Business Development Manager (f/m/d)

le contenu du travail

General Information

Country: Germany

State: N/A

City: Munich

Office Location: Brienner Strasse 42 - - - - -

Date posted: 08-Aug-2022

Business Function: Sales

Position Type: Full-Time/Regular

Description

We are hiring a Business Development Manager who is ready to join our growing team in Germany as soon as possible. The successful applicant will join the team of Steelcase in Berlin or elsewhere in the region (Brandenburg or Saxony) and will be trained to engage at high level with global and local clients and their professional teams.

What You Will Be Doing

Developing assigned accounts within Eastern Germany (main focus: Berlin)

• Do background research about assigned accounts and stakeholders
• Study Steelcase latest new work research on a regular basis and present insights to clients
• Develop and implement account strategy and opportunity plans including aspirations, sales targets, key corporate products, workshops, plays and other activities to grow share of wallet  
• Accountable for, and measured on, sales targets and results across German Speaking Markets strategy (currently as a group / Eastern Germany Team)
• Cold call identified decision makers and influencers to secure physical (preferred) or virtual meetings
• Own and build resilient, supportive and deep relationships throughout all levels of your clients’ organization. This will include managing existing and attracting new clients.
• Organize and lead client/A&D visits to Steelcase facilities such as Steelcase´ Learning + Innovation Center in Munich, Viccarbe in Valencia, Orangebox in London or Bolia in Aarhus
• Utilize insights to differentiate Steelcase and create opportunities within accounts 
• Moderate and conduct workshops/sprints to develop human-centered and future-orientated workspaces
• Create a virtual team to support the development of increased sales, such as completion of RFIs, RFPs, “win rooms” etc 
• Personally negotiate and close all key contracts and business opportunities  
• Collaborate closely with local dealers and local & international colleagues on projects
• Effectively utilize Relay Teams to secure business with accounts and opportunities
• Lead account check-ins with Workplace Consultants/Influencer(s) and pull in relays as appropriate 
• Review sales performance and account business with the Regional Director during bi-weekly 1:1 meetings
• Conduct regular business reviews (quarterly) with your accounts. 
• Conduct approximately five planned face-to-face client meetings or calls per week (discuss client business issues, Steelcase insights or positioning of products and solutions) 
• Utilize CRM to capture account/opportunity progress and communicate strategies/activities with team
• Travel within Steelcase/Steelcase partner and client project locations: Berlin (main focus), Potsdam, Dresden, Cottbus, Jena etc.
• Attend regular team meetings
• Share best practice and account knowledge within the greater sales team
• Take part in trainings
  

Who You Are

Required Skills & Competencies

• You are curious, have a positive can-do mindset and solution-orientated workstyle
• You are empathic, love people and are experienced in building people-centric, high performing hybrid work environments
• You are a team player and work in close exchange with team colleagues and hold regular meetings to coordinate
• You enjoy negotiating, can keep your emotions in check and are a good listener
• You have knowledge in (some of) the topics: new work, leadership, new ways of learning, change management/cultural transformation and are motivated to keep up with new trends
• Ability to build long-term working relationships with highly diverse functions in customers’ organization (people&culture, purchasing, facility management, real estate etc.), specifiers (consultants, architects, designers - A&D), marketing and product experts and other relevant partners and dealers as part of a complex sales approach 
• Autonomy, adaptability, commitment and team playing qualities will be highly valued
• Excellent written and verbal presentation and communication skills 
• Strong time management and organizing skills 
• Ability to effectively prioritize
• Proven account management ability including developing strategies 
• Strong team and collaborative working ability 
• Broad and comprehensive knowledge of the furniture industry, Steelcase business/sales philosophy is a plus
• Proficient use of IT supporting tools such as CRM, Outlook calendar, tablets, smartphones and confidence in interacting via Teams/Zoom webinars, living on video applications, virtual meeting tools, business applications 
• Willingness to travel regularly to clients/dealers within the region
  

Education & Experience

• Bachelor’s degree or equivalent combination of education and/or experience
• Minimum of 5 years sales experience in high performing sales and/or sales-related roles
• Proven track record in securing new million-Euro accounts
• Expert understanding of the contract furniture industry
• Fluent German & English
• Experience in a consultative B2B & B2C, solutions-based sales or closely related roles
  

Who We Are

Organizations around the world trust Steelcase to help them create places that help people work better, be inspired, and accomplish more.

We design, manufacture, and partner with other leading organizations to provide architecture, furniture, and technology solutions- accessible through a network of channels, including over 800 Steelcase dealer locations. Steelcase is a global, industry-leading, publicly-traded company with fiscal year 2021 revenue of $2.6 billion.

Our Approach to Hybrid Work: At Steelcase, we know that work matters and can provide people with a deep sense of purpose. The workplace offers us a shared space designed for community, innovation and learning, a place to connect and conduct our most meaningful work. As such, our office is the primary hub for doing work, but by no means is it the only place.

Steelcase employees have always had a say in where they work - whether that is in the office, at home, or somewhere in between. We will continue to maintain this practice as part of our larger hybrid work strategy.

Our employees know their working style best, which is why they have the choice and control to choose how and where they work. This belief extends beyond just working on or off-campus, but also to where our employees work within our office. Because our life’s work is to create the best workplaces, our employees benefit from that expertise and quality in our own spaces.

While flexibility varies by role and team, we support choice and control for our employees so they can choose the best place to do their best work.

What Matters To Us

More than qualifications, we’re looking for talent and potential. We are proud to have a diverse and inclusive workforce, and we’re always looking to improve our global community. We value applicants who are comfortable interacting with people different from themselves, building mutual respect and positive relationships. We invite people from all backgrounds and genders to apply. If we can make the application process easier through accommodation, please email us at myhr@steelcase.com.

Steelcase provides employment opportunities to all qualified employees and applicants without regard to race, color, creed, genetic information, religion, national origin, gender, sexual orientation, gender identity and expression, age, disability, or veteran status and bases all employment decisions only on valid job requirements. We are proud to be recognized for our inclusive workforce by the Corporate Equality Index for the past nine years.

If you’re interested in Steelcase, but this isn’t the right time or role, join our [Talent Community HERE] to be updated on future openings in your area(s) of expertise.