The Channel Sales Executive's primary focus is to increase MillerKnoll sales through our dealer platform. The Channel Sales Executive will be assigned to a specific dealer (or set of dealers) by their AVP/RSD and is responsible for strengthening the relationship with all Dealer Sellers, Designers, and Project Managers to drive MillerKnoll specifications and product sales.
Channel Sales Executives will typically sit in primary markets and therefore have support from a broader set of specialized selling roles also working in their market.
The Channel Sales Executive is responsible for driving sales, working hand-in-hand with these top dealers, and thus help achieve the overall MillerKnoll business objective of increasing share-of-wallet with our most important dealers.
Inside the Job
Your day-to-day work will involve:
- Drive sales working with our top dealers in high priority markets; support RFPs routed to your assigned dealers, assist with customer questions to "close" the sale, support competitive bids specifying MillerKnoll products
- Build strong relationship across all roles inside MillerKnoll dealerships to serve as the 'point-person' for your assigned dealers/set of dealers; act as the dealer's central resource for questions, training needs, product strategy inquiries, etc. to help grow MillerKnoll share of wallet
- Partner with dealer sales representatives on new customer sales opportunities and development of product mix including open plan and ancillary products
- Provide onboarding to new Dealer associates within the Region, selling the entire portfolio of MillerKnoll brands
- Host and provide on-going education as required on products, processes, and competition, through in person or remote delivery of training to Dealer associates
- Develop strong relationships across MillerKnoll internal teams to help dealers navigate internal resources and support, partner with Marketing to deliver successful product and program launches, and communicate product, program, and showroom needs to enhance MillerKnoll brands
- Measure & understand key business metrics of assigned Dealers (sales, orders, product mix, share of wallet)
What You Bring
- Needed skills and experience for this role include:
- Bachelor's degree in Marketing, Business Administration or related field preferred.
- 3+ years of successful contract or capital goods selling experience, preferably including experience as a dealer direct salesperson.
- Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation and contracts (closing).
- Strong organizational and problem-solving skills as well as the ability to collaborate and influence.
- Innovative, self-starter with the self- confidence and ability to represent MillerKnoll in a professional, ethical manner to gain a high level of confidence.
- Ability to work in a fast-paced, changing environment, at all levels of the organization and able to build long term relationships with customers/partners.
- 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.
- Expertise within a dealer environment with sales planning capabilities.
- Thorough knowledge of MillerKnoll products, services and culture, as well as the ability to distinguish MillerKnoll products/services from the competition.
- Ability to travel and perform other job duties as needed.
Our Values
Our values speak to our shared beliefs. They describe how we live our purpose through the way we lead, the way we see one another, and the way we approach our work.
We are difference-makers reflects our commitments to creating places that matter, to being a good neighbor in our communities, and to using business as a force for good.
We are all extraordinary is our statement about the worth of individuals and our commitment to help everyone reach their full potential.
We are better together demonstrates how challenging one another, making room for everyone, and working and winning as one makes us stronger.
