You can make a salary. Or you can make a difference. Or you can work as a Healthcare Strategic Account Manager – Real Estate at Herman Miller and make both.
About this Opportunity
As a Healthcare Strategic Account Manager - Real Estate, you'll be accountable for achieving and/or exceeding revenue and profit objectives to influence real estate stakeholders, build relationships, and drive specifications within the real estate industry in support of our targeted account strategy. You will also serve as the key contact with real estate influencers to discover and diagnose needs and deliver world-class solutions.
What You'll Do
You'll have opportunities to speak up, solve problems, lead others, and be an owner every day as you...
Speak the language and vernacular of the real estate industry and demonstrate an understanding of the industry drivers of real estate investors, developers, general contractors, and other audiences.
Hold accountability for achieving assigned goals for sales, orders, shipment volumes, new business, and margin percentage.
Actively participate in team-based selling activities when appropriate.
Build and maintain key relationships and present a positive image of Herman Miller companies in the marketplace.
Conduct all sales activities and processes within the parameters of the Herman Miller companies' processes by strategically utilizing corporately-provided tools and resources.
Develop and execute a business plan for new and existing accounts and guide relationships with end users, influencers, real estate firms, and dealers.
Effectively manage client situations to a positive result, anticipating problems, working with key internal constituents, and developing contingency plans.
Make the initial key contact with the customer to develop productive and influential relationships with decision-makers.
Maintain/provide frequent, up-to-date client/lead information for the MSA Lead and peer review. You'll also provide reports as requested.
Manage Customer Relationship Management (CRM) information appropriately, provide timely reporting as needed, and manage assigned expense and program budgets.
Manage data/information gathered to identify leads and create opportunities.
Manage within the assigned expense budget.
Network and manage communication between leadership, dealers, and the Field Sales, Marketing, Contracts, and Customer Care Teams.
Participate in real estate organizations with the objective of developing a network of contacts leading to quality relationships, which will help achieve revenue and profit objectives.
Provide insight into new trends and modes of work and learning that will make a case for change or help customers realize a need (demand generation).
Spend over 50 to 75 percent of the time in the field calling on customers, partnering with Sales and dealers to grow relationships, and developing/managing business plans (including necessary overnight travel).
Perform additional responsibilities as requested to achieve business objectives.
Sound Like You?
You might be just who we're looking for if you have...
A Bachelor's degree in Marketing, Business Administration, Real Estate, or a related field. An equivalent level of experience will also be considered.
Five years of successful contract or capital goods selling experience.
An understanding of the principles that drive real estate decision-making and evaluation.
Some knowledge of Herman Miller products (including Healthcare), services, and culture, as well as the ability to distinguish Herman Miller Healthcare products and services from the competition.
Selling skills, including account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts.
The ability to think strategically and execute tactically.
Strong organizational and problem-solving skills, as well as the ability to collaborate and negotiate.
The ability to be a strong team player.
The ability to be an assertive self-starter with the self-confidence and ability to represent Herman Miller in a professional manner in order to gain a high level of confidence from a diverse group of customers.
The ability to work in a fast-paced, changing environment at all levels of the organization and the ability to build long-term effective relationships with customers and partners.
A love for new ideas and a passion for the sales process with an understanding of its foundations and a commitment to actively seek opportunities, calculate risks, and commit to action.
A demonstrated high level of integrity and business ethics.
Excellent verbal, written, and interpersonal communication abilities with a strong emphasis on listening.
A demonstrated ability to effectively use the office automation, communication, software, and tools currently used in the Herman Miller office environment.
A willingness/ability to travel as required.
The ability to perform all essential job functions of the position with or without accommodations.
Who We Are
At Herman Miller, our unique culture represents the collective attitudes, ideas, and experiences of the people who work here. We focus on protecting the environment, impacting our communities, exceeding the expectations of our customers through high quality products, and championing diversity in all areas of the business, and together we are on a journey toward a better world. We support the well-being of our employees in and outside of work by providing a variety of opportunities including award-winning work-life integration resources, development programs, complex health and wellness offerings, and much more.
Herman Miller is a globally recognized provider of furnishings and related technologies and services. Headquartered in West Michigan, we have relied on innovative design for over 100 years to solve problems for people wherever they work, live, learn, and heal.
Herman Miller is committed to diversity and inclusion. We are an equal opportunity employer including veterans and people with disabilities.
Employee Status: Regular
Travel: Yes, 50 % of the Time
Primary Location: United States