Job Description

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 8.000 people and is represented in more than 150 countries in Asia, Europe and America with subsidiaries and partners.

Job Purpose

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

What does a Business Development Manager / Senior Business Development Manager do?

Fill the \xe2\x80\x9csales funnel\xe2\x80\x9d 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 are: Networking; Gathering information and tracking leads; Working with Sales Manager /General Sales Manager to develop strategic alignment programs with select A&D and other key indirect accounts; Developing and taking part in \xe2\x80\x9cHaworth capabilities\xe2\x80\x9d and product presentations.

Develops and implements business plans to increase new business and expansion opportunities; holds self-accountable for achieving assigned goals and objectives.

Forecast sales based on \xe2\x80\x9csales funnel\xe2\x80\x9d concept for 30-60-90 days and work with SM/GSM to develop winning strategy and close business.

Develop Sales Presentation strategies based on \xe2\x80\x9cproduct for project\xe2\x80\x9d concepts.

Conduct sales presentations to customers and offer products/solutions that meet client\xe2\x80\x99s expectation and support Haworth product development strategy.

Assist in developing Marketing strategies for Haworth product and services.

Actively work to gain market intelligence, including information on competitive products, competitors\xe2\x80\x99 market activity, industry trends, future projects etc.

Work closely with sales operations team to complete the sales cycle.

Work closely with A&D Managers and CEEs to ensure leads are exchanged and to give the customer a seamless experience.

Provide Leadership and mentoring to other members of the BD team: Positively lead and influence the team to collaborate and partner together with entire organization to achieve individual, team and business goals; Ability to coach, and develop sales processes/tools and customer facing skills. (for Senior Business Development Manager)

Assist Sales Manager in mentoring and ensuring the BD team meets its performance target (for Senior Business Development Manager).

Support and groom BDMs in technical and value-add selling (for Senior Business Development Manager).

Support Key strategic projects with BD team on ad-hoc basis (for Senior Business Development Manager).

Requirement & Qualifications

Experience of managing complex sales cycle with B-to-B selling process in multinational companies.

University degree with a minimum of 3-5 years of sales and/or marketing experience.

Experience working in the office furniture or related industry preferred.

Haworth International