Territory Sales Manager - Ottawa, Ontario (Bilingual)

Why Haworth?

When you feel connected to your work, you feel more engaged. At Haworth, you can pursue a career that offers you ample opportunity to build your portfolio and expand your skillset in an exciting and inclusive environment.

Join a company that values innovation, inspiration, and you!

HAWORTH is a global leader in office furniture and architectural interiors. As a valued member of our team, you can make your mark on the world and reach your full potential within a culture of connectivity.

Why Haworth? Find out more here !

Job Overview

We are currently looking for a Territory Sales Manager to join our team in Ottawa, Ontario.

As a Territory Sales Manager you will :

Develop revenue and increase market share through identifying and securing sales from competitively held target accounts, new opportunities, and existing assigned account new business.

Develop effective strategies for managing and growing revenue and executes business plan to fill funnel for meeting quota and product mix goals.

Responsible for meeting financial sales targets.

Essential Functions

Creates and executes 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.

Utilizes business plan as working document to respond to market changes and / or strategy to fulfill plan requirements and meet performance objectives.

Proactively develops client, A+D, and real estate relationships, fosters trust, and creates meaningful engagements to win Haworth business.

Brings value to dealers by identifying and presenting new business leads and a business plan for pursuing new opportunities.

Takes lead role in Haworth revenue generating efforts, conducting business development strategy sessions with dealers, reviewing key stakeholder relationships and other client information to make recommendations for maximizing sales opportunities.

Partners with dealers to plan client engagement activities, and schedules joint client engagements for developing and closing business and creating long-term client relationships.

• Remains current with economic, financial, social, and cultural news that impacts industry and customers. Networks in assigned market and attends events, interacting with business leaders and influencers to learn of trends and challenges in the market, competitive landscape, and uncover new business development opportunities.
• Establishes Haworth as our dealer’s most profitable line by cultivating strong, trusted-advisor relationships with them to influence Haworth share of wallet.
• By understanding the key business metrics of dealers and their impact to dealer’s business plan, develops and implements strategies to support dealer revenue goals with Haworth solutions and increase share of wallet by dealer salesperson;

includes ensuring Haworth Essential products are on showroom floor, and that dealers utilize Haworth training and tools to enhance their capabilities.

Utilizes content from DASH and other internal knowledge and resources to educate dealers on best practices, campaigns, products, and incentives.

Attend monthly MAP meetings. Acts as coach to assist dealer in problem-solving issues that impact Haworth-dealer relationship.

• Supports market-based locations of global accounts as assigned to ensure client expectations are met.
• Effectively manages business plan in CRM (Vine), keeping information current on sales activities, ongoing strategy for sales development, and results for all assigned existing and target accounts, and new business opportunities.

Manages expense budget / timely expense reporting adhering to established travel and entertainment guidelines.

• Travels daily in assigned territory up to 70% of time to meet F2F with clients, dealers, and influencers; occasional overnight travel dependent on territory.
• Performs other duties within scope as assigned.
• Must be able to perform all essential job function with / without accommodation.
• Ability to effectively use office automation, communication, software, and tools used in Haworth office environment.

Required Qualifications

Education :

• Bachelor Degree in business, sales, architecture, interior design, marketing, communications or equivalent.
• Education Equivalency : Associate Degree in business, sales, architecture, interior design, marketing, communications PLUS 2 years related exp OR 4 years related experience.

Work Experience :

• 5 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Bachelor’s Degree.
• 3 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Master's Degree.
• Proven history of sales success identifying and developing new business opportunities required.
• Military Equivalency : https : / / www.mynextmove.org / vets / find / military

Additionally :

• Ability to work in Ottawa, Ontario without relocation assistance.
• Current and continuing right to work in Canada without sponsorship.

Preferred Qualifications

• 6 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Bachelor’s Degree preferred.
• 4 years experience in consultative B2B, solution-based sales role with demonstrated track of generating revenue and meeting sales targets with Master's Degree preferred.
• Experience working with dealerships and understanding their sales and operating procedure preferred.
• Experience working with federal government contracts preferred.
• Bilingual in both English and French preferred.

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