Why join us?
Our purpose is to design for the good of humankind. It’s the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows MillerKnoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.
Responsible for developing and implementing business plans aimed at growing sales volume, market share and profitability within the federal, state and local government market segments for assigned region.
Essential Functions
Conducts all sales activities and processes within the parameters of the MillerKnoll Sales process, utilizing corporate tools/resources provided.
- Conducts sales training with dealer salespeople and regional sales teams to ensure literacy, skills/knowledge for conducting business with government entities is current and allows for optimum competitive advantage.
- Coordinates, reviews and recommends pricing for all government bids, RFP's, RFQ's, sales proposals and contract submittals for opportunities within the geographic assignment-sign bid documents as appropriate
- Develops and maintains productive business relationships with agency leaders, procurement officials, key specifiers, A+D, and customer decision-makers.
- Develops capabilities within the dealer community for growing MillerKnoll's share of the federal, state, local government and education market segments.
- Functions as the 'technical expert' on how to prospect/win/conduct business with government entities at all levels.
- Implements sales/marketing plans to increase government market share.
- Leads and coordinates internal/external networks/resources necessary to ensure maximum client coverage/success, achieving annual performance targets (i.e., discounting, revenue, orders, shipments, etc.) and creating sustainable competitive advantage for MillerKnoll in the government marketplace
- Maintains Salesforce (CRM) information so the Vice President, Public Sector can accurately complete monthly forecasts of expected sales volume, by account, by product line.
- Makes regular sales calls on key government procurement offices, design commands, Army Corps, NavFac, civil engineering offices and other agency offices as necessary to build productive business relationships with key decision-makers, specifiers and influencers.
- Manages within assigned expense budget.
- Provides timely/accurate order forecasts on a monthly (90 day outlook) basis for anticipated government business activity.
Performs additional responsibilities as requested to achieve business objectives.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
Education/Experience
- 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.
- Licenses and Certifications
- Thorough knowledge of MillerKnoll products, services and culture, as well as the ability to distinguish MillerKnoll products/services from the competition.
- Knowledge of MillerKnoll resources and how to access them in achieving/orchestrating combined MillerKnoll customer interactions.
- 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) to uncover/understand/meet the needs of government customers as well as understand and effectively navigate the federal/state/local government procurement process/structure.
- Must have strong organizational and problem solving skills as well as demonstrated proficiency in the ability to collaborate/negotiate with government personnel.
- Must be an assertive, self-starter with the self-confidence and ability to represent MillerKnoll in a professional manner, taking initiative to effectively manage own activities to deliver results with little/no supervision and working with/through others to successfully win government business.
- Must be able 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, presenting and facilitating.
- Demonstrated high personal performance standards, the desire and ability to continuously learn and must be results-oriented.
- Demonstrated high level of integrity, business ethics and leadership skills.
- Must be financially literate and possess business acumen-astute in understanding financial implications of decision-making in regard to capital expenditures, cost of ownership models, ROI, leasing, etc.
- Expertise within a dealer environment with sales planning capabilities-provide leadership to dealers in pursuing customer relationships.
- Ability to effectively use office automation, communication, software, and tools used in the MillerKnoll office environment.
- Willingness and ability to travel.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
Must be able to perform all essential functions of the position with or without accommodations.
Who We Hire?
Simply put, we hire everyone. MillerKnoll is comprised of people of all abilities, gender identities and expressions, ages, ethnicities, sexual orientations, veterans from every branch of military service, and more. Here, you can bring your whole self to work. We’re committed to equal opportunity employment, including veterans and people with disabilities.
MillerKnoll complies with applicable disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact MillerKnoll Talent Acquisition at careers_help@millerknoll.com.
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