Area Contract Strategist

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.

Works directly with Area and Global Sales Leads to determine the deal strategy, pricing and project portfolio for the geographic region; including assessing the overall opportunity, establishing a target portfolio and aligning, structuring and securing deals that will support the portfolio strategy. Responsible for identifying key value drivers to 'win' and deploying resources (value engineering, product application help, Competitive analysis, executive sponsorship, etc.) to increase win rates. Leads the contracting, compliance and high level analytics efforts for the Area. Responsible for coordinating the deal making activities and act as an advocate for the Area.

ESSENTIAL FUNCTIONS

• Acts as the Area knowledge expert regarding market opportunities, key accounts, key must win accounts, the pricing environment and distribution (dealers).

• Dedicated to an Area of the Country, and/or to a focused market segment. Aligned with the Area and Global Sales leads, as well as key dealers, in the geography which represents approximately $500 million of business opportunity.

• Determines that the appropriate Contract Manager is assigned to priority accounts. May directly support key strategic accounts/opportunities as needed.

• Ensures that creative strategies are shared with the Herman Miller Sales Team and dealers.

• Maintains a strong relationships with the dealers and Herman Miller Sales Team in that Area and will regularly engage in pricing and dealer portfolio discussions and returning key market findings to the organization.

• Mentors/coaches Contract Managers and Herman Miller Sales Team to effectively find solutions to opportunity issues and to creatively find winning strategies.

• Participates in the Area sales meetings and travels frequently to the Area to stay connected to the markets, the dealers, and the customers.

• Participates, as needed, in the contracting process and customer negotiations/negotiation planning.

• Performs additional responsibilities as requested to achieve business objectives.

• Plays a key role in connecting with the appropriate resources for an opportunity. Leads strategy sessions with cross functional teams, (sales, dealers, and other resources).

• Plays a key role in developing and refining contracting and deal making process and procedures in a changing market environment and to meet business requirements.

• Prioritizes opportunities and deploys appropriate resources that can win the deal.

• Provides analytics on target vs. current portfolio, opens opportunities, wins and losses, and any other valuable market information with the goal of increasing contract base, winning new business and maximizing market performance. Responsible for informing their area Contract team of critical information in their Area.

• Streamlines opportunities through the corporate selling process by partnering with sales and dealers.

• Works with sales leads to establish a target portfolio and creates a strategy which includes identifying new opportunities and structuring deals and pricing to align with the strategy and targeted portfolio.

• Performs additional responsibilities as requested to achieve business objectives.

Additional Essential Functions

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 - Skills and Abilities

• Bachelor's degree in Business Administration or equivalent education and professional experience. Master's degree or equivalent experience is desirable.

• 8-10 years of previous business experience with 5-7 years of successful contracts work in a capital goods industry or professional services.

• Working knowledge of contract law and the Uniform Commercial Code.

• Working knowledge of all antitrust legislation, including Robinson