[Hiring] National Enterprise Account Developer @MillerKnoll

Role Description

The Enterprise Account Developer is a highly competitive individual who leads target account pursuits with a curious mindset, driving new business wins. These individuals serve as the primary point of contact (Accountable in the RACI model) to achieve MillerKnoll’s objective of unlocking new business with large, expanding customers and securing national revenue in defined target accounts. The ideal candidate for this position will be based in Southern California.

• Strategic Account Development:
  • Focus on a list of target accounts identified by the VP of National Accounts.
  • Develop a Strategic Account Plan documenting your deep understanding of the client’s unique business drivers.
  • Identify all decision-makers and key influencers connected to the account.
  • Define the strategy to pursue and win account business, including all upcoming project opportunities.
  • Identify the selling team needed to assist in pursuing the account, including any Executive Sponsor.
  • Organize the team around a RACI model.
  • Maintain a balanced approach to cultivating long-term relationships and capitalizing on upcoming opportunities and projects.
  • Lead the team in executing the strategy to secure business.
• Lead with Why MillerKnoll:
  • Proactively engage clients by developing and demonstrating a tailored Value Proposition that leads to MillerKnoll’s innovative solutions and service model.
  • This Value Proposition will address critical business challenges unique to the target customer.
• Quick Win Strategies:
  • Identify and deploy fast, tactical sales strategies to quickly convert leads into new clients.
  • Shorten the sales cycle—focus on an expedited client conversion process within 12-18 months.

Your day-to-day work will involve:

• Actively identifying and closing new business in your assigned target list.
• Spearheading strategic relationships with key decision-makers in target accounts, positioning yourself as their trusted advisor and primary point of contact for unlocking transformative business opportunities.
• Working with these large customers to discover, diagnose, and solidify their needs and propose/deliver world-class solutions.
• Developing and actively managing long-term Strategic Account Plans to maximize growth potential and address key customer priorities.
• Leading the selling team through your strategy, ensuring all members understand their roles and fulfill their responsibilities.
• Managing the first sale/project with these large accounts from start to finish.
• Collaborating closely with marketing, product development, and other internal teams to ensure well-aligned strategies.
• Utilizing a range of digital tools and CRM (Salesforce.com) to manage leads, track opportunities, and maintain up-to-date account information throughout the sales cycle.
• Enabling a smooth transition to the National Enterprise Account Team (NEAT) to manage the account.
• Maintaining up-to-date client information, including engagement tracking, sales performance, and customer insights.
• Proactively monitoring market trends and industry shifts, adapting strategies to maintain a competitive edge.

Qualifications

• High-Pressure Decision-Making: Ability to balance long-term strategy while achieving short-term progress milestones.
• Hunter and New Business Mentality: 8+ years of experience successfully hunting new business.
• Proven Ability to Build Networks: Leveraging your established network and fostering relationships with influential business decision-makers.
• Confidence and Expertise in Client Acquisition: Demonstrated ability to consistently identify, qualify, cultivate, and acquire new clients.
• Sales Process Mastery: Passion for sales with a strong understanding of selling fundamentals.
• Advanced Selling Skills: Expertise in various selling techniques and negotiation.
• Innovative and Self-Starter Mentality: Confidence and professionalism in representing MillerKnoll.
• Proven Success in Building Client Relationships: Quickly building mutually beneficial relationships with customers.
• Exceptional Communication Skills: Superior verbal, written, and interpersonal communication.
• Commitment to Learning and Performance: Demonstrated strong personal performance standards.
• Strong Financial and Business Acumen: Ability to understand complex financial models and business strategy.
• Deep Knowledge of MillerKnoll Products and Services: Ability to quickly learn and effectively differentiate offerings.
• Travel Requirements: Ability to travel 40%+ nationally.
• Transition-Ready: Efficiently transition the account to the National Enterprise Account Team (NEAT).
• Educational Background: Bachelor’s degree in Business Administration, Design, or a related field preferred.

Benefits

• Compensation range for this role is $200,000.00 - $250,000.00.
• Eligible for geographic premium, annual discretionary incentive, and equity awards.
• Full spectrum of benefits including:
  • Medical, Prescription Drug, Dental, Vision.
  • Health Savings Account, Dependent Day Care Savings Account.
  • Life Insurance, Disability and Other Insurance Plans.
  • Paid Time Off (including Vacation and Parental Leave), Holidays.
  • 401(k), Short/Long Term Disability.