The Furniture Account Representative (FAR) is responsible for developing furniture sales in new and existing Strategic, Large and Mid-Market Accounts within a geographic territory. The FAR serves as the contract furniture subject matter expert for his/her assigned sales representatives or owned accounts and works with them to access and persuade the customer’s furniture buyers. The FAR leverages Office Products team members to generate leads and opportunities to achieve independent quotas. The FAR also manages the day-to-day needs in existing furniture accounts and is expected to carry his/her own book of business.
Leverage the OP organization to increase furniture penetration within existing accounts and does independent prospecting work to seek new business opportunities
Manage day-to-day relationship with existing customers by developing a high value-add relationship with decision makers
Achieve contract and commodity Furniture revenue and gross margin targets in defined territory (team goal and own book of business)
Achieve retention and penetration furniture targets in existing furniture accounts (team goal and own book of business)
Target Segment – $1.3M to $1.4M per year in total sales focusing on Strategic, Large and Mid-Market Accounts within a specified geographic territory
Work with their Furniture Sales Manager to develop and review contract target account opportunities for their territory assignment
Research, contact, qualify, prepare and present solution to acquire new furniture accounts
Coordinate sales and account maintenance efforts with other sales resources (Furniture Sales Support, Interior Design, Project Manager, WDI staff)
Develop and regularly maintain an ongoing 180 day funnel within SFDC
Develops annual business plan for territory; targeting verticals, markets or specific customers
Provides weekly and monthly updates on account development progress to management
Required to travel to customer by car
Manufacturer show room visits maybe a required
Knowledge / Skill Requirements
Experience managing large project and installations
Strong networking skills and the ability to network at all levels in an organization
Excellent interpersonal and communication skills
Proven experience in developing and delivering professional sales presentations
Demonstrates ability to focus on new business development initiatives where sales focus within existing customers will not be assigned
Technically proficient with Microsoft office and Internet with ability to learn required vendor furniture systems and case goods
Ability to take measurements of customers space and provide solutions
Strong understanding of manufacturers products and their application
A proven self-starter
Minimum of five (5) years of experience in outside sales prospecting new business
Minimum of two (2) years of experience in facilitating collaborative meetings to develop strategic working relationships with one or more of the following audiences: CEO, CFO, Board of Directors, Facility Managers, Building Officials, Procurement Managers, Architects, Designers and Building Contractors
Post-secondary Education in Sales, Marketing or Business or equivalent level of experience
Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-866-782-7537.
Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.
For individuals with disabilities that need additional assistance at any point in the process, please call 1-888-490-4747 or email firstname.lastname@example.org for more information.
EEO is the Law English Version – Revised November 2009
EEO is the Law Supplement English Version – Revised September 2015
Pay Transparency Nondiscrimination Provision
Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-888-490-4747.