AV Sales Representative - New York City

WHO WE ARE: Intereum is Minnesota’s only Certified Herman Miller workplace environment specialist. We create inspiring spaces to work, learn, and heal. Intereum is a full-service resource that implements solutions in commercial furnishings and audio-visual technology. Transforming spaces from ordinary to extraordinary, Intereum sees things others can’t see and utilizes tools others don’t have. With business acumen, a rich culture, and an integrated process, Intereum has grown to become a top regional choice for office renovation, reconfiguration, and completely new office environments.

OUR PURPOSE: Delivering environments that inspire work, learning, and healing

OUR CORE VALUES:

• Positive Attitude
• Do the Right Thing
• Accountable
• Resilient

ACCOUNTABILITIES:

• Identify and qualify new business opportunities
• Cultivate a broad network of personal and professional contacts
• Lead innovative & creative strategies to stimulate business development and optimize margin
• Secure preferred pricing structures
• Negotiate contract terms and conditions
• Move qualified buyers from concept to close

WHAT YOU’LL BE DOING:

• Develop insight and understanding into the marketplace and key market segments. Routinely scan business, market, and trade media to identify potential opportunities.
• Qualify prospects by conducting preliminary research to gain a working knowledge of their business. Run credit or other financial checks as needed.
• Develop a plan of engagement by identifying points of entry into the company. Enlist the support and recommendations of coaches, team members, owners and other stakeholders in naming and contacting key buying influencers.
• Secure introductory meetings to verify sales possibilities.
• Build trust, credibility, and nurture collaborative relationships with key buying influences, notably the Economic Buyer. Recognize the influence exerted by each on the buying decision.
• Conduct diagnostic interviews to determine needs (both expressed and unexpressed), buying motivation, and purchase criteria. Listen empathetically in order to fully understand the prospect’s point of view and to gage their level of receptivity to change.
• Educate the prospect. Eliminate perceived discrepancies and tailor solutions for each buyer by understanding the “why behind the buy.”
• Develop strategies to touch prospects multiple times throughout the sales cycle. Keep Intereum top-of-mind by maintaining a robust contract schedule.
• Leverage internal/external resources in support of an opportunity. Enlist the services, expertise and counsel of coaches, management, like-rank proxies, team members and other stakeholders to demonstrate design capabilities, present mock-ups, schedule trips to manufacturers, provide tours of Intereum’s showroom, and to lend strategic or tactical support during onsite presentations.
• Position and sell (cross sell and up-sell) Intereum’s complete product and services portfolio. Seek opportunities to strengthen Intereum’s brand identity in order to create and sustain competitive advantage.
• Recommend and execute strategic initiatives to grow key accounts. Act quickly and decisively to seize opportunities. Implement blocking strategies if competitive threats emerge.
• Foster productive business relationships and strengthen ties with key stakeholders such as preferred vendors, A&D firms, commercial real estate developers, tenant reps, facility managers, and general contractors.
• Seek referrals and leads from existing customers and personal relationships developed through common interest and associations outside of the workplace.
• Secure preferred pricing structures, negotiate contract terms and conditions as directed by management, secure final confirmation, and signed agreements.
• Provide strong project leadership to ensure that the project, product, and service commitments exceed customer expectations
• Provide timely and accurate monthly sales forecasts
• Maintain records of account contact and sales activity. Track, analyze, and report results.
• Enter accurate sales information into CRM
• Become thoroughly grounded in and knowledgeable of Intereum’s internal business processes in order to ensure the most effective, efficient and profitable means of moving proposals and projects forward.
• Actively participate in sales training, continuing education, networking events, and sales and company meetings

WHAT YOU SHOULD HAVE:

• 3-5 years proven sales or design success in commercial office furniture or related industry
• Bachelor’s degree in business, marketing, design or related field
• Experience in multiple account management
• Knowledge of contract proposal and negotiation process
• Relationship management: Strong customer service focus. Highly responsive to customer needs.
• Refined interpersonal skills. Able to establish rapport and gain the trust of others.
• Robust sales and closing capabilities.
• Strong team orientation. Works well with and through others. Able to assemble resources and lead a team effort in support of organizational objectives. Able to influence others and lead by example.
• Resourceful. Skilled problem solver – able to clarify the nature of a challenge, evaluate alternatives and propose solutions.
• Finely honed presentation skills – able to present ideas, positions, proposals and solutions in a thoughtful yet compelling manner.
• Able to manage multiple assignments and tasks, set priorities, allocate time, and adapt quickly to changing circumstances.
• Able to work within a fluctuating sales cycle as well as with multiple decision makers both in- and outside the organization.
• Able to work effectively within a well-defined business process.
• Solid written and oral communication skills. Cultivated listening skills.
• Demonstrated emotional maturity and self-management skills.
• Proficient in Microsoft Office Suite; willingness to learn other systems and programs

WHAT WE BRING TO THE TABLE:

• A State-of-the-Art Facility with plenty of free parking, incredible technology throughout, and a multitude of workspaces at your disposal
• Flexible work environment – Work Your Way allows you to choose where you work
• Use the EOS (Entrepreneurial Operating System) methodology to provide tools to help individuals and teams achieve goals, growth, and improvement
• Quarterly State of the Company Meetings
• Paid Time Off, Paid Holidays
• Paid Parental Leave
• Benefits – Medical, Dental, and Vision
• Seasonal Onsite Flu Shot Clinic
• Employer Paid Long Term Disability and Life Insurance
• 401K
• Community Service opportunities
• Company events, beverages and food included
• Ability to use your talents and strengths to make a positive impact

Notice: This job description is not an employment agreement or contract. Management has the exclusive right to alter this job description at any time without notice.

Intereum is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.

Full COVID-19 vaccination required. All Intereum employees must be fully vaccinated against COVID-19 by January 3, 2022.

Intereum is an Equal Employment Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, national origin, gender, age, religion, sexual orientation, veteran status, or marital status.

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