Territory Sales Manager - Pittsburgh, PA

Haworth - Pittsburgh, PA

Full-time

Pittsburgh, PA

Furniture and Related Product Manufacturing

About the position

As a Territory Sales Manager at Haworth, you will play a crucial role in driving revenue growth and expanding market share in the Pittsburgh, PA area. Your primary responsibility will be to identify and secure sales from competitively held target accounts, as well as to develop new business opportunities within existing assigned accounts. You will be tasked with creating effective strategies to manage and grow revenue, executing a comprehensive business plan aimed at meeting sales quotas and achieving product mix goals. This position requires a proactive approach to sales development, where you will engage with clients, architects, designers, and real estate professionals to foster relationships that lead to successful business outcomes. In this role, you will create and execute a business plan that involves regular and balanced activities with all assigned existing, target, and new opportunities. This plan will serve as a working document to adapt to market changes and fulfill performance objectives. You will be responsible for developing strong client relationships and providing value to dealers by identifying new business leads and presenting a strategic plan for pursuing these opportunities. Your efforts will include conducting business development strategy sessions with dealers, reviewing key stakeholder relationships, and making recommendations to maximize sales opportunities. You will also be expected to stay informed about economic, financial, social, and cultural trends that impact the industry and your customers. Networking within the assigned market and attending relevant events will be essential for uncovering new business development opportunities. Establishing Haworth as the most profitable line for dealers will be a key focus, requiring you to cultivate trusted-advisor relationships and understand the key business metrics that influence dealer success. You will utilize internal resources to educate dealers on best practices and ensure they are equipped to enhance their capabilities. Additionally, you will manage your business plan using CRM tools, keeping sales activities and strategies current, and adhering to expense reporting guidelines. The role involves significant travel, with up to 70% of your time spent meeting face-to-face with clients, dealers, and influencers, along with occasional overnight travel as needed. You will also be expected to perform other duties as assigned, ensuring that you can fulfill all essential job functions with or without accommodation.

Responsibilities

• Develop revenue and increase market share through identifying and securing sales from competitively held target accounts, new opportunities, and existing assigned account new business.
• Create and execute a business plan by conducting regular and balanced activities with all assigned existing, target, and new opportunities leading to sales development for meeting quota and product mix goals.
• Proactively develop client, A+D, and real estate relationships, fostering trust and creating meaningful engagements to win business.
• Conduct business development strategy sessions with dealers, reviewing key stakeholder relationships and making recommendations for maximizing sales opportunities.
• Partner with dealers to plan client engagement activities and schedule joint client engagements for developing and closing business.
• Remain current with economic, financial, social, and cultural news that impacts the industry and customers.
• Network in the assigned market and attend events to interact with business leaders and influencers to learn of trends and challenges.
• Establish Haworth as the dealer's most profitable line by cultivating strong, trusted-advisor relationships.
• Utilize content from internal resources to educate dealers on best practices, campaigns, products, and incentives.
• Attend monthly MAP meetings and act as a coach to assist dealers in problem-solving issues that impact the relationship.
• Support market-based locations of global accounts to ensure client expectations are met.
• Effectively manage business plan in CRM, keeping information current on sales activities and results for all assigned accounts.
• Manage expense budget and timely expense reporting adhering to established travel and entertainment guidelines.
• Travel daily in assigned territory up to 70% of the time to meet face-to-face with clients, dealers, and influencers.

Requirements

• Bachelor's Degree in business, sales, architecture, interior design, marketing, communications or equivalent.
• 2 years experience in consultative B2B, solution-based sales role with a proven track record of generating revenue and meeting sales targets.
• Proven history of sales success identifying and developing new business opportunities.

Nice-to-haves

• Experience working with dealerships and understanding their sales and operating procedures preferred.
• 3 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Bachelor's Degree preferred.