Strategic Account Manager for Higher Education

Contenu de l'offre Strategic Account Manager for Higher Education chez Steelcase

The Strategic Account Manager – Education focuses on leading our selling efforts with targeted Education Institutions (Schools, Colleges, Universities). In this role, the SAM is responsible for developing account strategies and for translating the respective needs of teachers, students, learning environments designers and managers into insight led Education Solutions. This role is based in Paris and is covering the French Speaking Markets area.

Primary responsibilities

Lead overall sales efforts for the education market in the French Speaking Markets (France and overseas, French Speaking Switzerland, Luxemburg, Belgium, Northern & Western Africa).

Primary focus on Higher Education; secondary focus on Corporate Learning

Work with four distinct audiences to build trust and drive results:

Academic leaders at universities, colleges, and other centers for learning

Architects, designers and consultants who focus on education

Steelcase dealers

Steelcase regional sales teams

Lead highly consultative selling efforts focused on helping Education Institutions make a meaningful shift to more active learning models

Share research based insights as a foundation to inform new thinking about how space impacts behavior….and about how well designed active learning spaces can increase student engagement and ultimately improve student success

Share stories from other thought leading institutions around the world

Inspire institutions (and faculty / teachers) to change

Create compelling customer experiences for Institutions, primarily at the Linc Munich

Focus on bringing innovative solutions to every type of clients learning spaces : classrooms, library, student union, residence halls, student services, faculty offices, etc

Build the Steelcase Education brand by attending local, regional and national education events

Target a majority of Higher Education Establishments throughout the French Speaking Markets to build Steelcase’s presence in the region. This will be achieved via a number of routes including partnering with Schools, Colleges and Universities, gaining access to education frameworks and leveraging relationships with the A&D community to increase Steelcase specification and sale of Educational Solutions. The responsibility will also extend to a minority selection of corporate business accounts for which strategic plans will be developed and executed, leveraging input and capabilities from Steelcase Specialists. In both sectors, proven selling strategies, exploratory workshops (‘Plays’) and Steelcase ’s insights, will be leveraged to create opportunities and drive sales to deliver targets.The Main tasks include: Developing assigned accounts

Own, lead and develop the relationship with your assigned accounts, ensuring sales goals are met, including share of wallet growth.

Build resilient, supportive and deep relationships throughout all levels of your clients’ organisation, such a s University deans, presidents, directors, C-Suites-level.

Develop relationship with influencers accounts including Architects & Designers (A&D), Real Estate and Project Management firms that are relevant to the higher education market and your corporate clients

Review sales performance and account business with the Regional Director during bi-weekly 1:1 meetings

Conduct at least five planned face-to-face sales calls per week (discuss client business issues, Steelcase insights or positioning products and solutions)

Developing and implementing strategic account and opportunity plans

Develop account strategy and opportunity/project plan, including aspirations, sales targets, key products, Plays and other activities to grow business/share of wallet

Accountable for, and measured on, sales targets and results

Effectively manage and guide account team members on activities and client engagements

Leverage input and resources from Steelcase EMEA Education Team, WPC and dealer partners, etc.

Use effectively Relay Teams to secure business with accounts and opportunities

Engage Strategic Support Team to help execute account and opportunity plans.• Con duct regular business reviews (quarterly) with your accounts.• Lead and own th e planning and execution of strategy in collaboration with your account team (Steelcase specialists, WPC, etc.)

Share, use insights and execute “plays” to provoke thoughts and differentiate Steelcase, as well as to create opportunities within account

Consistently leverage the use of CRM to manage performance and communicate with team

Managing funnel and enabling Steelcase team and relay collaboration on accounts and opportunities

Utilise CRM to capture account /opportunity progress, communicate strategies/activities with the relevant teams and manage performance

Lead account check-ins with WPC/ Influencer(s) and pull in relays as appropriate

Engage as the captain of an extended Steelcase team within the EMEA region, sharing best practice and account knowledge within the greater SAM team.

Required Skills

Business/related degree or equivalent experience required (Social Sciences or Pedagogy desirable)

Professional sales role that typically requires a minimum of 5-10 years of experience with a proven sales record

Must be Fluent in English and French (German desirable)

Excellent written and oral presentation skills

Ability to think laterally

Sets high goals and standards for self and others in the organization.

Self-starter; committed to excellence: accuracy in work and attention to detail

Proven account management in the Education and Corporate sectors, including developing and implementing strategies for clients with complex, multiple stakeholders and long decision-making cycles.

Strong team and collaborative working ability

Ability to build long-term working relationships with highly diverse functions in customers’ organisation (academics, real-estate, facility management, HR, Procurement, technology etc.), specifiers (Architects and Designers - A&D), marketing and product experts and other relevant partners and dealers as part of a complex sales approach

Proficient use of IT supporting tools such as CRM, Outlook calendar, tablets, smartphones and confidence in interacting via webinars, living on video applications, virtual meeting tools, business applications

Strong organization and time management skills

Autonomy, adaptability, commitment, and team playing qualities will be highly valued.

Required Experience