As a Healthcare Strategic Account Manager, you'll be accountable for achieving/exceeding revenue, profit, and market share growth objectives, inclusive of the full Herman Miller family of brands, for targeted strategic accounts in an assigned territory. You will serve as the key contact with customers to develop and establish productive relationships with decision-makers, influencing them by using selling skills to discover/diagnose their needs and deliver world-class solutions.
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 Herman Miller Group means being a part of something larger than your work team, or even your brand. We create places where people love to be, places that reflect who they are, places that truly matter to people. And our success allows Herman Miller Group to support causes that align with our values, so we can help create a more equitable and sustainable future for all.
What You'll Do
You'll have opportunities to speak up, solve problems, lead others, and be an owner every day as you . . .
Hold accountability for achieving assigned goals for sales, orders, shipment volumes, new business, and margin percentage.
Build and maintain key relationships and present a positive image of Herman Miller brands in the marketplace.
Conduct all sales activities and processes within the parameters of Herman Miller brands' 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, A+D firms, and dealers associated with these accounts.
Develop and grow assigned strategic accounts in the local market.
Effectively manage client situations to a positive result, anticipating problems, working with key internal constituents, and developing contingency plans.
Effectively partner and engage with distribution and commercial partners within their market sales area (Metropolitan Statistical Area -- MSA).
Guide the strategy for assigned accounts to achieve volume goals through the development and maintenance of long-term relationships with select customers, ensuring long-term customer satisfaction.
Keep current with the account through research to identify possible trigger events to penetrate the account.
Manage Customer Relationship Management (CRM) information appropriately, provide timely reporting as needed, and manage assigned expense and program budgets.
Network and manage communication between leadership, dealers, Field Sales, Marketing, Contracts, and Customer Care.
Protect the account from the competition by understanding the competitions' position and strategies.
Provide insight into new trends and modes of work that will make a case for change or help customers realize a need (demand generation).
Respond to and support opportunities within the account.
Spend over 75 percent of your time in the field calling on customers, partnering with Territory 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, or a related field. An equivalent level of experience will also be considered.
At least two years of successful contract/capital goods selling and account management experience (preferred).
Some knowledge of Herman Miller Healthcare products, 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 and 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 seeking opportunities, calculating risks, and committing 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.
The ability to perform all essential job functions with or without accommodations.
Our Values
Our values speak to our shared beliefs. They describe how we live our purpose through the way we lead, the way we see one another, and the way we approach our work.
We are difference-makers reflects our commitments to creating places that matter, to being a good neighbor in our communities, and to using business as a force for good.
We are all extraordinary is our statement about the worth of individuals and our commitment to help everyone reach their full potential.
We are better together demonstrates how challenging one another, making room for everyone, and working and winning as one makes us stronger.
Who We Hire
Simply put, we hire everyone. Herman Miller 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.
