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.
Job Description – Major Projects Consultant
Objectives
To lead and win large strategic project opportunities throughout Middle East & Africa. Through qualification, strategic approach and planning (throughout the project process). Be a key advisor to all elements of the process (Client, Architect / Designer, Project manager, cost consultant, dealer sales, design and project managers, regional & Global sales teams, regional VP’s etc)
Activities
- To form and lead local and cross functional sales teams to support, drive and win major strategic projects
- Be accountable for assigned projects and ensure what the team delivers is in-line with the strategic goal of both the Region and the MillerKnoll Group
- Ensure the highest quality of presentation whether verbal or written (RFI / RFP / Tender) - Whether MK or dealer – Best in class
- To advise both internal teams & dealers on the optimum solution to ensure success - Product application / through knowledge of what is currently possible from our existing product portfolio (Middle East & Africa, US, Asia and Alliance partners) and what developments our ‘Options’ (Specials) teams have used, competitive strengths / weakness, gut feel,
- To coach, develop and train dealer and MillerKnoll salespeople in the skills needed to win strategic projects
- To liaise with international counterparts to maximise sales opportunities – be fully networked across MillerKnoll
- To ensure resource and senior level support for major opportunities and gain internal support for role and project
- Be highly mobile and be able to carry out assignments (project based) as and where - when required.
- Ensure that all assigned project opportunities have developed and agreed strategy that positions MillerKnoll from the earliest point. A thorough understanding of the Miller Heiman strategic selling methodology and SalesForce CRM is required which will enable you to discuss our current position, SWOT next actions, key milestones and strategic plan with the selling team and leadership team whenever called upon.
- To maximise sales opportunity and increase share of wallet, by positioning MillerKnoll Group products across the entire floor plate.
- Through Major Project Wins where appropriate create opportunity for National, Regional and Global Accounts to be developed.
Key Indicator(s)
- Customer Experience
- Increase profitability of Region through securing Strategic Accounts
Role Expectations
Prior Experience required
Role Accountability
- Drives Project & Account Strategy
- Know your business/Business Acumen
- Leads Team Selling Approach
- Focuses on Top Clientele and significant project opportunity
- Consultative selling
Selling ability
- Facilitates Discovery, Leads with Insight, and challenges
- Tells Compelling Sales Stories
Solution Expertise
- Demonstrates Proficiency of Digital Tools
- Representative for MillerKnoll Group
- Share insights.
- Strategic Sales Expertise
- Approximately eight years experience of winning large capital goods projects within the office furniture or aligned industry
- International experience working with global/multinational companies
- High level of cultural awareness
- Good level of industry knowledge – Competitors, products, applications – Strengths / weakness
- Strategic
Interfaces
Non exhaustive:
- Clients
- Dealer sales and principals
- Global Accounts Team
- Functional teams
- Architects
- Professional Sales Teams across MKG
MKG Major Projects Consultant Competencies
- Inspiring Others
- Driving Execution
- Business Acumen
- Consultative selling skills
- Strong leadership skills
- Strategic Planning
- Cultural awareness
- Emotional Intelligence Essentials
- Broadening Business Value
- Highly developed professional selling skills
- Building Influential Partnerships
- Coaching & Developing Others
- Making Sales Operations Decisions
- Building the Sales Organization
- Excellent presentation skills
Who We Hire?
Simply put, we hire everyone. MillerKnoll is comprised of people of all abilities, gender identities and expressions, ages, ethnicities, sexual orientations, veterans from every branch of military service, and more. Here, you can bring your whole self to work. We’re committed to equal opportunity employment, including veterans and people with disabilities.
MillerKnoll complies with applicable disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact MillerKnoll Talent Acquisition at careers_help@millerknoll.com.
