Company Overview

When you feel connected to your work, you feel more engaged. At Haworth, you can pursue a career that offers you ample opportunity to build your portfolio and expand your skillset in an exciting and inclusive environment. Join a company that values innovation, inspiration, and you!

HAWORTH is a global leader in office furniture and architectural interiors. As a valued member of our team, you can make your mark on the world and reach your full potential within a culture of connectivity.

Why Haworth? Find out more here!

Job Overview

We are currently looking for a Territory Sales Manager to join our team in San Diego, California. This position will cover both San Diego County and Hawaii.

As a Territory Sales Manager you will be a:

Strategic relationship and business developer, focused on generating revenue and increasing market share. Proactively identifies and cultivates client relationships to secure new business. Develops effective strategies for managing and executing business plan to maximize sales opportunities to fill funnel for meeting financial sales targets.

Essential Functions

• Analyze market trends and competitive landscape: Conduct in-depth market analysis, identifying trends, opportunities, and competitive threats.
• Manage complex sales cycles: Manage complex sales cycles, involving multiple stakeholders, decision-makers, and influencers.
• Lead sales strategy for market/territory: Develop and implement sales strategies for assigned sales/market territory to ensure revenue targets are met or exceeded. Track activities using customer relationship management (CRM) system.
• Negotiate and close large-scale deals: Dependent on focus, may negotiate and close large-scale, complex deals, involving significant revenue and strategic importance or support the closing process.
• Develop and maintain key relationships: Build and maintain strong relationships with key clients and dealers through face-to-face (F2F) engagements, understanding their business needs and developing tailored solutions for winning business.
• Comprehensive Dealer Support: Understands key business metrics and their impact on dealer plans, provides resources and tools for effective support, attends MAP meetings, and leverages DASH and other resources to share knowledge, best practices, and strategies to enhance dealer capabilities and revenue with Haworth solutions.
• Industry Awareness & Networking: Stays updated on economic, financial, social, and cultural news impacting the industry and customers. Networks within the market, attends events, and interacts with business leaders to identify trends, challenges, competitive landscape, and new business opportunities.
• Local Global Account Support: Supports market-based locations of global accounts as assigned to ensure client expectations are met.
• Market Travel: Travels up to 80% of the time in assigned market to meet face-to-face with clients, influencers, and dealers.
• Develop and deliver customized presentations: Develop and deliver customized presentations to address specific client needs and challenges.
• Uses office automation, communication, software, and tools used in Haworth office environment.
• Must be able to perform all essential job function with/without accommodation.
• Performs other duties within scope as assigned.

Required Qualifications

Education:

• Bachelor's degree in business, sales, architecture, interior design, industrial design, marketing, communications or equivalent.
• Education Equivalency:
  • Associate's degree plus 2 years related experience or,
  • High school diploma plus 4 years related experience. 

Work Experience:

• 5 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Bachelor’s Degree (6 years experience is preferred).
• 3 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Master’s Degree (4 years experience is preferred).
• Military Equivalency: https://www.mynextmove.org/vets/find/military

Additionally:

• Ability to work in San Diego, California without relocation assistance.
• Current and continuing right to work in the United States without sponsorship.     

Preferred Qualifications

• Contract office furniture or commercial interiors experience preferred.

Knowledge, Skills and Abilities

• Excellent relationship, cold calling, and networking building skills to develop leads and new business opportunities.
• Expert ability to create, build, and maintain internal and external relationships.   
• Advanced selling skills, e.g., prospect qualification; lead generation; new business development; account penetration; solutions-based, and consultative selling; conceptual; negotiation skills.
• Excellent communication skills (verbal, written, interpersonal, listening, and presentation).
• Excellent problem-solving, organizational, and time management skills.                   
• Ability to travel in assigned market to conduct F2F business development meetings, network, and attend industry events.

Compensation and Benefits

Haworth offers a competitive total rewards package including base salary determined based on the role, experience, skill set, and location. For those in eligible roles, sales incentive bonuses may be awarded in recognition of individual achievements and contributions. We also offer a range of benefits and programs to meet our member needs, based on eligibility. These benefits include comprehensive health care coverage, a retirement savings plan, tuition reimbursement, paid volunteer time, and much more. Additional details about total compensation and benefits will be provided during the hiring process. This role offers a salary range of 101 - 175k, depending on candidate experience, education, and skill set.

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