Corporate Account Manager

Why Join Custer?

Custer creates personalized spaces that elevate well-being, promote innovation, and transform the communities in which we live and work. Established in 1981, Custer has grown beyond West Michigan to become a premier Steelcase dealership and a full-service interior solutions partner serving corporate, education, and healthcare clients. Our team delivers environments that empower people to do their best work - integrating workplace strategy, design, furniture, flooring, and technology to support a better way of working

 POSITION OVERVIEW

The Account Manager is responsible for driving sales growth, managing client relationships, and ensuring exceptional customer service. This role focuses on achieving and exceeding sales targets by identifying upselling and cross-selling opportunities, negotiating deals, and effectively managing the sales cycle.

As the primary point of contact for clients, the Account Manager builds and maintains long-term relationships by providing exceptional customer service, delivering tailored presentations, and addressing client needs with professionalism and efficiency. While analytics play a role in account optimization, this position places a greater emphasis on direct client interactions, sales execution, and day-to-day account management.

The Account Manager collaborates with internal teams to align solutions with customer expectations and ensure smooth service execution. Regular reporting on account status, sales performance, and client insights to Account Executive(s) and/or the Sales Leader is a key component of this role. This role requires a proactive and results-driven professional with excellent communication, negotiation, and problem-solving skills, dedicated to enhancing client satisfaction.

KEY RESPONSIBILITIES

The Account Manager contributes to the growth and success of Custer by achieving the following objectives:

Sales & Revenue Growth

• Achieve and exceed monthly, quarterly, and annual sales targets and quotas
• Identify upselling and cross-selling opportunities to maximize revenue potential within assigned accounts
• Utilize negotiation skills to overcome objections and close deals effectively
• Reduce sales cycles through time management and an assertive closing approach

Client Relationship Management

• Serve as the primary point of contact for clients, ensuring clear and responsive communication and excellent customer experience
• Build and maintain strong, long-lasting client relationships that drive repeat business
• Deliver engaging presentations tailored to client’s needs, highlight product features, services, and value propositions
• Address client concerns and objections, ensuring high levels of satisfaction and trust

Account Maintenance & CRM Management

• Maintain accurate records of customer interactions and sales activity logs in CRM software
• Track account performance and identify trends to improve customer engagement
• Ensure timely follow-ups and documentation of key account interactions

Reporting & Documentation

• Prepare and present regular reports on account status and sales performance for existing clients to Account Executive and/or Sales Leader
• Document key account strategies and provide insights to leadership on client needs

 Cross-Functional Collaboration

• Work with internal teams to ensure seamless service delivery and customer satisfaction
• Partner with sales support and project management teams to execute client requests efficiently
• Collaborate with internal teams to prepare customized proposals and solutions for clients
• Work with accounts receivable team to assist in timely payment collection

 QUALIFICATIONS

• Proven track record of achieving sales targets
• Problem-solving mindset with the ability to think creatively and make informed decisions
• Detailed-oriented with excellent organization skills
• Ability to multi-task, managing multiple accounts, projects, and deadlines effectively