Global Account Manager

Why join us? 

Our purpose is to design for the good of humankind. It’s the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows MillerKnoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.

GENERAL PURPOSE
This position is expected to drive new business and up/cross sell within high potential Global Fortune 500 accounts and is accountable for developing/expanding business and revenue growth within their assigned accounts, both new and existing global accounts where we have not previously done business and without geographic limits.

 
ESSENTIAL FUNCTIONS

• Builds/evolves an account strategy within each assigned account and focus on key stakeholders in customer operations, developing a global action plan to add value to each client’s key initiatives (share of wallet and geography) and mapping global account coverage

• Connects/chases all available resources in order to build/grow business within each global account, knows everyone who can make an impact within each account and how to leverage them, i.e. customer influencers, HM executives and the depth of the GSBG group

• Develops/builds sustainable volume and drives for results within each assigned global account, understands each client’s business strategies and financial drivers, then monitors/manages their assigned accounts to a long-term profitable basis and preserves the ongoing customer relationship

• Manages Salesforce (CRM) information appropriately in order to manage all reporting requirements of the GSBG leadership team in a timely and accurate manner

• Manages within assigned expense/program budgets.

• Measures all sales activities/processes with a robust implementation strategy, utilizing all corporate tools/resources available and aligning the appropriate HM resources with each account

• Takes a purposeful approach to target every opportunity within their assigned accounts/geography to find the penetration points, expand their relationships within each account and discover the windows of opportunity

• Works the account plans with the team(s) assigned to each global account, developing a penetration strategy, defining clear responsibilities/accountabilities with each member of the team and orchestrating the activities of the team to implement the strategy and secure the account, designing a communication process to keep the team making progress 

• Performs additional responsibilities as requested to achieve business objectives.

 
QUALIFICATIONS

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education/Experience

• Bachelor's Degree in in International Business or field of relevant academic discipline and applicable professional certification required; Master's degree preferred.

•  Minimum 5 years of successful selling experience with Herman Miller; minimum of 3 years’ experience in a non-U.S. based international sales and/or marketing role within the contract furniture industry.

 
 
Skills and Abilities

• Global perspective, cross-cultural experience and bilingual preferred. English language required.

• Demonstrated ability to add value to customers and attain a deep understanding of customers’ business goals, consistently finding ways to add value within customer organizations

• Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts (closing)

• Some knowledge of HM global products and services and how they solve problems—some knowledge of competing global products as well as the ability to distinguish HM products and services from the competition

• Must have adequate seniority with HM to have the knowledge/understanding of HM’s structure and support resources and how to access them in achieving/orchestrating combined HM customer interactions

• Must have a consultative personality with strong/mature organizational and problem-solving skills as well as the ability to collaborate (in actual or virtual situations) and negotiate

• Needs a solid understanding of gl