About the job
This position develops new client relationships and turns these relationships into profitable projects. Oversees and participates in maintenance of existing client relationships and makes sure they remain profitable to the company. Serves as a consultant to our clients and business partners. Assigns, oversees and directs work of assigned team members and encourages personal growth and creativity.
Job Specific Responsibilities:
1. Works to achieve sales goals and continue to help grow the company. Provide quality project work for the design team.
2. Develop and participate in networking/referral relationship groups. Provide leads or introductions to networking group members. Follow up on leads provided by networking group partners. Focus on developing key relationships (property managers, A&D firms, commercial brokers, facility managers, etc.) Attend local events hosted by such groups as DMI, High Tech, GMCC, In Business, etc.
3. Follow up on leads from multiple sources. Research potential clients to develop target approach. Work with key manufacturer’s reps on specific target marketing (financial, healthcare, assisted living, National IPA, etc.). Qualify potential client / project opportunities. Make cold calls. Maintain existing client relationships. Build brand recognition for LERDAHL products and services. Develop relationships with prospective clients until a project opportunity arises. Create presentation materials (for example brochures) to target vertical markets and specific client groups.
4. Promote business through professional organizations and seminars. Join & support applicable professional organizations to increase Lerdahl exposure in the marketplace (IIDA, ASID, NCIDQ, LEED AP, WI Registered Interior Designer, etc.). Attend events and network with other professionals. Participate in presentations to groups.
5. Qualify clients and project opportunities through use of interviews, meetings, questionnaires, presentation of features and benefits of recommended solutions, creation of needs analysis & budget development and evaluation of bid opportunities. Determine when design fees are applicable and present contract/estimate to the client.
6. Determine and implement best meeting format to educate clients (showroom tours, installation site tours, manufacturer’s facility tours, offsite showroom tours, PowerPoint presentation, project team meeting, etc.). Determine, plan and implement what is to be covered at meetings (introductions, education, budgets, finish selection, presentation of overall solution, etc.). Determine potential outcome and create action plan/goals.
7. Prepare sales presentations and present proposals. Oversight of team or done directly by sales if applicable. PowerPoint documents, budgets, finish selection presentation, etc. Negotiate discounting with vendors (CDA’s, Master Purchasing Agreements). Negotiate pricing with clients. Determine project/product margins. Larger volume project margin established with Leadership approval.
8. Research competitor’s product lines and gather/share information on current sales tactics in terms of what we are seeing our competition do and what has been successful for Lerdahl.
9. Work with teammates on project related issues. Review work and make recommendations prior to submittal to client. Troubleshoot, develop overall design intent, communicate estimate of project budgets, and work out solutions to a wide variety of problems (internal & external). Team coordination and collaboration.
10. Collaborate with operations related to scheduling and installation issues to achieve win-win levels of client satisfaction within Lerdahl resources.
11. Expand knowledge base of products and solutions. Maintain extensive knowledge of main product solutions and have ability to present clearly.
12. Set a good example and be a good role model to help maintain a positive culture.
13. Support Lerdahl’s guiding principles – Trust, Respect, Integrity, Teamwork, and Continuous Improvement. Help teammates and other Lerdahl employees grow in their roles.
Additional Characteristics of the Position:
1. Complexities – Work is complex and varied and has impact and implications on decisions inother components of the organization. Work is broad in scope and requires an understanding of several major organizational functions within the company. A high degree of analytic ability and inductive thinking is required for decision making and problem solving purposes.
2. Impact of accuracy – Errors may result in considerable financial loss, or serious loss of customer goodwill. Responsible for overall team performance.
3. Interpersonal relationship skills – Critical: Skills in understanding, explaining, teaching, selecting, developing, and motivating people are important to the highest degrees.
4. Stress factor – Substantial: Required to work several hours, attend or conduct meetings beyond the normal day. Attend to stressful situations that arise. These situations are often due to customer or manufacturing issues. Stress is also a product of the overall responsibility for team/project outcomes, overall workload and resolution of issues.
5. Scope of impact – Decisions affect the entire organization.
Supervisory Responsibility:
1. Responsible for revenue generation for the organization.
2. No direct supervisory responsibilities.
Qualifications:
1. Knowledge – Requires extensive theoretical and practical knowledge in a specialized field or discipline, (interior design, product knowledge, business knowledge) and the ability to integrate practical information from such fields or discipline.
2. Education – Bachelor’s degree in interior design. Knowledge in a wide variety of areas, for example; space planning, interior finishes, contract docs. best business practices, building codes, ADA, sustainable design, etc.
3. Experience – At least 5 years related experience. Specialized knowledge required to perform job: Building codes, ADA codes, sustainable design,
extensive product knowledge, space planning, communication skills, ability to identify client roles (buyer, user, etc.) and how they influence process, strategizing, knowledge of competition, negotiating.
4. Problem solving – Solves a wide range of complex, multidisciplinary problems which must consider short and intermediate-term planning (such as design complex architectural projects, develop human resources or financial strategies, conduct original research, etc.)
List all major equipment and computer systems typically used or handled to perform your job duties:
a. Laptop
b. Microsoft Office Products
c. Internet
d. Printers/Fax/Copiers
e. Smart phone
f. e-manage|ONE
List all major equipment and computer systems typically used or handled to perform your job duties:
a. Desktop/Laptop computer
b. Microsoft Office Products
c. Team Design
d. Internet
e. Printers/Fax/Copiers
f. Smart phone
g. e-manage|ONE
PHYSICAL ELEMENTS:
Physical movement –
Standing – occasionally
Sitting – frequently
Walking – frequently
Pushing/Pulling – occasionally
Lifting/lowering – occasionally
Lifting – 5-20lbs
Repetitive motions with hands, wrists, or arms – frequently
Computer/keyboard – frequently
Exposures –
Cold – occasional – most often in climate-controlled environment
Heat – occasional – most often in climate-controlled environment
Heights – occasional – the following would be limited – especially in
comparison to installers
Skin irritants – occasional
Lung irritants – occasional
Electrical equipment – occasional
Loud noises – occasional
Sharp tools/instruments – occasional
LERDAHL | Inspired Workspace Interiors is a commercial interior construction, design and furnishings company serving corporate, healthcare, education and manufacturing clients across Wisconsin, Eastern Iowa and Northern Illinois. We work with clients in over 30 different states and are a locally women owned and operated business entity in Madison, Milwaukee, Wausau | Stevens Point, Wisconsin and Dubuque, Iowa.
