Account Executive – Furniture

Account Executive, Furniture

Generates leads, qualifies potential customers and convinces clients to buy furniture and services from the dealership. This position is responsible for sales volume, margin percent and new business goals on a monthly, quarterly and yearly basis. As the business leader, the account executive leads the team assigned to each customer and sales opportunity, to ensure customer satisfaction. The team will generally include a designer, project coordinator, and on occasion a project manager.

Networks extensively for leads (business groups, real estate brokers, A&D community, local community organizations, industry organizations—IFMA, BOMA, AIA etc.)
Researches for leads through business journals, newspapers, industry periodicals and publications, internet, etc.
Cold calls potential clients in person, by telephone, online or a combination
Participates in dealership lead generation programs such as telemarketing, open houses, industry events, etc.; follows up diligently on leads provided by the dealership

Qualifies leads into potential customers; does thorough need analysis to understand client’s re- quirements 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, marketing manager, 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

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, 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, ) 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, deposits and any other documents or forms 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

Is available, responsive and responds 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
With the support and activity of functional departments, 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

Is knowledgeable of dealership’s product lines—product features, application, technical capabilities, specification, etc.
Has comprehensive 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 As the business leader, escalates concerns or issues to functional managers supporting the customer and sales opportunities, as required
Has knowledge of office environment issues (ergonomics, technology integration and use, office productivity, etc.) and general business trends
Maintains fluency in and continuously utilizes the CORE operating system and company hardware and software as required

Meets monthly, quarterly and yearly sales, margin and new business goals as set by the dealership and/or sales leader
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
Follows Parron Hall values and promotes the company purpose and vision

Parron Hall is an EEO/AA/Disability/Vets Employer