Business Development Manager

Haworth; Mumbai; On-site; INR 1,500,000 - 2,700,000; Full time

Job summary

Haworth in Mumbai seeks a sales professional to hunt and develop new business across architects, real estate, PMCs, large corporates and government. You will build a robust sales funnel and drive opportunities end-to-end.

You will forecast 30-60-90 day pipelines, present Haworth capabilities, and align accounts with A&D managers while collaborating with the sales operations team to close deals.

Qualifications

• University degree with 7-10 years techno-commercial sales and/or marketing in Building material/Indoor office portfolio.
• Experience in Modular office furniture is preferred.
• Ability to hunt in the market with a Go-getter attitude.

Responsibilities

• Fill the sales funnel for the assigned territory and close deals with key client groups.
• Network, gather information and track leads.
• Develop strategic alignment programs with A&D and indirect accounts.
• Develop Haworth capabilities and product presentations.
• Forecast sales for 30-60-90 days and develop winning strategy with SM/GSM.
• Create sales presentations based on product-for-project concepts.
• Conduct presentations to meet client expectations and support product strategy.
• Assist in marketing strategies for Haworth products and services.
• Gain market intelligence on competitors and industry trends.
• Collaborate with sales operations to complete the sales cycle and with A&D Managers/CEAs for lead exchange.

Skills

Excellent communication

Complex B2B sales

Modular office furniture experience

Architects and specifiers relations

Solution selling

Results-oriented

Quick learner

Education

University degree with 7-10 years techno-commercial sales/marketing in Building material/Indoor office portfolio

Job description

Job Purpose

Hunt, identify, qualify and develop new business for assigned accounts in contribution towards the established sales quota for the area of responsibility.

A glimpse of your daily mission

• Fill the “sales funnel” for the assigned territory and close deals by actively targeting key client groups -- especially Architect & Design Firms, Real Estate, Project Management, large corporate end users and government. Methods to include:
• Networking
• Gathering information and tracking leads
• Working with SM/GSM to develop strategic alignment programs with select A&D and other key indirect accounts.
• Developing and taking part in “Haworth capabilities” and product presentations.
• Forecast sales based on “sales funnel” concept for 30-60-90 days and work with SM/GSM to develop winning strategy and close business.
• Develop Sales Presentation strategies based on “product for project” concepts.
• Conduct sales presentations to customers and offer products/solutions that meet clients’ expectations and support Haworth product development strategy.
• Assist in developing Marketing strategies for Haworth products and services.
• Actively work to gain market intelligence, including information on competitive products, competitors’ market activity, industry trends, future projects, etc.
• Work closely with the sales operations team to complete the sales cycle.
• Work closely with A&D Managers/ CEAs to ensure leads are exchanged and to give the customer a seamless experience.

Your Qualifications

• Excellent communication skills and experience in managing complex sales cycles with B-to-B selling processes in multinational companies
• University degree with a minimum of 7-10 years of techno-commercial sales and/or marketing experience in the Building material industry/ Indoor office product portfolio
• 3-5 years of experience in the Modular office furniture industry is preferred.
• Achievement orientation with the ability to hunt in the market with a ‘Go getter’ attitude
• Strong connection with specifiers- primarily A & B grade Architects, builders, Interior designers, PMC, and Consultants in a given market or has worked closely with them in major metro cities.
• Worked with End users/Clients with a solution-selling approach, preferably handling a premium product portfolio.
• Quick learner, with a results-oriented thought process

About Us

Haworth is one of the world's largest manufacturers of office furniture, providing solutions for tomorrow's customers worldwide. At the center of our work is the human being: What does a person need to work, what pushes them, motivate them and what makes people feel comfortable at work? Only if we can answer that question, we are able to introduce designs to our customers that will make them achieve their goals. To stay one step ahead, we invest in our own research, have a worldwide network of interesting partners and are part of think tanks around the world who are trying to think ahead. The family-owned company, headquartered in Holland, Michigan/United States, employs more than 8000 people and is represented in more than 150 countries in Asia, Europe and America with subsidiaries and partners.