Job Description

HNI Corporation is a global family of brands for the workplace and home dedicated to enhancing the spaces where we live, work, and gather. We pride ourselves on fostering an environment where we make a positive impact on others, upholding our beliefs in integrity, inclusion and belonging.   What We Need: We are looking for a Market Manager to support the New York City/Tri-State territory.  As a Market Manager, you will manage the promotion of Allsteel products and services in a designated market, lead and supervise a regional team including A&D Specialists/Managers, Market Specialists, Market Development Managers, and Business Development Managers.   What You Will Do:

• Develops and leads sales strategy for region through collective team input to achieve overall regional goals aligned to corporate strategy and initiatives.
• Implements an effective regional growth strategy to achieve assigned revenue and new product objectives including networking, lead generation, deal flow, RFPs and win/loss data.
• Analyzes win/loss data and adjusts strategy and resources as necessary.
• Coaches team to the creation of a strategy for targeted projects by identifying key economic drivers, buying models and influencers. Coaches team through steps of the deal flow.
• Drives OI Leverage by effectively managing cost /profitability of region to company goals.
• Coaches and develops sales team with the objective of building a high-performance strategic sales force.
• Coach direct reports for both deal-level guidance (specific sales opportunities) as well as skill-level capabilities. 
• Coach high potential members to develop leadership skills and provide bench strength to the organization.
• Leads team to strong understanding of financial impact of deals, including product mix, discount, resources required, etc.
• Identifies precise and tailored development areas for team members and fosters ongoing learning of target behaviors and knowledge.
• Recruits, manages, trains and motivates direct reporting staff according to company procedures and policy.
• Ensures transparency of Allsteel strategy, decisions, changes and other information. Creates open dialogue regarding upward and downward feedback.
• Sets, communicates and tracks aggressive and meaningful goals for self and members on team to achieve strategic initiatives. Ensures members are aware of goals are tracking progress utilizing the Member Access system.
• Develops relationships and capabilities of dealer distributors within region. Works with Dealer Principal and team to create development plan for dealer staff.
• Identifies distribution coverage gaps and makes recommendations as appropriate.
• Oversees the assessment and development of dealer capabilities, ensures Dealers are fully trained and are tracking key dealer initiatives.
• Understands assigned geography, distribution channels and customer base in order to build mutually beneficial customer relationships.
• Resolves conflict within region with members, dealers, influencers and end users.
• Ensures accurate forecasting by overseeing the identification, tracking and development of sales opportunities within designated territory clients by utilizing various tools and techniques and tracks within the Customer Relationship Management (CRM) tool.
• Works with multiple departments and members to effectively increase market share including Finance, Bids, Proposals, Customer Service, etc.
• Supervise, coordinate, provide leadership and review work of assigned members.
• Conduct performance evaluations and recommend merit increases, promotions, transfers, corrective actions and other personnel actions. Interview and recommend candidates for employment.  Drive member engagement.

What You Have: 

• Bachelor’s Degree in business administration, marketing, or related field or equivalent experience required.
• An accomplished sales leader with an exceptional sales record.
• More than 5 years of successful sales and sales management experience.
• MBA preferred.
• Previous experience in office furniture manufacturing preferred.

  What You’re Good At: 

• Proven negotiation and relationship skills.
• Ability to coach, mentor and develop members to meet objectives.
• Strong financial and business acumen