Account Executive, Furniture

Basic Function
  • 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.

Specific Responsibilities and Duties

Lead Generation
  • 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
Selling
  • 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
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, 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
Customer/Account Interfaces
  • 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
Contract Furniture Management
  • 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
Goals and Performance
  • 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
    Please send your resume, cover letter, and portfolio (if available) to Keith Calabro at kcalabro@parronhall.com


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