Healthcare Government Manager - Central US Region

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

As a part of the Healthcare sales team, develops and implements business plans aimed at maintaining/growing sales revenue, market share and revenue within assigned government accounts for assigned market; including new products.

ESSENTIAL FUNCTIONS

Accountable for total sales revenue of government accounts within assigned accounts, including new projects and 'flow' business.

Acts as the key contact with assigned Healthcare government accounts to cultivate ongoing productive/collaborative customer relationships and influence decision through the application of consultative selling skills.

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

Coordinates/reviews/recommends pricing for all government bids, RFPs, RFQs, sales proposals and contract submittals for opportunities within assigned accounts-sign bid documents as appropriate.

Develops dealer community capabilities for growing MillerKnoll share of the Healthcare government accounts.

Develops/maintains productive business relationships with key specifiers, A+D, and customer decision-makers as well as MillerKnoll internal contacts to provide support, demonstrate design capabilities, schedule client trips, conduct product presentations, and develop facility strategies that will result in desired results.

Functions as the 'technical expert' on how to prospect/win/conduct business with government entities at all levels.

Implements sales/marketing plans to increase Healthcare government market share within sales regions.

Leads/coordinates internal/external networks/resources necessary to ensure maximum client coverage/success, achieving annual performance targets (i.e., discounting, revenue, orders, shipments, etc.) and creating sustainable competitive advantage for MillerKnoll within assigned government accounts.

Maintains iSPOT (Opportunity Management system) information so the Healthcare Government Sales Team can accurately complete monthly forecasts of expected sales volume, by account, by product line.

Makes regular sales calls on government procurement offices, design commands, civil engineering offices and other agency offices as necessary to build productive business relationships with key decision-makers, specifiers and influencers; maintains up-to-date client information and provides reports as requested.

Manages activities within assigned expense budget.

Performs additional responsibilities as requested.

Provides timely/accurate order forecasts on a monthly (90 day outlook) basis for anticipated government business activity.

Performs additional responsibilities as requested to achieve business objectives.

QUALIFICATIONS

Bachelors degree in marketing, business administration or related field-equivalent level of experience.

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

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

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 government customers as well as understand and effectively navigate the government procurement process/structure

Must have strong organizational and problem solving skills as well as the ability to collaborate/negotiate with government personnel.

Exhibits professional attributes that include an assertive work style, projecting self-confidence, ability to represent MillerKnoll in a professional manner, taking initiative to effectively manage own activities to deliver results and working with/through others to successfully win government business

Must be able to work in a fast-paced/changing environment while demonstrating the ability to work well under pressure, manage multiple projects simultaneously and quickly shift work priorities.

Proven ability to meet with and work at all levels of the org