The Managing Director is a front-line sales leader responsible for developing and directing a sales team and implementing area sales goals. They provide leadership and support to area sales team to set expectations and goals, drive new business, and maintain existing client base. This person is responsible for driving sales through identified PeopleSpace customers.
The Managing Director will focus in these key areas on a day-to-day basis:
PeopleSpace Ambassador
• Consistently models PeopleSpace vision and values and engages clients and influencers through positive and responsive image to acquire sales and market share
• Spends significant and productive time with end-user clients and influencers (design, real estate, and architectural firms)
Identify & Qualify Prospects
• Leverages strong network of business contacts within sales area to identify leads for expanding business opportunities
• Confirms viability of prospects (return on investment/probability of win)
Account Opportunity and Planning
• Holds direct reports accountable for developing and implementing business plans, including pre-call planning activities and mapping client organizations on key-decision makers to close sales
• Holds weekly meetings with direct reports to manage prospects, develop sales strategies, provide go/no go decisions on opportunities, and identify key internal resources (specialists) necessary to execute strategy
• Collaborates with other sales leaders in development and sharing of account strategy to drive best practices for client engagement amongst sales teams
Builds Relationships
• Builds relationships by constantly growing network of business contacts, including influencers to develop and grow business.
• As trusted advisor, leads with integrity to enhance positive working relationships with team and internal support staff.
Evaluate Needs & Develop Solutions to Win Business
• Reviews strategic solutions with sales team, Strategic Response Team, design team, and confirm development of creative solutions to maximize sales results
• Oversees sales team and ensures proficiency in preparation of customized solutions that resolves clients' needs and are sufficiently differentiated against competitive offerings/solutions
• Conducts ride-alongs with direct reports to instill best practices in delivery of succinct and value-added solution strategy presentations that connect to clients. May assist with more critical client presentations to further influence and close sale.
• Oversees closing activities of sales team and gets involved, when needed, to negotiate long-term business relationships with clients and collaborate with Haworth and other manufacturer partners on Pricing Agreements.
Client and Sales Team Management & Leadership
• Leads, manages, and supervises area sales and support team, including setting objectives and schedules, completing performance appraisals, forecasting, managing area sales budget, and organizing staff levels to ensure goals and objectives are met.
• Communicates strategy, including goals and objectives, PeopleSpace brand, and compensation plans to ensure understanding and motivate team to achieve plan and drive business outcomes.
• Provides coaching, direction, training, and feedback to direct reports to improve performance and behaviors. Develops and encourages members' growth through measuring performance to goal attainment. Rewards and recognizes members who display positive behaviors and obtain results through personal accountability.
• Keeps abreast of latest trends in sales effectiveness/training and adopts new approaches as required to coach direct reports on best practices for expanding client base and increasing revenue.
• Takes initiative to remain current with product knowledge and application, as well as workplace knowledge; utilizes this knowledge/training to help direct reports with increasing effectiveness with account development and sales presentations.
• Continuously pushes self to raise personal standards of performance to exceed assigned goals and objectives, including quota attainment and market share growth.
• Manages client relationships including providing assistance to manage through internal obstacles, when necessary work with Haworth to meet client needs.
Administration and Reporting
• Sets and measures financial and strategic goals through effective management of area sales budget, area business plans and account development by team
• Drives utilization of Customer Relationship Management (CRM) technology by sales team members and holds them accountable for timely updates within CRM to produce accurate dashboard and forecasting reports
Basic Qualifications:
• Bachelor's degree AND four years diversified sales and account development experience
OR
• Associates degree AND eight years diversified sales and account development experience
Other Qualifications:
• Visionary leader capable of initiating ideas and implementing strategies
• Excellent verbal, written, listening and presentation skills
• Recruit and develop people, build sales team, deliver results and facilitate change
• Successfully manage others and territory; strong business and financial acumen skills
• Strong negotiation skills to close business and manage relationships
• Strategic and analytical thinker capable of driving creative and tactical business decisions that support PeopleSpace initiatives
• Make quick decisions and build consensus with team members and across all functional areas of business
• Quickly learn and embrace PeopleSpace Values and demonstrate through daily behaviors/actions
Preferred Qualifications:
• Experience leading an outside sales team in a major market
• Experience in the contract office furniture or Architectural & Design industry
