National Enterprise Account Developer

The “Advanced Acquisition” team is responsible for targeting, acquiring, and transitioning brand-new, large business opportunities within target accounts.

The Enterprise Account Developer is a highly competitive individual who leads target account pursuits with a curious mindset, driving new business wins. These individuals serve as the primary point of contact (Accountable in the RACI model) to achieve MillerKnoll’s objective of unlocking new business with large, expanding customers and securing national revenue in defined target accounts.

Why Join Us?
Our purpose is to design for the good of humankind. It’s the ideal we strive toward each day in everything we do. Being a part of MillerKnoll means being a part of something larger than your work team, or even your brand. We are redefining modern for the 21st century. And our success allows MillerKnoll to support causes that align with our values, so we can build a more sustainable, equitable, and beautiful future for everyone.

Inside the Job:

• Strategic Account Development: Focus on a list of target accounts identified by the VP of National Accounts. Develop a Strategic Account Plan documenting your deep understanding of the client’s unique business drivers. Identify all decision-makers and key influencers connected to the account. Define the strategy to pursue and win account business, including all upcoming project opportunities. Identify the selling team you will need to assist you in pursuing the account, including any Executive Sponsor. Organize the team around a RACI model. Maintain a balanced approach to cultivating long-term relationships and capitalizing on upcoming opportunities and projects. Lead the team in executing the strategy to secure business.

• Lead with Why MillerKnoll: Proactively engage clients by developing and demonstrating a tailored Value Proposition that leads to MillerKnoll’s innovative solutions and service model. This Value Proposition will address critical business challenges unique to the target customer.

• Quick Win Strategies: As part of your Strategic Account Plan, identify and deploy fast, tactical sales strategies to quickly convert leads into new clients. Shortening the sales cycle—focus on an expedited client conversion process within 12-18 months.

Your day-to-day work will involve:

• Actively identifying and closing new business in your assigned target list.

• Spearheading strategic relationships with key decision-makers in target accounts, positioning yourself as their trusted advisor and primary point of contact for unlocking transformative business opportunities.

• Working with these large customers to discover, diagnose, and solidify their needs and propose/deliver world-class solutions.

• Developing and actively managing long-term Strategic Account Plans to maximize growth potential and address key customer priorities.

• Leading the selling team through your strategy. You are accountable for developing the plan, its documentation, maintenance, and communication, ensuring all members of the selling team understand their roles and fulfilling their responsibilities.

• Managing the first sale/project with these large accounts from start to finish, including formulation of a sales strategy for the account and coordination of necessary resources.

• Collaborating closely with marketing, product development, and other internal teams to ensure well-aligned strategies and leverage company-wide resources for account acquisition.

• Utilizing a range of digital tools and CRM (Salesforce.com) to manage leads, track opportunities, and maintain up-to-date account information throughout the sales cycle.

• Enabling a smooth transition to the National Enterprise Account Team (NEAT) to manage the account and preserve the ongoing customer relationship, once the relationship is firm and headed toward long-term results.

• Maintaining up-to-date client information, including engagement tracking, sales performance, and customer insights. Ensuring top customer opportunities are quantified and monitored, providing data-driven visibility into our performance.

• Proactively monitoring market trends and industry shifts, adapting strategies to maintain a competitive edge.

What You Bring: Needed skills and experience for this role include:

• High-Pressure Decision-Making: Ability to balance long-term strategy while achieving short-term progress milestones. Demonstrated ability to work in fast-paced environments with aggressive targets, excelling in persuasion, negotiation, and rapid problem-solving.

• Hunter and New Business Mentality: 8+ years of experience successfully hunting new business, resulting in a portfolio of successful client acquisitions and conversion strategies.

• Proven Ability to Build Networks: Leveraging your established network and fostering relationships with influential business decision-makers. Expanding your industry connections to establish relationships with C-level executives.

• Confidence and Expertise in Client Acquisition: Demonstrated ability to consistently identify, qualify, cultivate, and acquire new clients.

• Sales Process Mastery: Passion for sales with a strong understanding of selling fundamentals. Proven ability to seek out new opportunities, assess risks, and take decisive action.

• Advanced Selling Skills: Expertise in qualifying prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, consultative selling, negotiation, and contracts.

• Innovative and Self-Starter Mentality: Confidence and professionalism in representing MillerKnoll. Ability to build trust and credibility with clients.

• Proven Success in Building Client Relationships: Quickly building mutually beneficial relationships with customers/partners and establishing connections at senior decision-making levels within an organization.

• Exceptional Communication Skills: Superior verbal, written, and interpersonal communication with a strong emphasis on listening and motivating others to take action. Ability to clearly communicate a strategy to internal and dealer selling teams.

• Commitment to Learning and Performance: Demonstrated strong personal performance standards, a continuous learning mindset, and a results-oriented approach.

• Strong Financial and Business Acumen: Demonstrated ability to understand complex financial models and business strategy.

• Deep Knowledge of MillerKnoll Products and Services: Ability to quickly learn MillerKnoll’s products, services, and company culture, and effectively differentiate offerings from competitors.

• Travel Requirements: Ability to travel 40%+ nationally and fulfill additional responsibilities as required.

• Transition-Ready: Once an account is secured, the Enterprise Account Developer (EAD) will efficiently transition the account to the National Enterprise Account Team (NEAT).

• Educational Background: Bachelor’s degree in Business Administration, Design, or a related field preferred.

Our Values
Our values speak to our shared beliefs. They describe how we live our purpose through the way we lead, the way we see one another, and the way we approach our work.

We are difference-makers reflects our commitments to creating places that matter, to being a good neighbor in our communities, and to using business as a force for good.

We are all extraordinary is our statement about the worth of individuals and our commitment to help everyone reach their full potential.

We are better together demonstrates how challenging one another, making room for everyone, and working and winning as one makes us stronger.