Senior Sales Representative

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SALES REPRESENTATIVE - TORONTO

WHO IS KEILHAUER?

Founded in 1981, Keilhauer is a privately owned, design-focused contract furniture manufacturer. Keilhauer manufactures seating and tables that make work more comfortable for all. Keilhauer products are thoughtfully made to support communication and engagement in spaces such as meeting rooms, collaboration areas, lobbies and lunchrooms. Working with world-renowned furniture designers, Keilhauer is internationally recognized for award-winning design, built with extreme craftsmanship, to the highest environmental standards.

SUMMARY

Sales Representatives are accountable for achieving the company’s targeted sales revenues by representing Keilhauer and selling its product to various architectural and design firms, dealer markets and end users within company policies concerning pricing guidelines, terms of sale and distribution channels.

Excellent communication, relationship-building skills and problem solving abilities are critical for this role, as you will interface and collaborate with various internal and external stakeholders. You understand the voice of the customer and work hard to ensure satisfaction. As you will often work on several assignments concurrently, the ability to multitask and self-manage your time is essential.

This role is best suited to an experienced Sales professional with a high degree of professional integrity, judgement and cultural sensitivity. You are a conceptual thinker with exceptional interpersonal skills who builds connections easily. Ensuring our customers receive exactly what they need helps to further Keilhauer’s mission of making work comfortable for all.

PRIMARY RESPONSIBILITIES

Represents Keilhauer to clients

• Conducts product presentations for design, architectural firms, dealers and end users.
• Manages various aspects of quotations including formal presentations, calculation of discount structures and communication of sale details to customers and determination of final terms.
• Sources new leads with design and architect firms; analyzes changes to existing client base and facility requirements and suggests new options
• Conducts factory and showroom tours.
• Handles customers’ special requests and assists internal staff with lead-time impacts.
• Ensures customers are kept current on new products and changes to existing product lines by introducing and informing customers of new product launches, product finishes and changes in a timely manner.
• Estimates date of delivery to customer based on knowledge of production and delivery schedules.
• Ensures Keilhauer presence with various industry associations and keeps abreast of changes within industry and competitors.
• Ensures resources, materials and client database are kept current and up-to-date.
• Receives and manages an expense and promotional budget.

Provides insight and analysis to department and various stakeholders

• Evaluates client needs and provides product solutions.
• Keeps abreast of industry competitors, market trends, product innovations and territory changes and market trends/conditions.
• Prepares a business plan which is used in tandem with other territories to assess overall sales for the company.
• Oversees pricing-related issues and discounts up to company established thresholds.
• Oversees, with Sales Manager’s participation, dealer-related issues including assessment and selection of dealers.
• Determines, with Sales Manager’s assistance, which discounts will result in profitability for the company.
• Reviews external department processes and makes recommendations for improved efficiency and enhanced customer service.
• Prepares an annual business plan outlining projected company sales for Senior Management review and approval.

QUALIFICATIONS

• 3 years’ Sales and/or Marketing experience in a similar industry or end-user environment.
• Post-secondary diploma in Sales/Marketing, Business Administration or Design or related field.
• Proficient in Microsoft Word, Excel, Outlook and PowerPoint; experience with SyteLine or a similar ERP is an asset.
• A valid driver’s license, valid insurance and vehicle are required as there is a need to meet with clients offsite; a valid passport is required, as there is a need to attend international tradeshows and events.
• A.R.I.D.O. membership is an asset.

ESSENTIAL PHYSICAL AND INTELLECTUAL REQUIREMENTS

• Communication: Must be able to interact professionally, communicate effectively and exchange information accurately with colleagues and external stakeholders through email, phone communications and face-to-face contact; employee is frequently required to talk or hear; must be able to present information to executives, public groups and customers; must have superior interpersonal, written and verbal skills; must be well-versed in proper grammar, spelling, punctuation and composition.
• Mobility: Must be able to sit/stand at a computer terminal for extended periods of time; may be required to go to various locations, both within the organization and offsite (ex. customer visits); may be required to travel locally and internationally; some reaching for items above and below desk level; some reaching, bending, squatting and stooping to access files.
• Manual Dexterity & Coordination: Must have the strength, dexterity and coordination to regularly use hands and fingers to operate a computer keyboard and phone; may be required to lift and/or move up to 25 kg; requires dexterity and coordination to manipulate, feel or reach with hands and arms to handle Keilhauer product.
• Vision: Specific vision abilities required by this job include close vision, colour vision and depth perception and the ability to focus.
• Cognitive Ability: Must be a conceptual thinker and creative problem solver; must have excellent organizational skills, problem solving and decision-making abilities; must have a solid understanding of design concepts; must be able to understand the voice of the customer; must be proactive and goal focused; must self-manage time and workflow to complete tasks on a timely basis and meet deadlines; must be accurate and detail oriented.

WORKING CONDITIONS

While performing the duties of this job, the employee is frequently required to stand, walk, talk or hear and travel short and long distances (local and international) to visit clients, retailers and exhibitor premises. The employee may be exposed to outside weather conditions when travelling. The noise level is quiet to moderate. Most of your duties will be fulfilled with the use of a computer and office equipment, with communications taking place by phone, email or in person. Some functions of your role will be conducted in the manufacturing facility, where you may be exposed to dust particulates and noise. You may occasionally need to move boxes and furniture pieces.

• This position requires frequent, dynamic interaction through face-to-face contact, email and phone communications.
• Must be able to multi-task and handle frequent interruptions to planned work activities.
• Must maintain a sense of urgency under tight deadlines.
• Must be able to respond and adapt quickly in a dynamic and changing environment.
• Must be able to handle the stress of dealing with issues in a professional manner.
• Must be willing to participate in seminars, training and/or thought leadership relevant to the position or industry.
• Follows all company and OSHA Safety regulations; works in a safe manner and uses personal protective equipment, if required; reinforces housekeeping and Keilhauer’s core values.
• Must wear appropriate business attire at all times.
• May occasionally be required to work additional hours outside of the work schedule (attend evening events, travel, etc.)

Keilhauer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive, respectful environment for all employees. Keilhauer is committed to providing accommodations for people with disabilities where possible.

Seniority level

• Seniority level

  Associate

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Office Furniture and Fixtures Manufacturing

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