Senior Director, Healthcare Area Sales - Northeast

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 Senior Director, Healthcare Area Sales is responsible for sales management of a multi-territory area providing leadership to MillerKnoll Healthcare selling team (inclusive of Nemschoff) and independent rep groups. Develop, lead, and motivate the selling team; build and partner with area dealers; and manage area business activities to grow sales and meet or exceed market share goals and financial objectives.

This position covers the Northeast territory that includes, Maine, Vermont, New Hampshire, Massachusetts, New York, Rhode Island, Delaware, Connecticut, Pennsylvania, New Jersey and candidates must live in the territory.

ESSENTIAL FUNCTIONS

• Accountable for achieving assigned goals for sales, orders, shipment volumes, new business, and margin percentage.

• Builds and maintains key relationships, presenting a positive image of MillerKnoll Companies in the marketplace.

• Conducts all Sales activities and processes within the parameters of MillerKnoll Companies processes by strategically utilizing corporately-provided tools/resources.

• Creates and owns the growth strategy for large strategic national accounts with high complexity and scope. Is directly responsible for account penetration, account development and long term business relationships.

• Develop and maintain key internal and matrix relationships.

• Develops and grows multi-location accounts in local market and works with other Sales Regions to identify additional opportunities.

• Effectively manages client situations to a positive result, anticipating problems, working with key internal constituents, and developing contingency plans.

• Guides strategy for assigned accounts to achieve volume goals through the development and maintenance of long-term relationships with select customers.

• Leverages and partners with the dealer development & execution lead to strategically resource and service customers in a proactive way through our distribution partners.

• Maintains assigned accounts and may have management responsibility for a small to mid-size group of sales employees.

• Manages CRM information appropriately, provides timely reporting as needed, and manages assigned expense and program budgets.

• Networks and manages communication between leadership, field sales, marketing, dealers, contracts, and customer care.

• Performs additional responsibilities as requested to achieve business objectives.

• Plans and directs activities which includes pursuit strategy, coordinator of corporate & field resources, formal presentations & contract negotiations.

• Protects the account from the competition by understanding the competitions' position and strategies.

• Provides insight into new trends and modes of work that will make a case for change or help customers realize a need (demand generation).

• Spends over 75% of the time in the Field calling on customers, partnering with Sales and Dealers to grow relationships and develop/manage business plans. Includes necessary overnight travel.

• Works in collaboration with regional teams; guides relationships with end users, A+D Firms, and Dealers associated with these accounts.

• Performs additional responsibilities as requested to achieve business objectives.

QUALIFICATIONS

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 Marketing, business administration or related field. Master's degree preferred. Equivalent level of experience considered with evidence of ongoing professional development..

• 6+ years of progressively, successful sales experience.

• 2+ years of strategic sales leadership and planning preferred.

Skills and Abilities

• Experience leading teams and/or complex projects preferred

• Experience in successfully hiring, developing, and managing the performance of professional, enthusiastic, competent, and committed teams a plus

• Knowledge of MillerKnoll Healthcare products, services, and culture, as well as the ability to distinguish MillerKnoll Healthcare products/services from the competition

• Advanced selling skills, e.g., account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation and contracts, as well as the ability to think strategically and execute tactics

• Must have strong organizational and problem-solving skills, as well as the ability to collaborate and negotiate

• Demonstrated people leadership skills and ability to work/contribute in a team environment; demonstrated ability to coach, develop and mentor diverse sales team.

• Must be an assertive, self-starter with the self-confidence and ability to represent MillerKnoll 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 and able to build long-term effective relationships with customers/partners, particularly at senior decision-making levels within an organization

• Must have a love for new ideas and a passion for the Sales process with an understanding of its foundations, actively seeking opportunities, calculating risks, and committing to action

• Demonstrated high level of integrity and business ethics.

• Excellent verbal, written, and interpersonal communication ability with strong emphasis on listening.

• Demonstrated ability to effectively use office automation, communication, software, and tools currently used in the MillerKnoll office environment

• Must be able to travel as needed

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 qualified applicants representing a wide range of backgrounds and abilities. 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.

MillerKnoll complies with applicable disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact MillerKnoll Talent Acquisition at careers_help@millerknoll.com.