expected sales volume, by account, by product line.
• Manages within assigned expense budget.
• Provides insights to key stakeholders/mobilizers that will make a case for change or help them realize a need through demand generation.
• Researches accounts to understand their business priorities and objectives, competition, key stakeholders/mobilizers as well as possible trigger events for their purchasing patterns.
• Utilizes peer-to-peer networking and social media to make connections with key stakeholders and protects accounts from competitive intervention.
• Works with the customer buying team to understand, develop and bring consensus on the business need.
• Create account plans for assigned Education institutions to include long term goals, strategies and actions.
• Share Herman Miller’s POV with key account contacts and stakeholders to continue to position us as a knowledge leader.
• Client’s POC on large projects within assigned MillerKnoll held contracts, responsible that our contractual obligations are met/exceeded.
• Performs additional responsibilities as requested to achieve business objectives.

Requirements

• Bachelor’s degree in marketing, Business Administration, or related field.
• 5+ years of experience of successful contract or capital goods selling, preferably with major, national and/or government accounts.
• Experience leading teams and/or complex projects preferred.
• Some knowledge of MillerKnoll products, services and culture, as well as the ability to distinguish MillerKnoll products/services from the industry competition.
• Must have a love for new ideas and a passion for the sales process with an understanding of its foundations, actively seeking opportunities, calculating risks, and committing to action.
• Demonstrated knowledge of Education/State & Local acquisition policies and procedures.
• Advanced selling skills, e.g. new business development, account penetration, strategic/conceptual/consultative selling, negotiation and contracts, as well as the ability to think strategically and execute tactics.
• Must have strong organizational and problem solving skills, as well as the ability to collaborate and negotiate.
• Must be an assertive, self-starter with the self-confidence and ability to represent MillerKnoll in a professional manner in order to gain a high level of confidence from a diverse group of customers.
• Must be able to work in a fast-paced/changing environment and able to build long term relationships with customers/partners, particularly at senior decision-making levels within an organization.
• Excellent verbal, written and interpersonal communication ability with strong emphasis on listening.
• Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented.
• Demonstrated high level of integrity and business ethics.
• Must be financially literate and possess business acumen.
• Ability to effectively use office automation, communication, software and tools used in the HM office environment.
• Willingness and ability to travel up to 30-40% or as required.

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Professional development opportunities