Business Development Manager, A+D

About Henricksen

Henricksen (Oak Brook, IL) is a full-service contract furniture dealership specializing in office, healthcare, education, government, senior living, and hospitality spaces. Founded in 1962 as a small, family-run dealership, Henricksen has grown into a leading national dealership with twelve offices across Illinois, Minnesota, New York, Pennsylvania, Tennessee, Washington, DC, and Wisconsin. The company employs 300+ full-time employees and generates annual sales exceeding $300 million. Henricksen partners with 300+ manufacturers, offering a diverse range of products including systems furniture, casegoods, seating, lounge and conference furnishings, as well as architectural solutions such as modular walls, flooring, lighting, sound masking, and technology equipment. As one of the largest privately-owned dealer partners of HNI in the United States, Henricksen represents HNI’s furniture brands: Allsteel, Gunlocke, HBF, The HON Company, and Kimball International.

About the Role

This position, located in our Chicago, IL office, focuses on driving measurable sales growth by building high-value relationships within the Architecture + Design (A+D) community. The A+D Business Development Manager will strengthen brand and product awareness, build a strategic pipeline, and influence product selection from concept through installation. This role partners with internal sales teams, customer support, and marketing to convert opportunities into revenue while delivering an exceptional experience for designers and clients.

Responsibilities

• A+D Engagement + Specification Influence: Build and maintain relationships with priority A+D firms to drive specifications and project opportunities. Identify, qualify, and influence projects by aligning solutions with design intent, budget, and timelines. Deliver high-impact learning opportunities (presentations, experience center tours, panels) that lead to specification adoption. Focus outreach on high-potential accounts and activities with clear revenue impact. Track pipeline, specifications, and engagement activity to forecast and prioritize efforts.
• Business + Market Expansion: Plan and execute targeted events and initiatives that generate qualified leads and strengthen market position. Partner with marketing to align messaging and campaigns to A+D priorities. Gather and share market insights and client feedback to improve positioning and win rates. Manage business development budget with a focus on measurable return (specs, leads, conversions). Prioritize activities that generate specifications, leads, or revenue, concentrating on high-value accounts and repeat opportunities. Measure success through pipeline growth, spec conversion, and project wins—not activity volume.
• Sales Alignment + Project Conversion: Partner closely with sales to transition leads into active opportunities and wins. Provide early project intelligence, product guidance, and design support to improve close rates. Ensure alignment across project teams to deliver accurate, timely, and quality project outcomes through project completion.
• Strategic Relationship Management: Serve as a primary point of contact for key A+D firms, ensuring responsiveness and ease of doing business. Maintain visibility into client pipelines and align internal resources to capture opportunities. Strengthen relationships with manufacturer partners and key industry stakeholders to expand influence. Cultivate a strong and expansive network across the market and industry, including A+D, manufacturer partners, general contractors, commercial real estate, and end users. Monitor satisfaction and follow up on project opportunities to ensure an exceptional experience for designers and clients.
• Brand + Market Presence: Elevate brand visibility through targeted industry involvement, thought leadership, and strategic partnerships. Support showroom and client experience efforts that drive engagement and specification decisions. Share success stories, insights, and wins to reinforce credibility and market differentiation.
• People and Culture Development: Collaborate cross-functionally to support shared goals and strong project outcomes. Engage and model the organization’s Core Values across interactions and relationships. Build inclusive relationships with colleagues and key manufacturers and industry partners across functional teams. Maintain accountability for ongoing learning and improvement required to perform the job.

Requirements

• Education and Experience:
  • Bachelor’s degree in interior design, architecture, marketing, business, or related field, or equivalent industry experience.
  • 3+ years of experience in A+D account management, specification sales, manufacturer representation, dealership/design center, or related role.
• Skills and Knowledge:
  • Working knowledge of construction documents and specifications; ability to read drawings, details, and finish schedules.
  • Proven success as a thought leader and networker—presentations, communities, industry.
  • Exceptional presentation, communication, and organizational skills.
  • Strong customer service, team, and relationship orientation.
  • Professional demeanor and presence.
  • Self-motivated and self-directed learner.
  • Ability to influence and negotiate with authenticity and a collaborative spirit.
  • Proficient in Microsoft Office365 applications (including MS Word, Excel, and PowerPoint).

Preferred Qualifications

• 5+ years of experience supporting the A+D community with demonstrated success driving specifications and project influence.
• Established network within the local A+D market (architecture, interior design, and related partners).
• Experience delivering CEUs and leading design-focused events with measurable engagement outcomes.
• Working knowledge of furniture/interiors, architectural products, and the construction/project delivery process.
• Familiarity with Bluebeam and/or drafting/markup software.
• Understanding of applicable building codes and basic technical product considerations (e.g., acoustics, hardware, materials).

Benefits

Henricksen offers competitive wages based on skills and experience as well as comprehensive benefits packages.

Pay

$75,000 - $115,000/year

Henricksen is an Equal Opportunity Employer, fully committed to cultivating a culture that is inclusive and integrates its Core Values in every action, interaction, and decision.