Commercial Furniture Account Executive, Senior Living Group

Job Description

Job Description

Description:

About Henricksen

Henricksen (Oak Brook, IL) is a full-service contract furniture dealership specializing in office, healthcare, education, government, senior living, and hospitality spaces. In 1962, Henricksen opened its doors as a small, family-run dealership. Today, Henricksen is a leading national dealership with twelve offices in Illinois, Minnesota, New York, Pennsylvania, Tennessee, Washington, DC, and Wisconsin, 300+ full-time employees, and annual sales of $300+ million. With 300+ manufacturer partnerships, Henricksen offers an array of products from systems furniture, casegoods, seating, lounge, and conference furnishings to architectural solutions including modular walls, flooring, lighting, sound masking, and technology equipment. Henricksen is one of the largest privately-owned dealer partners of HNI in the United States. HNI’s furniture brands include Allsteel, Gunlocke, HBF, The HON Company, and Kimball International. 

Job Summary

The Account Executive will play a fundamental role in growing the Senior Living Group by creating exceptional client experiences, generating sales, and strengthening our brand within the senior living market. They will bring an entrepreneurial spirit and consultative approach to deliver compelling furniture and interior solutions that support resident experience, staff effectiveness, and operational performance. They will manage the full sales cycle inclusive of lead generation, strategic selling plans, sale closure, and execution of work for senior living clients and partners. They will lead internal project/client teams, orchestrating work in alignment with expectations while managing relationships across clients, manufacturers, and third-party vendors. They will act as a key collaborator across market and vertical sales teams to drive sales volume, margin, and strategic business goals within the senior living segment. 

Responsibilities:

• Strategic Selling. Build a diverse network to generate viable leads across the senior living market, including owners, operators, developers, designers, and general contractors. Develop and execute a territory sales plan focused on new customer acquisition and growing existing senior living accounts in order to drive revenue growth. Qualify leads into potential clients through in-depth needs analysis and consultation efforts tied to resident, staff, and community needs. Apply depth of product line knowledge to explore, clarify, and influence client needs within senior living environments. 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 the organization for senior living opportunities. Develop and present compelling pitches that align solutions with senior living design, operational, and resident experience priorities. 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). Make educated go-no go decisions so that pursuit time and efforts are maximized towards high value targets.
• Business Growth. Complete an accurate annual sales plan and maintain quarterly alignment with organizational and Senior Living Group sales targets. Maintain accountability for contributions to monthly, quarterly, and annual sales targets, margin, and new business goals within the senior living segment. Approach business opportunities in ways that optimize the organization’s probability for success in the senior living market. Provide timely reports on sales forecasts, pipeline activity, and new leads as required. Collaborate with VP of Sales, sponsors, and business development partners to develop strategic approaches to pursue and close senior living business. Capitalize on special sales and discount programs to promote designated manufacturer and partner solutions that support senior living growth. 
• Vertical Team Leadership. Set up each senior living sale to be effectively managed and executed by the team. Maintain weekly touchpoints as required to sustain engagement and alignment across 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 the client and organization. Reinforce the execution of relevant core processes and positive team interactions. Acknowledge and celebrate team milestones and contributions throughout senior living project delivery. 
• Client Relationship Management. Manage company risk and exposure by securing timely deposits, negotiating fair and equitable contracts, and ensuring product specifications are approved and align with client expectations. Respond to client inquiries, requests for information and quotations, and problem resolution needs 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 delivery. Oversee and foster quality relationships with senior living client teams, operators, design partners, and third parties engaged on the work. Ensure clients receive frequent and regular reports on order status, project progress, and overall account activity. Maintain a comprehensive view of each client’s needs, goals, and expectations for the account. Monitor client satisfaction and drive an exceptional experience across the senior living project lifecycle.
• People and Culture Development. Coach and collaborate with project team(s) for increased mutual success. Engage and model organization’s Core Values across interactions and relationships. Establish and nurture inclusive relationships with colleagues and across sales teams. Maintain accountability for ongoing learning and improvement required to perform job. 

Requirements:

Qualifications – Education and Experience

Required: 

• (Ability to work in MN office – currently there or plan to be there)
• High school diploma or equivalent
• Three+ years of experience in sales, marketing, design, account management, or a related client-facing role
• Experience selling senior living and multi-family furniture solutions and navigating complex, project-based sales cycles
• Existing relationships in the senior living and/ multi-family housing ecosystem
• Skilled at leading or collaborating within a sales or project team
• Proficient and effective communicator, written and verbal, across various audiences and situations
• Aptitude and potential in leadership and negotiation
• 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 and build pipeline in a relationship-driven market
• Conscientious and flexible, with a strong work ethic and problem-solving orientation
• Self-motivated and self-directed learner
• Proficient in Microsoft Office 365 applications, including Word, Excel, and PowerPoint

Preferred: 

• Bachelor’s or associate degree in Marketing, Business, Design, Entrepreneurship, Communications, or a related field
• Experience in a contract furniture dealership or related industry
• Ability to deliver effective presentations to a variety of audiences
• Track record of meeting or exceeding sales quotas
• Strong network with interior design, healthcare, senior living, and/or commercial real estate communities
• Experience with CRM software, business application software, and spreadsheet development and analytics
• Experience in senior living, healthcare, hospitality, or design/build markets
• Familiarity with RFPs, procurement processes, and project timelines

Additional Information

Henricksen offers competitive wages based on skills and experience as well as comprehensive benefits packages. As an Equal Opportunity Employer, Henricksen is fully committed to cultivating a culture that is inclusive and integrates its Core Values in every action, every interaction, and every decision that is made.