Haworth Collection Sales Specialist ~ New York City, NY

We are currently looking for a Haworth Collection Sales Specialist to work in New York City, NY.

In order to be successful as a Haworth Collection Sales Specialist, applicants will be considered given the following criteria:

• Current and continuing right to work in the United States without sponsorship
• Able to work in the New York market without relocation assistance

Basic Qualifications:

• Bachelor’s degree in business, architecture, interior design, marketing, communication, or engineering AND six years related design and/or marketing experience, including four years experience in office furniture, architecture, design, or luxury product industry with proven history of selling design concepts/ideas leading to profitable business results and identifying and developing new business opportunities within design and/or architecture community.

           OR

• Associates degree in business, architecture, interior design, marketing, communication, or engineering AND ten years related design and/or marketing experience, including four years experience in office furniture, architecture, design, or luxury product industry with proven history of selling design concepts/ideas leading to profitable business results and identifying and developing new business opportunities within design and/or architecture community.

           OR

• No degree AND fourteen years related design and/or marketing experience, including four years experience in office furniture, architecture, design, or luxury product industry with proven history of selling design concepts/ideas leading to profitable business results and identifying and developing new business opportunities within design and/or architecture community.

Other Qualifications:

• Proven history of sales success identifying and developing new business opportunities and high level of professionalism.
• Experience building network of business relationships with focus on developing sales opportunities.
• Advanced selling skills, e.g., prospect qualification; lead generation; new business development; account penetration; strategic, conceptual, issues-based, and consultative selling; negotiation; and contracts (closing).
• Proven ability to create, build, and maintain relationships at C-suite level of end-user clients, influencers, and dealer customers and with internal cross-functional teams.
• Excellent organization, problem-solving, meeting facilitation, and presentation skills.
• Ability to close small, medium and large sales opportunities with minimal support from sales management.
• Excellent verbal, written, and listening skills.
• Demonstrated high level of integrity and business ethics.
• Must be financially literate and capable of predicting contingent outcomes from both customer and competitive perspectives (i.e., creates value proposition to clients that drives profitability, cash flow, and shareholder value).
• Ability to travel daily away from “home” offices up to 70% of time in assigned market with occasional overnight travel, depending on assigned territory; may have occasional international travel, depending on assignment and/or training needs.

Preferred Qualifications:

• Experience selling sophisticated, high-end furnishings or products preferred
• Active membership in industry affiliation/associations preferred, i.e., International Interior Design Association (IIDA), American Institute of Architects (AIA), Associate AIA, American Society of Interior Designers (ASID), International Facility Management Association (IFMA).

ABOUT THE JOB

Identifies opportunities and closes sales on Haworth Collection.  Networks and qualifies high-end client new business opportunities to drive Haworth Collection mix within dealer community to increase sales and market share of Haworth Collection.  Using exceptional relationship-building skills, penetrates market to probe and understand complex client needs.  Works closely with Haworth sales team as overlay specialist when needed; works closely with Haworth dealers, open-line dealers, and design merchants to win strategic projects and develop confidence, knowledge, and brand desire for Haworth Collection.

The Haworth Collection Sales Specialist will focus in these key areas on a day to day basis:

Brand Ambassador

Our values are our DNA here at Haworth and we are proud of it! So, it’s important to us as partners that our values align with yours because we strive to live these six values every day. We value our customers. We value our members. We value integrity. We value continuous learning. We value results. We value our world. The Haworth Collection Sales Specialist:

• Consistently models Haworth vision and values and engages clients and influencers through positive and responsive image.  
• Travels to client locations to meet face-to-face with key decision-makers, influencers, and other key stakeholders to generate emotive desire and connection in Collection pieces. 
• Spends up to 70% of time in field, meeting face-to-face with end-user clients and influencers to drive Haworth Collection sales opportunities.

Qualify Prospect & Account Opportunity and Planning  

• Assesses viability of prospects (return on investment/probability of win and impact on quota retirement) against Haworth’s value proposition and goals for Haworth Collection program to ensure “funnel” development of prospects (greater than 50 percent probability) will yield goal attainment.
• Develops and implements account plans to increase new business and expansion opportunities for Haworth Collection.

   

Builds Relationships  

• Develops and maintains high-end design relationships with influencers, executive-level clients, design merchants, and open-line dealers, using client first approach; establishes self as subject matter expert on premium luxury products to be “go-to” personal brand in market for high-end design pieces.
• Works closely with junior, senior, and principal designers to inform, educate, and influence specifications of Haworth Collection.  Remains well-connected by hosting and attending industry events as subject matter expert and trusted advisor to further brand awareness and desire.
• Willingly partners as overlay product specialist in supporting role with Account Executives and Global Accounts Executives as requested to assist with proposing and presenting client solutions for Collection portfolio.
• Takes ownership of all assigned accounts in business plan (target, new, and existing) with intent to deepen and expand relationships with existing clients and influencers to drive Haworth Collection sales.
• Regular contact with members of Field Sales team, corporate Marketing, Product Line Management, Business Resource Center, Client Services, Tailored Solutions, and Dealer Development departments.
• Introduces new Haworth Collection products to dealers and conducts training with dealer designers and sales staff to educate on Collection heritage and application.

Evaluate Needs & Develop Solutions to Win Business

• Maximizes client engagement time through listening and dialoging. Creates opportunities for clients to establish emotional connection with Haworth Collection by sharing craftsmanship and product design process to create appeal and desire leading to sales.
• Identifies and delivers on client project opportunities with Haworth Collection program to produce Requests for Proposal (RFPs) while managing pricing to ensure Haworth Collection gross margin targets are met.
• Clearly articulates value by delivering succinct and appropriate solution strategy presentations that connect to clients’ needs, concerns, and aesthetic business objectives.
• As trusted advisor, negotiates to reach acceptable long-term business relationship with clients and profitable agreements for Haworth.
• Achieves Haworth Collection sales goals and market share by continuously pushing self to raise personal standards of performance to exceed assigned goals and objectives, including quota attainment.  Constantly evaluates and reduces performance gaps; develops and adjusts action plan to constantly improve performance.
• Keeps abreast of latest trends in sales effectiveness and adopts new approaches as required to expand client base and increase revenue.  Takes initiative to remain current with product knowledge and sales training; utilizes this knowledge/training to increase effectiveness with account development.

   

Administration and Reporting

• Effectively manages business plan to track and report weekly sales results for assigned existing and new client face-to-face meetings and project development, utilizing Customer Relationship Management (CRM) technology.
• Keeps CRM current by entering all account opportunities and interactions into system to produce accurate dashboard and forecasting reports.
• Takes ownership to effectively manage expense budget and timely expense reporting submittals while meeting established travel and entertainment guidelines.

We create great spaces and we create fulfilling career opportunities.

At Haworth, you’ll find a place that since its inception has revolved around inspiration, originality, advancement, and the people who drive it. With a unique global perspective, a culture of great design, a ground-breaking approach to space, and an admiration and appreciation of the members whose cleverness and resourcefulness propel us forward, you’ll find everything you are looking for in pursuing the journey of a fulfilling career. At Haworth, you are more than an employee; you are a valued member of our global family.

Haworth - where global perspective and a unique design point of view come together beautifully to create Organic Workspace® solutions.