Account Manager New Business Development

About the role

At PacificWRO, we believe in uplifting people and spaces. We design and furnish iconic buildings, companies, college campuses, and hospitals across the Pacific Northwest while fostering a great environment for our own team. Our people are quick-thinking, hardworking, and adaptable, and they care deeply about our broader community.

Responsibilities

• Demonstrates and sells dealer-represented products and services at client sites and from the showroom.
• Achieves quarterly and annual sales goals for volume and margins.
• Develops new business while ensuring the highest level of customer satisfaction.
• Wins new accounts; defends and grows existing accounts.
• Conducts client research and strategy.
• Attains GP% and GP$ targets and maintains forecast accuracy.
• Sells PacificWRO’s complete product and service portfolio.
• Owns all areas of responsibility for the successful installation and completion of every job to customer satisfaction.
• Attends necessary sales strategy meetings and develops and maintains a sales strategy for principal target accounts.
• Provides prompt and effective follow-up of leads and new prospects.
• Creates and maintains strong relationships with clients, prospective clients, vendors, and referral sources.
• Understands client value drivers, identifies economic drivers, owns the project narrative, educates clients, and provides alternatives.
• Assumes ownership of the entire sales process, from initial client contact through final punch list.
• Works with team members to complete design, specification, order placement, and installation.
• Conducts Executive Audits/QBRs with top clients.
• Leads with insight and champions MillerKnoll workplace research.
• Maintains up-to-date understanding of MillerKnoll and other major vendor marketing tools and programs.
• Presents holistic solutions of PacificWRO’s product and service portfolio.
• Achieves Level 4 status in MillerKnoll’s Dealer Learning Portal on Omni.
• Promotes and sells design, installation, project management, and other PacificWRO products and services.
• Assists in planning and specification of sales projects when a design contract is absent.
• Assists in project management of sales projects when project management services are not sold and provides timely follow-up.
• Conducts presentations, demonstrations, and tours to ensure client knowledge of products and functional design elements.
• Responsible for fabric finishes and discounting on all final proposals submitted to clients.
• Develops accurate price quotations within margin guidelines.
• Secures dealer-held agreements with major clients as required.
• Maintains relationships with appropriate client contacts to ensure renewal and updates to existing dealer-held agreements.
• Works with the Accounting Department to provide prompt follow-up and investigations of delinquent accounts.
• Develops and participates in lead groups, attends business development functions, cold calls, and cultivates business influencer relationships.
• Maintains current working knowledge of developments in the commercial furnishings industry and related products, applications, and design concepts.
• Devotes time to personal and professional development through continuing education and professional associations.

Expected Goals & Objectives

• Sales Milestones Achieved: 3-year average of $4 million in volume.
• Prospecting: Proactively contacts 2–3 new target customers/prospects per week.
• Engagement with end-users: 2–3 meetings per week with end-user customer contacts.
• Engagement with influencers: 2 meetings per week with customer influencers (A&D, Commercial Real Estate, PM, GCs, etc.).
• Networking: Seeks out and attends industry meetings, events, and other opportunities to build network and relationships (1 meeting/event per month).
• Forecasting: Meets monthly with Sales Leadership to review forecast; updates forecast in CRM weekly; achieves at least 80% forecast accuracy; maintains forecast pipeline ≤1.5× annual goal.
• Account Planning: Completes an Opportunity Plan reviewed with Sales Leadership Team and MillerKnoll Team for opportunities over $250K.
• Continuing Education/Development: Attends MillerKnoll or other Continuing Education (online, in the field, at PacificWRO office, or MillerKnoll Corporate) at least monthly.

Requirements

• Proven sales experience in a value-driven culture.
• Ability to build internal and external relationships to defend and grow business in key existing accounts.
• High School diploma or GED required; Bachelor’s degree preferred.
• 3–5 years progressive work experience at an office furniture dealership preferred (other commercial interiors experience considered).
• Proven sales and target marketing experience that has exceeded expectations.
• Familiarity with basics of project management.
• Demonstrated ability to logistically plan all phases of the project cycle.
• Strong understanding of buying cycles and decision-making processes in the government furnishings industry.
• Experience reviewing customer contracts to fully understand risks and requirements.
• General understanding of furniture systems, electrical/cabling issues, building systems, and building codes.
• Deep knowledge of the MillerKnoll product suite, furniture solutions, and workspace design principles highly preferred.
• Experience calling on general contractors, PMs/owner’s reps, and A&D firms.
• Strong work ethic and ability to manage a high volume of work.
• Excellent leadership and people management skills.
• Strong negotiation skills with proven ability to manage and close large-scale deals.
• Exceptional communication skills, both verbal and written.
• Ability to analyze market trends and data to make informed strategic decisions.
• Proficiency in CRM software, Microsoft Office Suite, CORE, and other sales tools.
• Strong customer service focus and mentality, including solving customer issues.
• Proven organizational and follow-through skills.

Physical Demands of the Role

• Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
• Regularly required to talk or hear.
• Frequently required to stand, walk, sit, and use hands to operate a computer keyboard, mouse, and telephone keypad.
• Occasionally required to reach with hands and arms and to stoop, kneel, crouch, or crawl.
• Regularly lift and/or move up to 10 pounds; frequently lift and/or move up to 25 pounds; occasionally lift and/or move up to 50 pounds.
• Specific vision abilities required: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Benefits

• Medical plans with 85% employer premium contribution.
• Dental plans with 65% employer premium contributions.
• Employer-paid Basic Life Insurance plan.
• FSA and HSA plans.
• 401k with employer match.
• Paid time off policy with 10 paid holidays per year.
• Hybrid work policy – 3 days in the office per week.