The Account Manager is accountable for selling and supporting the sale of Teknion's products to major accounts by working with established customers and related influencers to increase account sales penetration. Maintaining exemplary, measured, service relationships at all levels is achieved by working closely with Teknion internal resources and with Teknion's Dealer network across Canada. This position applies complete knowledge of all the organization's products and policies to close sales, and uses specialized training within product lines and services to maximize sales efforts.
The Account Manager is accountable for:
- Selling Teknion's products to existing major customers by interacting and building business relationships with established clients, as well as contacting existing customers to introduce new products as they are developed and launched.
- Respond to all competitive requests (RFP, RFI, RFQ, etc.) that may require pricing & presentations.
- Knowledge of all contractual customer commitments and the overall execution of those commitments.
- Triage and be accountable for escalations to follow-up with internal Teknion functions.
- Maintain Teknion client product standards and manage changes, communicate these changes to the dealer network.
- Developing sales strategies to capture and maintain prime accounts while utilizing strategic selling techniques such as Miller Heiman blue sheeting, multi-level relationship building, and product presentations to strategically close sales.
- Managing all accounts by ensuring that the selling and product installation process is consistent with the needs of the clients, and that all orders are processed on time and according to specifications. To achieve this, the Corporate Accounts Manager is responsible for working with the Sales Lead, Dealer PM's, consultants such as Project Management firms and Architectural and Design firms, to ensure Dealers/Customers are informed of order progress, as well as ensure that all project activities are effectively co-ordinated between the Dealer/Customer and the Dealer Project Manager.
- Working with existing and potential customers on modifications to Teknion's products to meet tailored customer requirements (special orders/custom requirements).
- Serves as liaison between current and potential customers and the organization to resolve questions regarding products/services.
- Manage third party products for major customers.
- Educating existing customers of Teknion's products through Lunch and Learns, Video introductions, Brochures, etc. Introduce all new products either at showroom presentations or at customers' facility.
- Ensuring customers are kept current on new products and changes to existing product lines by introducing and informing customers of new product launches, product finishes, plan ideas, and product changes in a timely manner.
- Maintaining and generating accurate reports (e.g. sales forecasts, special quotations, monthly sales funnel, etc.) such that the Sales department is able to effectively measure sales results, as well as ensuring that accurate client information is maintained in the sales database.
- Continuously developing and maintaining knowledge of Furniture and broader Contract Interiors Industry through internal and external learning initiatives.
- Participation in Corporate Account Team activities and meetings, and participation in the development of client specific value-add programs and initiatives to provide a competitive advantage to leverage additional furniture sales.
- Assist in organization and participation in client-focused entertainment and educational events.
- Occasional travel within Canada for client requirements.
Preferred Qualifications & Experience:- Post secondary education with a degree in related field
- Minimum of 5 years of b2b/major account selling experience
- Strong knowledge of sales process and strategic selling techniques
- Excellent verbal and written communication skills
- Excellent presentation and interpersonal skills
- Well developed negotiation, organizational and decision making skills
- Strong team building skills
- Excellent time management
- Strong computer skills, including Microsoft Word, Excel, Powerpoint
The expected base salary range for this position will be $87,200 - $109,000. Final base salary offers will reflect an assessment of the selected candidate's skills, demonstrated competencies, and adherence to our internal pay equity framework.
