Education Account Executive

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

Accountable for penetrating high impact, new & competitively held Education accounts. Manage, grow and defend existing key accounts that are strategically significant with a mix of new and existing accounts that typically cross geographies. Lead and operate within complex networks and relationships for these highly visible accounts.

ESSENTIAL FUNCTIONS

Conducts all sales activities and processes within the parameters of the MillerKnoll Sales process, utilizing corporate tools/resources provided

Develops programs, strategies, leading or participating in winning projects.  Builds a pipeline for sales opportunities. Drives ECommerce activities within Edu sales process including discovery, client management, post installation dealer and customer training.

Develops/builds volume within assigned accounts to a sustainable level applying lessons learned to provide optimal MillerKnoll buying experience.

Develops/owns the account/contract and opportunity strategy, communicates to selling team and dealer(s) in the local market(s).

Influences and/or responds to the customer buying team to make a decision to purchase or expand our solution, typically a non-RFP process.

Proactively develop/maintain a personal network of MillerKnoll 'can do' allies to provide sales support for these accounts, to demonstrate design capabilities, schedule client trips, do product presentations, and develop facility strategy to achieve desired results.

Maintains Salesforce (CRM) information so Sales Leadership can accurately complete monthly forecasts of expected sales volume, by account, by product line.

Manages within assigned expense budget.

Provides insights to key stakeholders/mobilizers that will make a case for change or help them realize a need through demand generation.

Researches accounts to understand their business priorities and objectives, competition, key stakeholders/mobilizers as well as possible trigger events for their purchasing patterns.

Utilizes peer-to-peer networking and social media to make connections with key stakeholders and protects accounts from competitive intervention.

Works with the customer buying team to understand, develop and bring consensus on the business need.

Create account plans for assigned Education institutions to include long term goals, strategies and actions. 

Share MillerKnoll’s POV with key account contacts and stakeholders to continue to position us as a knowledge leader. 

Client’s POC on large projects within assigned MillerKnoll held contracts, responsible that our contractual obligations are met/exceeded.

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 marketing, Business Administration, or related field. Equivalent level of experience considered if evidence of ongoing professional development.

5+ years of experience of successful contract or capital goods selling, preferably with major, national and/or government accounts.

Skills and Abilities

Thorough knowledge of MillerKnoll products, services and culture, as well as the ability to distinguish MillerKnoll products/services from the competition.

Knowledge of MillerKnoll resources and how to access them in achieving/orchestrating combined MillerKnoll customer interactions.

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) to uncover/understand/meet the needs of Education customers as well as understand and effectively navigate the federal/state/local government procurement process/structure.

Must have strong organizational and problem solving skills as well as demonstrated proficiency in the ability to collaborate/negotiate with public sector stakeholders.

Must be an assertive, self-starter with the self-confidence and ability to represent MillerKnoll in a professional manner, taking initiative to effectively manage own activities to deliver results with little/no s