Note: The job is a remote job and is open to candidates in USA. MillerKnoll is a company dedicated to design for the good of humankind, striving towards a sustainable and equitable future. The Enterprise Account Developer role involves leading target account pursuits and developing strategic relationships to unlock new business opportunities with large clients.
Responsibilities
- Focus on a list of target accounts identified by the VP of National Accounts. Develop a Strategic Account Plan documenting your deep understanding of the client’s unique business drivers. Identify all decision-makers and key influencers connected to the account. Define the strategy to pursue and win account business, including all upcoming project opportunities. Identify the selling team you will need to assist you in pursuing the account, including any Executive Sponsor. Organize the team around a RACI model
- Proactively engage clients by developing and demonstrating a tailored Value Proposition that leads to MillerKnoll’s innovative solutions and service model. This Value Proposition will address critical business challenges unique to the target customer
- As part of your Strategic Account Plan, identify and deploy fast, tactical sales strategies to quickly convert leads into new clients. Shortening the sales cycle—focus on an expedited client conversion process within 12-18 months
- Actively identifying and closing new business in your assigned target list
- Spearheading strategic relationships with key decision-makers in target accounts, positioning yourself as their trusted advisor and primary point of contact for unlocking transformative business opportunities
- Working with these large customers to discover, diagnose, and solidify their needs and propose/deliver world-class solutions
- Developing and actively managing long-term Strategic Account Plans to maximize growth potential and address key customer priorities
- Leading the selling team through your strategy. You are accountable for developing the plan, its documentation, maintenance, and communication, ensuring all members of the selling team understand their roles and fulfilling their responsibilities
- Managing the first sale/project with these large accounts from start to finish, including formulation of a sales strategy for the account and coordination of necessary resources
- Collaborating closely with marketing, product development, and other internal teams to ensure well-aligned strategies and leverage company-wide resources for account acquisition
- Utilizing a range of digital tools and CRM (Salesforce.com) to manage leads, track opportunities, and maintain up-to-date account information throughout the sales cycle
- Enabling a smooth transition to the National Enterprise Account Team (NEAT) to manage the account and preserve the ongoing customer relationship, once the relationship is firm and headed toward long-term results
- Maintaining up-to-date client information, including engagement tracking, sales performance, and customer insights. Ensuring top customer opportunities are quantified and monitored, providing data-driven visibility into our performance
- Proactively monitoring market trends and industry shifts, adapting strategies to maintain a competitive edge
Skills
- Ability to balance long-term strategy while achieving short-term progress milestones
- Demonstrated ability to work in fast-paced environments with aggressive targets, excelling in persuasion, negotiation, and rapid problem-solving
- 8+ years of experience successfully hunting new business, resulting in a portfolio of successful client acquisitions and conversion strategies
- Leveraging your established network and fostering relationships with influential business decision-makers
- Expanding your industry connections to establish relationships with C-level executives
- Demonstrated ability to consistently identify, qualify, cultivate, and acquire new clients
- Passion for sales with a strong understanding of selling fundamentals
- Proven ability to seek out new opportunities, assess risks, and take decisive action
- Expertise in qualifying prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, consultative selling, negotiation, and contracts
- Confidence and professionalism in representing MillerKnoll
- Ability to build trust and credibility with clients
- Quickly building mutually beneficial relationships with customers/partners and establishing connections at senior decision-making levels within an organization
- Superior verbal, written, and interpersonal communication with a strong emphasis on listening and motivating others to take action
- Ability to clearly communicate a strategy to internal and dealer selling teams
- Demonstrated strong personal performance standards, a continuous learning mindset, and a results-oriented approach
- Demonstrated ability to understand complex financial models and business strategy
- Ability to quickly learn MillerKnoll's products, services, and company culture, and effectively differentiate offerings from competitors
- Ability to travel 40%+ nationally and fulfill additional responsibilities as required
- Once an account is secured, the Enterprise Account Developer (EAD) will efficiently transition the account to the National Enterprise Account Team (NEAT)
- Bachelor's degree in Business Administration, Design, or a related field preferred
Benefits
- You may also be eligible to receive a geographic premium, annual discretionary incentive and equity awards which are subject to the rules governing these programs.
- The company offers a full spectrum of benefits including Medical, Prescription Drug, Dental, Vision, Health Savings Account, Dependent Day Care Savings Account, Life Insurance, Disability and Other Insurance Plans, Paid Time Off (including Vacation and Parental Leave), Holidays, 401(k), and Short/Long Term Disability, in addition to other special perks reserved for our associates.
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