About the job
Based in Middleton, WI, the Sales Account Manager will manage sales project details for LERDAHL Legacy Accounts. Is responsible for all project and daily work to support the sales and marketing efforts, and full customer satisfaction for those accounts. LERDAHL Legacy Accounts are assigned to the Account Manager to farm and grow additional business from those clients. Captures project details to support the sales efforts of LERDAHL.
Specific Responsibilities and Duties:
Customer/Legacy Account Servicing
• Is the single point-of-contact for coordinating all dealer activities, services, orders and personnel for each assigned account; is responsible for account team’s performance, including all marketing and operational decisions made by team members
• Provides timely response to customer’s requests for products, services and/or information
• Maintains comprehensive understanding of customer’s needs, corporate goals, business practices and satisfaction/performance criteria
• Is responsible for all client relations and on-going relationships with client personnel, and client third parties (contractors, A&D firms, etc.)
Sales & Marketing
• Is responsible for marketing full range of dealership’s products and services to customer
• Provides frequent and regular follow-up with customer regarding information for products and services including all support for customer’s requests
• Presents new products and services to customer, and exposes customer to new opportunities to purchase goods and services from dealership
• Identifies account penetration opportunities for additional product or service sales to customer
Sales Order Management
• Develops plans and product specifications either on own or through work with the design department; produces detailed, accurate and professional looking quotes through own effort or in conjunction with dealership personnel (designers, project managers, etc.) and presents these to the customer in a timely manner
• Works with Client Service department to develop service contracts to present to customer when complex services are sold (design, for instance) or for major projects (installation, design, project management)
• Ensures a responsible close of sale by obtaining signed sales orders (and terms & conditions, if appropriate), client purchase orders and deposits as required
• Stays involved throughout sale implementation to ensure that any bottlenecks or changes in scope are identified and resolved, and that both customer and dealership are satisfied
Organizational Interfaces
• Works collaboratively with client and client’s third-party firms, including A&D firms, interior contractors, electrical and communication engineers, customer’s IT group, etc.
• Manages internal and external dealer team interfaces, including interface with subcontractors, manufacturers, etc.
Process, Quality and Customer Satisfaction
• Ensures standards of performance are met for all customer work activities
• Establishes costs and sell amounts for all account products and services, based on contract pricing, gross margin guidelines and established service pricing; is responsible for “cost-of-sale” against account purchases
• Ensures documentation standards are maintained for all account activities; ensures dealership process and procedures are followed
Customer/Account Interfaces:
o Is available, responsive, and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
o Conducts a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors
o Meets monthly, quarterly and yearly sales and margin goals as set by the dealership and sales manager.
o Works with marketing staff (internal or external) to develop professional materials and presentation materials.
Additional Characteristics of the Position:
1. Complexities – Work is complex and varied and has impact and implications on decisions in other 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 or other related degree preferred. Knowledge in a wide variety of areas, for example; space planning, interior finishes, contract documents using best business practices, building codes, ADA, sustainable design, etc.
3. Experience – At least 3-5 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.
a. Laptop computer
b. Microsoft Office Suite
c. Internet/TEAMS
d. Printers/Fax/Copiers
e. Smart phone
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.)
PHYSICAL ELEMENTS:
1. Physical movement –
Standing – occasionally
Sitting – Frequently
Walking – frequently
Pushing/Pulling – occasionally
Driving – occasionally
Lifting/lowering – occasionally
Lifting – 5 to 20 pounds
Repetitive Motion with hands, wrists, or arms – frequently
Computer/keyboard – frequently
2. 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 owned and operated business entity in Madison and Milwaukee, Wisconsin and Dubuque Iowa.
Summary of Position:
As a sales specialist in new business development, based in Middleton, WI, this position does extensive research and networking to identify and land new business leads, which are qualified and initiated before turning over to regular sales force for further development. This position is responsible for generating new sales volume, and targeting account development and competitive account penetration.
Job Specific Responsibilities:
Lead Generation
1. Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations, etc.); develops relationships with key influencers (A&D principals, real estate brokers, property managers).
2. Research for leads through business journals, newspapers, industry periodicals and publications, internet, etc.
3. Puts together a formal marketing plan for generating new business for dealership; plan is reviewed and revised on a regular basis (monthly) as needed.
4. Develops target account list of potential clients, including major corporations, local/state/federal government business, educational entities; uses deliberate, measurable long-term plan to penetrate these accounts.
5. Works closely with dealership’s manufacturer representatives and corporate account groups to target opportunities for sales.
Qualification & Turnover
1. Qualifies leads into potential customers; does detailed need analysis to understand client’s requirements for furniture products and services.
2. Research client’s core business to completely understand client and market factors that impact client’s business.
3. Sets up contact with account/lead to present dealership’s products and services; may bring other sales staff on first meeting or not.
4. Makes persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means.
5. Brings other sales staff into accounts/leads to gain familiarity with client and
Inspired Workplace Interiors 2
internal contacts; sets up account/lead for turnover to other dealer sales staff if required.
Customer/Account Interfaces
1. Is available, responsive, and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
2. Conducts a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third-party consultants/subcontractors.
Miscellaneous
1. Meets monthly, quarterly, and yearly sales and margin goals as set by the dealership and sales manager.
2. Works with marketing staff (internal or external) to develop professional materials and presentations.
Additional Characteristics of the Position:
1. Complexities – Work is complex and varied and has impact and implications on decisions in other 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.
Inspired Workplace Interiors 3
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, business, or other related degree preferred.
3. Experience – At least 3-5 years related experience.
a. Demonstrates achievement in B2B sales
b. Excellent verbal and written communication skills, including facilitation of group presentations
c. Basic understanding of the industry, with the ability to become a subject matter expert on the job
d. Innovation and problem-solving skills that include the ability to develop and propose solutions for clients
e. Superb interpersonal skills, including the ability to quickly build rapport with both customers and suppliers
f. Ability to anticipate customers’ need and match them with appropriate products and services
g. Computer proficient with Microsoft Office Suite
h. Self-driven and able to work comfortably in a fast-paced environment
i. Follow-through and dependability
j. Smart phone
PHYSICAL ELEMENTS:
1. Physical movement –
Standing – occasionally
Sitting – Frequently
Walking – frequently
Pushing/Pulling – occasionally
Driving – occasionally
Lifting/lowering – occasionally
Inspired Workplace Interiors 4
Lifting – 5 to 20 pounds
Repetitive Motion with hands, wrists, or arms – frequently
Computer/keyboard – frequently
2. 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 owned and operated business entity in Madison and Milwaukee, Wisconsin and Dubuque Iowa.
