Role Summary:

The Furniture Project Specialist is an integral part of the furniture sales model and supports the HiTouch Furniture division philosophy of winning together while keeping it simple as we deliver for our customers. Partnering with our FAE’s and Generalist Sellers, the FPS works to uncover and close large strategic accounts whether local, regional, super-regional or national accounts. 

The FPS’s will work in conjunction with our FAE’s and generalist to create and support furniture opportunities (up to ~$100,000.00) and also manage a personal book of business that should grow to between $9m-$11m in annual revenue. The FPS serves as the furniture expert, guiding the furniture solution for all sold furniture programs, which include customer standards programs, single project events, or other strategic holistic furniture programs created for each specific client. Leads all facets of the sales process from developing the furniture programs, engaging our internal design support, negotiating pricing and contracts. 

Engages with customers via phone, conference call or email to determine furniture needs and then develops appropriate solutions that meet the customer’s requirements from a budget, function, and time perspective. Close sales based on understanding customer needs and recommending appropriate solutions. Additionally, executes outbound call campaigns to existing customers, to uncover and drive business in any furniture aspect.

Duties & Responsibilities 

• Aligned to FAE’s and Generalist sellers, working with RSD’s Furniture and ASM’s Generalists and serve as primary point of contact for all furniture programs and opportunities for a variety of clients ranging from commercial, healthcare, public sector, and K-12/Higher Ed.

 • Utilizes selling tools such as GPO’s, State and local contracts, and manufacturer-driven purchasing agreements. • Effectively manage a sales funnel and pipeline to meet or exceed established KPIs

 • 10% of time spent leveraging campaigns and sales tools to identify new business opportunities in assigned strategic market areas. Expectations of new business development are a critical component of this role.

 • Partners with generalists to build and execute on transactional furniture strategy for targeted accounts.

 • Serve as furniture expert, presenting furniture insights/trends, best practices, solutions on generalist team calls and presentations to clients.

 • Responsible for executing sales campaigns and sales initiatives.

 • Develop solutions for customers, including product selection and specification by collaborating with our design team.

 • Research product solutions, delivery options, sourcing conditions 

• Pricing and product proposals to include identifying alternative products when applicable and necessary.

 • Complete regular training on products, vertical market solutions and sales tactics to maintain expert status

 • Generate and revise quotes and present to the customers in conjunction with the sellers on shared accounts 

• Resolve escalated customer issues

 • Create standards programs, including both transactional contracts, standards programs, and stand-alone project solution

Basic Qualifications

 • Proven self-starter with energy and motivation to uncover, develop and close sales.

 • Ability to work independently with nominal supervision. 

• Ability to sell company values and services, in addition to program features and benefits via phone and internet, while some customer-facing presentations may surface on occasion. 

• Demonstrate strong time management skills with a high degree of understanding prioritization.

 • Demonstrate strong verbal and written communication skills while maintaining a professional appearance

 • Demonstrate strong interpersonal skills to be able to interact across the different departments within HiTouch Furniture as well as with clients, existing or prospect.

 • Context-switching expert: the ability to balance multiple concurrent responsibilities of varying priorities and to shift focus from one to another with minimal loss of productivity or work quality.

 • Problem Solving Skills with a Customer focused mentality. Preferred Qualifications 

• Furniture industry/product knowledge – ability to anticipate competitive positioning and respond; accordingly, knowledge of current industry trends in order to recommend relevant and leadingedge solutions to customers, engaging manufacturing partners when necessary for competitive analysis. 

• Strong computer experience in MS Office Platforms, AS400 and furniture quoting software, Salesforce.com is a critical experience requirement.

Education Requirements 

Minimum/Preferred Education Level - Preferred Bachelor’s Degree Bachelor's Degree or an equivalent combination of education, training, or experience. 

Years of Experience - 4+ years Related work experience

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