Global and Strategic Account Manager, CRE

The ideal candidate will easily access a major airport for frequent business travel.

Position Summary The focus of the Manager is to build and maintain meaningful relationships with Project Management (PM) and Commercial Real Estate (CRE) influencers such as CBRE, JLL, Colliers and others at the local and national level to increase Teknion's awareness at and create on-going sales opportunities with these key influencer groups. Particular emphasis on the "relationship manager" with CBRE and their PEP program

This role does not have any direct reports; however he/she is responsible for collectively working with the Business Development Managers across the country in their focus on potential opportunities arising from these influencers.

Essential Job Duties and Responsibilities

• Meet or exceed assigned revenue goals.
• Develop direct relationships with CBRE Relationship Manager in order to maximize our potential within the PEP program
• Identify and connect with key end users to generate potential business
• Identify and connect with key influencer groups with a project management/real estate focus. (i.e.: CBRE, JLL, Colliers) in order to generate potential business.
  1. Engage with Regional Vice Presidents (RVP), local dealers and the sales team to leverage the improved connections with this key influencer group.
• Coordinate the efforts of Business Development Managers across the country through an established strategy that focuses specifically on opportunities generated through real estate and project management firms. Create a forum to share best practices
• Network with key influencers within the commercial real estate market, understanding that some of these activities may occur after normal business hours. Develop, implement and maintain strategy for Teknion's connection to Corenet to enable consistent message and connections throughout the world.
• Create and present visually engaging presentations that express the brand and meet client needs.
• Develop and execute a national business plan incorporating annual goals and objectives.
• Build and enhance the Teknion brand throughout the US.
• Create and maintain sales tools to improve how the Teknion value proposition is conveyed to the real estate influencers and project management audience.
  1. Work in partnership with Insights and Strategy team for research and points of view.
• Maintain active business relationships with productive networking and lead sources, including but not limited to: commercial real estate professionals and project management firms.
• Collaborate with other areas of the company to enhance and increase cross-selling opportunities as needed (Strategic and Global Accounts, Public Sector, Architectural Interiors, Studio TK, LUUM).
  1. Responsible for understanding, management and compliance with contracts in place with these organizations.
• Develop strategies for improved sales growth and share with key stakeholders throughout the organization.
• Maintain current and accurate project forecasts and other sales reports as required.
• Provide high-level follow through to ensure clients' needs are met and opportunities for improved relationships and new business are maximized.
• Provide information as it relates to discounting, deal sheets and SQs.
• Belong to at least two professional industry organizations.

Professional Development/Administration

• Maintain a complete and thorough knowledge of all Teknion products as well as the competitors' offering.
• Comply with all training requirements.
• Utilize all relevant tools in Salesforce and update and maintain accurate records for each project.
• Maintain thorough understanding and proper use of Teknion standards and protocols for discounting.
• Provide timely responses to bid requests.

Additional Job Duties and Responsibilities

• Maintain effective working relationships with both internal and external partners.
• Serve as a program expert and resource throughout the organization in collaborative and constructive manner.
• Work in a manner that is consistent with the overall goals and direction of the corporation.
• Perform additional responsibilities as requested to achieve business objectives.

Ability to travel, including overnight, up to 50%

Education and Experience Requirements

Bachelor's degree from four-year college or university. Relevant experience may be considered in lieu of required degree.

Minimum of five (5) years sales experience within the furniture sales industry required.

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 strong emphasis on listening.
• Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling knowledge, 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 sales team.
• Proficient in Microsoft Office including Word, Excel and PowerPoint with the ability to learn and utilize Teknion systems and other technologies, as required.

Required license or certification:

Valid driver's license

The ideal candidate will be proficient in the following areas: 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, Professional