Drives revenue and market share across an assigned territory by generating leads, developing customer and dealer relationships, managing sales forecasts, executing business plans, and closing opportunities. Supports dealers through training, product education, pricing guidance, and strategic planning. Builds brand recognition, develops partnerships with end users and industry influencers, coordinates marketing investments, and provides high-level customer service. Requires territory travel, including overnight trips, and a valid driver’s license.
The Business Development Manager (BDM) role is responsible for advancing Teknion's revenue and brand recognition by building and maintaining extensive market knowledge, generating new sales volume, and providing dedicated support to dealers. This involves identifying and cultivating new business leads through networking and referrals, while also establishing and maintaining strong business partnerships with dealers and supporting their pursuits. The role aims to increase Teknion's sales volume and market share within the assigned territory.
Education and Experience Requirements
- Bachelor's degree from a four-year college or university is required; relevant experience may be considered in lieu of a degree.
- A minimum of three (3) years of sales experience is necessary, with a preference for experience within the furniture sales industry.
Knowledge, Skills, and Abilities Requirements:
- Ability to work independently and achieve results.
- Entrepreneurial attitude, ability to excel in a fast-paced environment, and highly motivated self-starter.
- Demonstrated effective negotiation and closing techniques.
- Excellent verbal, written, and interpersonal communication skills with a strong emphasis on listening.
- Advanced selling skills, including qualifying prospects, lead generation, new business development, account penetration, strategic selling knowledge, and the ability to "close".
- Strong problem-solving skills with the ability to prioritize and multitask.
- Ability to create, build, and maintain relationships with customers, influencers, dealers, and the sales team.
- Proficient in Microsoft Office or Google Suite and capable of learning and utilizing Teknion systems and other required technologies.
Essential Job Duties and Responsibilities:
- Meet or exceed assigned territorial revenue goals across all product categories and market segments.
- Identify and connect with key end-users, corporate customers, general contractors, brokers, and A&D reps to generate potential business and sales opportunities.
- Network with key influencers within the market, understanding that some activities may occur after normal business hours.
- Create and present visually engaging presentations that express the brand and meet client needs.
- Develop and execute a territorial business plan incorporating annual goals and objectives.
- Build and enhance the Teknion brand within the market.
- Maintain active business relationships with productive networking and lead sources, including commercial real estate professionals, professional organizations (e.g., IFMA), and ancillary business products sales professionals.
- Build strong relationships with regional partners (Studio TK, Public Sector, Global Accounts and Architectural Interiors) to enhance our go to market approach with the most applicable resources and product and to enhance cross-selling opportunities to increase market share.
- Develop strategies for improved sales growth.
- Maintain current and accurate project forecasts and other sales reports as required, utilizing Salesforce for accurate record keeping.
- Provide high-level follow-through to ensure clients' needs are met and opportunities for improved relationships and new business are maximized.
- Provide information related to discounting, deal sheets, and SQ, and maintain a thorough understanding and proper use of Teknion standards and protocols for discounting.
- Support assigned dealer(s) with product training, allocation, and understanding of Teknion resources, assessing training needs and making appropriate recommendations.
- Organize and lead Dealer/Teknion Annual Business Plans, ensuring quarterly updates are scheduled and attended.
- Complete the SQ portion and act as needed regarding expiration, renewal, or renegotiation of pricing.
- Develop a gap analysis for dealer sales goals less closed business and percent of identified business.
- Work with the Regional Vice President to strategically determine Teknion dollars spent in the market to maximize return on investment, including events, mock-ups, and marketing materials.
- Responsible for gaining a larger share of the dealer's wallet by driving increased sales of ancillary Teknion products through ongoing education and training.
- Work in conjunction with dealer partners to identify and help develop strategic relationships with potential customers.
- Provide customer service for high-level and/or escalated issues.
- Utilize tools created by marketing and dealer and channel partnerships to educate and train dealer partners on product, processes and promotions to increase sales and market share.
- Ability to tell a strong Teknion story that focuses on key selling points such as sustainability.
- Adoption and use of our sales tools and processes both internally and externally to help drive a strategic approach to our partners and external networking contacts.
- Focus on Teknion's strategic priorities to reinforce our market presence and relationships with our dealer partners.
Professional Development/Administration:
- Maintain a complete and thorough knowledge of all Teknion products as well as competitors' offerings.
- Comply with all training requirements.
- Provide timely responses to bid requests.
Additional Job Duties and Responsibilities:
- Maintain effective working relationships with both internal and external partners.
- Work in a manner consistent with the overall goals and direction of the corporation.
- Perform additional responsibilities as requested to achieve business objectives.
- Ability to travel, including overnight, with the amount of travel varying depending on the size of the territory and region.
Required License or Certification:
- Valid driver’s license.
Proficiencies:
The ideal candidate will be proficient in Closing Skills, Motivation for Sales and Business Development, Prospecting Skills, Sales Planning, Selling to Customer Needs, Territory Management, Market Knowledge, Presentation Skills, Energy Level, Meeting Sales Goals, Post-Sale Relationship Management, and Professionalism, as well as Active Listening.
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