Lead Generation:
Networks extensively for leads (business groups, real estate brokers, local community organizations, industry organizations—IFMA, BOMA, etc.); develops relationships with key influencers (real estate brokers, construction firms, property managers). Researches for leads through business journals, newspapers, industry periodicals and publications, social media (LinkedIn), web searches, etc. Works with marketing team to establish formal plan for generating new business for dealership; plan is reviewed and revised on a regular basis (monthly) as needed. Works with marketing team to identify and target potential clients based on different market segments, including major corporations, local/state/federal government business, education/healthcare organizations and emerging/growing businesses; uses deliberate, measurable long term plan to penetrate these accounts. Manage database/CRM to organize and structure marketing efforts with identified prospects.
Qualification and Turnover:
Qualifies leads into potential customers; does detailed need analysis to understand client’s requirements for furniture products and services. Researches clients’ core business to completely understand market factors that impact client's business. Sets up contact with account/lead to present dealership's products and services; may bring other sales, design or other staff on first meeting or not. Makes persuasive presentations to customers on dealership’s products and services—in person, through written/graphic documentation and electronic means. Create appropriate marketing materials (as needed) using marketing templates and other resources. Works closely with dealership's manufacturer representatives, designers, and project fulfilment teams to ensure client responsiveness and present appropriate materials/resources to help secure the business. Brings sales staff into accounts/leads to gain familiarity with client and internal team prior to handoff.
Presentations/Knowledge Sharing and Customer Communications:
Able to learn storytelling/research and insights and confidently share/present those ideas to customers/partners via showroom tours, presentations and meetings. Leverage Steelcase tools and resources for leading effective discussions with customers to uncover needs, requirements, goals, barriers and risks. Is available to respond swiftly to customer/partner inquiries, requests for information and/or quotations, problem resolution, etc. Ensure a seamless transition of customers to sales fulfilment staff at the appropriate time and over the appropriate duration. Maintains professional, cooperative relationships with customers, vendors/suppliers, subcontractors and coworkers.
Other:
Assist in bid/RFP response strategy and execution as necessary. Promptly respond to inquiries to support individual, team and company success. Continual participation and engagement in process improvement strategies. Perform various duties as requested by management.