Workplace Consultant – Raleigh, NC

Duties and Responsibilities

• Lead Generation
• Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA, etc.)
• Researches for leads through business journals, newspapers, industry periodicals and publications, internet, etc.
• Cold calls potential clients in person or by telephone, or combination
• Participates in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership
• Selling
• Qualifies leads into potential customers; does thorough needs analysis to understand client’s requirements for furniture products and services
• Makes persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means
• Develops detailed, accurate and professional looking quotes through own effort or in conjunction with dealership personnel (designers, customer service representatives, project managers, etc.) and presents these to the customer in a timely manner
• Works with service departments to develop service contracts to present to customer when complex services are sold (design, for instance) or for major projects (installation, design, project management)
• Provides accounting department with timely information for any necessary credit checks
• Sale Implementation
• Is responsible for setting up the sale so that it can be efficiently managed and administered by the dealership, and the dealership operations and business personnel
• Accepts responsibility for the accuracy of specifications when entering orders themselves, and reviews specifications for obvious errors when done by others (design, for instance); provides complete, accurate and timely sales order (header data, pricing, contract numbers, etc.) and work order (site and project parameters, installation schedule, etc.) information required for proposal/sales order system
• 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
• Customer/Account Interfaces
• Is available, responsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
• Provides frequent and regular follow-up contact with customer regarding after sale services and information, including customer satisfaction
• Conducts a professional, cooperative interface with the customer, the customer’s employees, and the customer’s third party consultants/subcontractors
• Ensures the customer gets frequent and regular reports on order status, project progress and overall customer activity status
• Assists accounting in resolving any late receivables or customer credit issues
• Goals and Performance
• Mets monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and sales manager
• Provides timely reports on sales forecasts and new leads as required
• Participates in special sales programs sponsored by the dealership or in conjunction with the dealership’s designated furniture manufacturers; attends training sessions as determined by the dealership
• Contract Furniture Management
• Is knowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc.
• Has good understanding of contract furniture management at dealer level—account servicing, project management, order preparation, order management, factory interface, delivery & installation— including sale’s role in those processes and procedures
• Functions as customer advocate for internal order fulfillment performance and service products
• Has knowledge of office environment issues (ergonomics, technology integration and use, office productivity, etc.) and general business trends
• Prompt, reliable and regular attendance

Education and Experience

• Bachelor’s degree or equivalent experience
• 3-5 years in sales within the architecture/interior design and furniture setting preferred
• Excellent communication, interpersonal, problem-solving, presentation, and organizational skills
• Proficiency with sales management software and CRM
• Personal integrity
• Ability to travel at least 25% of the time to customer events and host events in house
• Proficiency in MS Office (Outlook, Word, Excel, PowerPoint)
• Proven success rate at levels above quotas
• Ability to balance persuasion with professionalism
• Strong organizational skills
• Knowledge of furniture industry and manufacturers

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.