Business Development Manager - National Accounts

Haworth International; Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Haworth Bengaluru seeks a dynamic sales professional to hunt, qualify and develop new business for assigned accounts, contributing to the area quota. You will fill the sales funnel, close deals with architects, design firms, real estate developers, project managers, large corporates and government entities.

Develop and implement business plans, forecast sales for 30-60-90 days with sales leaders, craft product-for-project presentations, and coordinate with the Architect/design and marketing

Qualifications

• Bachelor's degree in business, Marketing, Public Relations, Design, Architecture, Science, or a similar field. MBA will be preferred.
• Excellent communication skills and experience in managing complex sales cycles with B-to-B selling processes in multinational companies.
• 7–10 years of techno-commercial sales and/or marketing experience, preferably in the building material industry/ Indoor office product portfolio sales.
• Minimum 5 years in office furniture or related industry, in Key Account Management, sales or marketing of premium products.
• Quick learner capable of driving business independently with CXO-level relationship-building.

Responsibilities

• Fill the sales funnel for the assigned territory and close deals with key client groups: Architects/Design Firms, Real Estate, Project Management, large corporates, and government.
• Develop and implement business plans to increase new business and expansion opportunities; own goals and objectives.
• Forecast sales based on the 30-60-90 day funnel and collaborate with sales leaders on strategy.
• Develop sales presentation strategies based on product-for-project concepts.
• Conduct presentations to meet client expectations and support Haworth product strategy.
• Assist in developing marketing strategies for Haworth products and services.
• Gain market intelligence on competitors, trends, and future projects.
• Work with sales operations to complete the sales cycle and coordinate with internal Architect/design and Marketing teams for a seamless customer experience.

Skills

Communication skills

B2B selling

CxO relationship-building

Techno-commercial sales

Education

Bachelor's degree in business/ Marketing/ Public Relations/ Design/ Architecture/ Science

MBA preferred

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 and Design Firms, Real Estate, Project Management, large corporate end users, and government.

  Methods to include are: Networking; Gathering information and tracking leads; working with SM/GSM to develop strategic alignment programs with select A&D and other key indirect, and other key indirect accounts; Developing and taking part in “Haworth capabilities” and product presentations.

• Develop and implement business plans to increase new business and expansion opportunities; Have ownership for achieving assigned goals and objectives.

• Forecast sales based on the “sales funnel” concept for 30-60-90 days and work with sales leaders to develop a 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 the internal Architect and design team, as well as Marketing to ensure leads are exchanged and to give the customers a seamless experience.

Your Qualifications

• Bachelor's degree in business, Marketing, Public Relations, Design, Architecture, Science, or a similar field. MBA will be preferred.

• Excellent communication skills and experience in managing complex sales cycles with B-to-B selling processes in multinational companies.

• The ideal is 7-10 years of techno-commercial sales and/or marketing experience, preferably in the building material industry/ Indoor office product portfolio sales.

• Minimum 5 years of experience working in the office furniture or related industry, in Key Account Management (Corporate Clients), sales or marketing of premium products.

• Quick learner, who can drive business independently with a results-oriented thought process and relationship-building ability at the CXO level.

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.