Global Account Manager

San Francisco, CA, United States

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.

The Global Account Manager will drive new business and up/cross sell within high potential Global Fortune 500 accounts and is accountable for developing/expanding business and revenue growth within their assigned accounts, both new and existing global accounts where we have not previously done business and without geographic limits.

Essential Functions

Builds/evolves an account strategy within each assigned account and focus on key stakeholders in customer operations, developing a global action plan to add value to each client’s key initiatives (share of wallet and geography) and mapping global account coverage

Connects/chases all available resources in order to build/grow business within each global account, knows everyone who can make an impact within each account and how to leverage them, i.e. customer influencers, HM executives and the depth of the GSBG group

Develops/builds sustainable volume and drives for results within each assigned global account, understands each client’s business strategies and financial drivers, then monitors/manages their assigned accounts to a long-term profitable basis and preserves the ongoing customer relationship

Manages Salesforce (CRM) information appropriately in order to manage all reporting requirements of the GSBG leadership team in a timely and accurate manner

Manages within assigned expense/program budgets.

Measures all sales activities/processes with a robust implementation strategy, utilizing all corporate tools/resources available and aligning the appropriate HM resources with each account

Takes a purposeful approach to target every opportunity within their assigned accounts/geography to find the penetration points, expand their relationships within each account and discover the windows of opportunity

Works the account plans with the team(s) assigned to each global account, developing a penetration strategy, defining clear responsibilities/accountabilities with each member of the team and orchestrating the activities of the team to implement the strategy and secure the account, designing a communication process to keep the team making progress

Performs additional responsibilities as requested to achieve business objectives.

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

Bachelor's Degree in in International Business or field of relevant academic discipline and applicable professional certification required; Master's degree preferred.

Minimum 5 years of successful selling experience with Herman Miller; minimum of 3 years’ experience in a non-U.S. based international sales and/or marketing role within the contract furniture industry.

Skills And Abilities

Global perspective, cross-cultural experience and bilingual preferred. English language required.

Demonstrated ability to add value to customers and attain a deep understanding of customers’ business goals, consistently finding ways to add value within customer organizations

Advanced selling skills, e.g. qualify prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts (closing)

Some knowledge of HM global products and services and how they solve problems—some knowledge of competing global products as well as the ability to distinguish HM products and services from the competition

Must have adequate seniority with HM to have the knowledge/understanding of HM’s structure and support resources and how to access them in achieving/orchestrating combined HM customer interactions

Must have a consultative personality with strong/mature organizational and problem-solving skills as well as the ability to collaborate (in actual or virtual situations) and negotiate

Needs a solid understanding of global account complexities, i.e., currencies, duties and a general understanding of HM’s global capabilities

Must be an assertive, self-starter with the self-confidence and ability to represent HM in a professional manner in order to gain a high level of confidence from a diverse group of customers

Must be able to work in a fast-paced, changing environment, at all levels of the organization (e.g., ‘political savvy’), able to build long term relationships and gain a high level of confidence with customers/partners, particularly at senior decision-making levels within an organization)

Must have a love for new ideas and have an ability to generate, explore, and clarify them as well as having a passion for the sales process with an understanding of its foundations, actively seeking opportunities, calculating risk and committing to action

Excellent verbal, written and interpersonal communication ability with strong emphasis on listening, presenting and facilitation—demonstrated ability to work/contribute in a team environment

Demonstrated high personal performance standards, the desire and ability to continuously learn with a growth mindset and must be results-oriented (i.e., holding oneself accountable for results)

Must have high learning agility, including flexibility/adaptability to change, not satisfied with the status quo, self-awareness, open-mindedness, open to feedback/coaching, curious and comfortable with ambiguity

Demonstrated high level of integrity, business ethics and leadership skills

Must have a high level of financial literacy and global business acumen

Expertise within a dealer environment with sales planning capabilities—provide leadership to dealers in pursuing customer relationships

Ability to effectively use office automation, communication, software, and tools used in the HM office environment

Willingness/ability to travel frequently and easily without restrictions and with cross-cultural sensitivity

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must be able to perform all essential functions of the position with or without accommodations.

Who We Hire?

Simply put, we hire everyone. MillerKnoll is comprised of people of all abilities, gender identities and expressions, ages, ethnicities, sexual orientations, veterans from every branch of military service, and more. Here, you can bring your whole self to work. We’re committed to equal opportunity employment, including veterans and people with disabilities.

A starting compensation range for this role is $165,850.00 - $210,975.00. Relevant salary considerations will include candidate qualifications and experience, other business/organizational needs and market factors . You may also be eligible to receive a geographic premium, annual discretionary incentive and equity awards which are subject to the rules governing these programs. The company offers a 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), and Short/Long Term Disability, in addition to other special perks reserved for our associates.

This organization participates in E-Verify Employment Eligibility Verification.

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