Dealer Business Manager- Philadelphia

Reports To: Regional Vice President

Position Summary: The Dealer Business Manager is responsible for supporting their dealer(s) led pursuits and, where appropriate, business driven by the Business Development Managers. Responsibilities include, but are not limited to; establishing and maintaining business partnership with dealers; making dealer, end user, and design firm sales calls and presentations; maintaining accurate and up to date forecasts; increasing Teknion's sales volume and market share within the given territory.

Education and Experience Requirements

Bachelor's degree from four-year college or university. Relevant experience may be considered in lieu of required degree.

Minimum of three (3) years sales experience, within the furniture sales industry preferred.

Knowledge, Skills and Abilities Requirements

• Ability to work independently and achieve results
• Entrepreneurial attitude, ability to excel in a fast-paced environment and highly motivated
• Demonstrated effective negotiation and closing techniques.
• Excellent verbal, written, and interpersonal communication skills with strong emphasis on listening.
• Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling knowledge, ability to 'close'.
• Strong problem solver.
• Strong prioritization and multi-tasking skills
• Ability to create, build and maintain relationships with customers, influencers, dealers and sales team.
• Proficient in Microsoft Office including Word, Excel and PowerPoint with the ability to learn and utilize Teknion systems and other technologies, as required.

Essential Job Duties and Responsibilities

• Support assigned dealer(s) with product training, allocation and understanding of Teknion resources
• Assess dealer training needs and make appropriate recommendations and/or arrangements to meet their needs.
  1. E-learn course assignments, advocate for dealer attendance at Teknion Live training sessions, arrange resources from Mount Laurel or Toronto to conduct live or online training for the market as needed.
• Organize and lead Dealer/Teknion Annual Business Plan
  1. Ensure that quarterly updates are scheduled and attended
  2. Develop annual calendar to include but not limited to: events, product launches and Minimum Standards due dates
  3. Responsible for assigning strategies to the team and ensure they are completed to plan requirements
  4. Complete SQ portion and act as needed re: expire, renew, renegotiate pricing, etc.
  5. Develop a gap analysis - Dealer Sales Goal less closed business and percent of identified business
• Work with RVP to strategically determine Teknion dollars spent in the market to maximize return on our investment including but not limited to: events, mock ups and marketing materials.
• Responsible for gaining larger share of dealer's wallet through driving increased sales of ancillary Teknion products through on-going education and training.
• Meet or exceed mutually agreed upon territorial revenue goals across all product categories and market segments.
• Work in conjunction with dealer partners to identify and help to develop strategic relationships with potential customers.
• Deliver impactful presentations to customer groups, utilizing strong probing, relationship -building and problem-solving skills.
• Collaborate with dealers and other Teknion team members to increase market share i.e.: Global Accounts, Public Sector, Architectural Interiors, Studio TK, LUUM.
• Provide high-level follow through to ensure clients' needs are met and opportunities for improved relationships and new business are maximized.
• Provide customer service for high level and/or escalated issues.

Professional Development/Administration

• Maintain a complete and thorough knowledge of all Teknion products as well as the competitors' offering.
• Comply with all training requirements.
• Maintain current and accurate project forecasts in CRM database.
• Utilize all relevant tools in Salesforce and update and maintain accurate records for each project.
• Maintain thorough understanding and proper use of Teknion standards and protocols for discounting.
• Provide timely responses to bid requests.

Additional Job Duties and Responsibilities

• Maintain effective working relationships with both internal and external partners.
• Work in a manner that is consistent with the overall goals and direction of the corporation.
• Perform additional responsibilities as requested to achieve business objectives.
• Ability to travel, including overnight. Amount of travel will vary depending on size of territory and region.

Required license or certification:

Valid driver's license

The ideal candidate will be proficient in the following areas: Closing Skills, Active Listening, Motivation for Sales and Business Development, Prospecting Skills, Sales Planning, Selling to Customer Needs, Market Knowledge, Presentation Skills, Energy Level, Meeting Sales Goals, Post-Sale Relationship Management, Professional