Commercial Furniture Account Executive

About COFCO, a Henricksen Company

Founded in 1946, COFCO is a Philadelphia-made company, and proud of its roots. We are one of the oldest continuously operating commercial office furniture dealership in the Philadelphia region. 2019 brought an exciting new chapter in COFCO's history with our expansion into the Maryland and Washington, DC market. COFCO continues to bring the same high level of customer service and commitment our clients have experienced for well over 70 years! COFCO’s team is a passionate group of experts. Our clients can rely on our depth of knowledge, our ability to find the right solution for each project, and our support and partnership with our clients at each step in the process. From sales and design to delivery and setup, COFCO’s people are our greatest asset. When we say we’re going to do something, we do it.   

Job Summary

We are looking for an experienced Account Executive to join our Philadelphia team. The Account Executive will play a fundamental role in creating exceptional client experiences, generating sales, and strengthening our brand in the market. Bring an entrepreneurial spirit and consultative approach to deliver compelling solutions that drive the culture, productivity, and quality outcomes our clients’ demand. Manage the full sales cycle inclusive of lead generation, strategic selling plans, sale closure, and execution of work. Lead intact sales team, orchestrating work in alignment with expectations and managing relationships across client, manufacturers, and third-party vendors. Act as key collaborator across market and vertical sales teams contributing to sales volume, margin percent, and strategic business goals.

Responsibilities

• Strategic Selling. Build a diverse network to generate viable leads across market and/or vertical. Qualify leads into potential clients through in depth needs analysis and consultation efforts. Apply depth of product line knowledge to explore, clarify, and influence client needs. Collaborate with internal team to formulate and present competitive quotes that optimize client investment and gross profit. Engage with other Account Executives and partners to cultivate leads and best position organization for the win. Develop and present compelling pitches that represent appealing solutions and organization’s brand. Handle objections proactively with skilled negotiations and a win-win approach. Orchestrate efficient close of sale as required (e.g., signed orders, client purchase orders, deposits).
• Business Growth. Complete accurate annual sales plan and maintain quarterly alignment with organization, market, and/or vertical sales targets. Maintain accountability for contributions to monthly, quarterly, and annual sales targets, margin and new business goals. Approach business opportunities in ways that optimize organization’s probability for success. Provide timely reports on sales forecast and new leads as required. Collaborate with VP of Sales, Sponsor, and Business Development to develop strategic approach to pursue and close business. Capitalize on special sales and discount programs to promote designated manufacturer/partner and organization growth.
• Sales Team Leadership. Set up sale to be effectively managed and executed by the team. Maintain weekly touchpoints as required to maintain engagement and alignment of the team. Serve as escalation point for all activities, services, orders, and team needs. Monitor and resolve scope adjustments proactively and with mutual satisfaction between client and organization. Reinforce the execution of relevant core processes and positive team interactions. Acknowledge and celebrate team milestones and contributions.
• Client Relationship Management. Respond to client inquiries, requests for information and/or quotations, problem resolution, etc. in a timely manner. Assist accounting department with collection of any outstanding client debt. Function as client advocate for internal order fulfillment performance and service products. Oversee and foster quality relations/interactions with client team, its employees, and third parties engaged on work. Ensure client gets frequent and regular reports on order status, project progress, and overall client activity status. Maintain a comprehensive view of the client’s needs, goals, and expectations for the account. Monitor client satisfaction and efforts to ensure an exceptional client experience.

Qualifications - Education and Experience

Required:

• High school diploma or equivalent
• Five+ years’ experience in sales, marketing, design, and/or account management role
• Skilled at leading or collaborating within sales or project team
• Proficient and effective communicator (written and verbal) across various audiences and situations
• Aptitude and potential in leadership and negotiations
• Ability to handle multiple accounts or projects concurrently
• Proven track record in project, client, and relationship management
• Ability to think strategically through the sales process
• Conscientious and flexible, with a strong work ethic and problem-solving orientation
• Self-motivated and self-directed learner
• Proficient in Microsoft Office365 applications (including MS Word, Excel, and PowerPoint)

Preferred:

• Bachelor or Associate degree in marketing, Business, Design, Entrepreneurship, Communications, or Arts related
• Experience in contract furniture dealership or related industry
• Ability to deliver effective presentations in front of varying audiences (sizes and representation)
• Track record of over-achieving sales quotas
• Strong network with interior design and/or commercial real estate community
• Experience with CRM software, business application software (i.e., manage inventory management and order processing), and spreadsheet development and analytics

Additional Information

COFCO, a Henricksen Company offers competitive wages based on skills and experience as well as comprehensive benefits packages.  COFCO, a Henricksen Company is an Equal Opportunity Employer. We are fully committed to cultivating a culture that is inclusive and integrates our Core Values in everything we do, every interaction we have, and every decision we make.