Government Solutions, Account Manager- DC Metro Area

Global Office Furnishings Manufacturer seeks high-performing front-line sales person focused on selling to the Federal Government.

Strong networking skills required to develop business directly with federal government agencies, related procurement agencies, influencers such as A&D/A&E firms, GC’s and military engineers.  This position offers the opportunity to lead the selling process and co-develop selling strategies with local dealers.  A background in selling to the federal government or military is desirable.

Must have demonstrated outstanding sales ability and have a sustained record of sales achievement.  Requires complete knowledge of the organization’s policies, products and services and have an understanding of the company’s GSA schedule.  Responsible for selling company solutions.

The chosen candidate must be capable of managing complex situations that transcend territory boundaries.  This position also requires the ability to be very involved in the RFP process and perform various responsibilities:  responding to technical specifications, suggest product application and overall dealer integration.

Required skills:

  • Outstanding organizational and time management skills.
  • Expert interpersonal skills with coaching and mentoring capabilities.
  • Self-motivated, self directed and willing to accept responsibility for results.
  • Knowledge of the federal government buying process.
  • Sets high goals and standards for self and others in the organization.
  • Self-starter; committed to excellence:  accuracy in work and attention to detail.
  • Extensive managerial skills are necessary for coordination of large projects using a multi-disciplined team approach.
  • Comfortable in leading and developing complex RFP responses.
  • Proficient in Microsoft Office applications.

Required Experience:

  • Business related degree or equivalent experience required.
  • This is a lead sales professional position with a minimum 5-10 years experience and a proven sales record.






Global Commercial Furnishings Manufacturer seeks strategic planner to develop, build and grow their channel and distribution with key technology resellers.

The Channel Development Manager will focus on managing partners in an effort to improve channel performance, profitability and their relationships.  The chosen candidate will oversee the strategic and tactical plans associated with these partners and  will be accountable for ownership of channel expansion.  They will become the channel point person for further development initiatives.  The Channel Development Manager will be responsible for developing and implementing plans to penetrate new market opportunities with a strong link to other corporate functions like New Business Initiatives, Partnerships, Legal, Sales, Marketing, Pricing, Operations, IT, Order Fulfillment, Training, etc.


  • Account and partnership management, utilizes a relationship based selling approach.
  • Understanding of to-market strategies and strong linkages to sales, marketing and channel development functions with a strong grasp of sales processes.
  • Demonstrated people leadership skills.
  • Extremely effective at strategic planning.
  • Able to lead complex cross-functional teams.
  • Credibility with channel partners (including dealer network and experience with technology resellers) and key corporate functional groups.
  • Skilled at handling complex business issues.
  • Must be able to create a direction and processes to support the function in a very lean environment.
  • Demonstrated effectiveness developing and improving channel performance and profitability.
  • Strong negotiation skills and experience setting up service level agreements and contracts.
  • Knowledge and experience in setting up a pricing and sales incentives.
  • Additionally, employees are expected to abide by all internal control and compliance practices.


  • MBA, plus 7-10 years work experience within channel development and/or account management.
  • Experience working globally with technology resellers (Synnex, Tech Data, Ingro Micro, Avnet, CDW, etc)
  • Experience in partnering or working with technology product organizations.

Well Established, Commercial furnishings dealership seeks Account Manager to grow volume within existing accounts and achieve and maintain client satisfaction.

The Account Manager will represent the company in the marketplace on assigned accounts and sales prospects while properly positioning products and services to gain business.  The Account Manager is responsible for the execution and administration of all customer volume.  The Account Manager plays a vital role in growing volume within existing accounts and in achieving and maintaining customer satisfaction.  The Account Manager is responsible for supporting the business development activities of the company Account Executives and developing opportunities within existing accounts.

Essential Duties and Responsibilities:

  • Work with Account Executives to support any deliverables required to secure new accounts.  This will include researching solutions and preparing and forwarding proposals.  Lead the response team to execute any bids brought in house by the Account Executives.
  • Increase share of clients’ total dollars spent with the company.  Broaden audience within assigned accounts.  Visit accounts in person no less than once a week to further business and relationships, and grow the audience.  Be responsive to requests; provide accurate proposals, leverage company vendors to further not only site share but overall product offering and asset base within the account.  Increase service sales to existing accounts.
  • Participate in the business plan developed with company management.
  • Meet and exceed quarterly and annual sales and gross profit goals.
  • Effectively qualify clients’ needs.  Research best possible course for the company to provide unique solutions to clients’ needs and relay that information through effective communication to the team, and providing complete and accurate flight plans to design.
  • Qualify scope for all installations not involving a Project Manager (i.e. stair carry, overtime delivery, direct to site, permits, etc).  On projects where the company project manager is assigned, establish project parameters with PMs and maintain consistent communication and presence throughout the installation.
  • Meet weekly with Sales Coordinator to review the dashboard, backlog and post project spreadsheets.  Insure project status sheet is updated and forwarded to account weekly.
  • Maintain knowledge and competency with the technologies chosen by the company to leverage sales efforts.
  • Answer and follow-up on customer requests for products and services; develop and present solutions that effectively address the requirements of customers and prospects.
  • Monitor client needs via the client website, stock reports and other available tools to insure the company solutions remain relevant to the current client needs.
  • Communicate properly with the client and internal company teams in order to ensure customer confidence and deliver effective presentations and maximize company position with the customer.
  • Respond to requests from co-workers to include providing information to clarify team errors when necessary.
  • Provide Finance Department with necessary information so credit terms may be established.  Communicate and support those terms with the customer.  Provide internal assistance when needed with Accounts Receivable Department in the collection of outstanding invoices.
  • Perform other related duties and assignments as required.


  • Have proficiency and growing knowledge of technology, furniture, product specification and industry trends consistent with company training and sales curriculum.
  • Must have an understanding of company services offering and ability to sell services to client base.  Should continually work toward enhancing knowledge of product offerings.
  • Must be goal focused.
  • Must possess a strong customer service focus and commitment.
  • Must be organized and detail oriented.
  • Must be able to take direction, as well as work independently and as part of a team.
  • Bachelor’s degree required.





Established commercial furniture dealership, seeks client-focused, interior design professional to provide comprehensive solutions, field verification and inventorying, space planning and finish selection to increase market share in the D.C. Metro area.

Essential Duties and Responsibilities:

  • Develop design solutions to best meet customer criteria.
  • Attend job, project and construction meetings with client, as required.
  • Create complete and accurate product specification (based on company guidelines) including miscellaneous products and architectural products.  Check specifications and quotes that were completed by the team prior to order placement.
  • Develop floor plans, furniture plans, panel plan and installation drawings in CET.
  • Gather and implement programming information firsthand, directly from the client.
  • Meet and review solutions with client to obtain final approval.
  • Conduct site inspections for field verification and co-ordinate reuse of inventory, equipment and furnishings.
  • Meet with Account Executive and Account Manager to define project scope and responsibility.
  • Maintain a program for continuing education in job related technical areas.
  • Perform other related duties and assignments as required.


  • Proficiency in AutoCAD and CET
  • Understand basic installation drawings and installation packages.
  • Growing knowledge of and proficiency with systems furniture/product specification.
  • Must possess a strong customer service focus and commitment.
  • Must be organized and detail oriented.
  • Must be able to work independently or as a team player.
  • Bachelor’s degree from a CIDA accredited design program preferred




Established commercial furniture dealership, seeks driven sellers who can initiate and close deals, develop and maintain long-term business relationships, and grow their commercial furniture market share.

  • Identify, pursue, and close furniture sales opportunities.
  • Develop business relationships with key networking contacts, along with decision makers from companies around the DC marketplace.
  • Take ownership of the entire sales process and cycle with our clients.
  • Manage the day-to- day relationships with all stakeholders.
  • Provide design and product solutions that meet client’s functional, aesthetic, and budgetary requirements.
  • Provide excellent service to all clients.
  • Collaborate with Interior Designers and clients on space planning, product selection, and managing client’s needs.
  • Work with in-house and external resources to order, receive, and install products for client.
  • Work with in-house administrators to correctly invoice and receive timely payment for products and services.
  • Familiarity with commercial furniture manufacturers and product lines is preferred, but not required.
  • Willingness to quickly develop familiarity with our purchasing contracts, standard discounts, and gross profit requirements.

Innovative commercial furnishings dealer seeks sales leader to grow their market share within the A&D, commercial real estate , project management and general contractor communities.

This role will identify organizations and individuals who value a partner with the capability to meet their client’s space performance goals by leveraging architecture, furniture and technology products.  The Business Development professional will become the influencer community’s trusted resource for trends and research related to work, learning and healing environments and tools to analyze and develop furniture, architecture and technology applications to support their clients’ space performance goals.  While the majority of this role’s time is focused on developing relationships, delivering content and providing guidance on workspace solutions, the ultimate measure of success will be projects identified and won by the dealer’s associates as a result of the Business Development professional’s work.

Essential Duties and Responsibilities

  • Sales Opportunities, Prospects and Leads Develop local business relationships with various influencers; identify opportunities and prospects; contact appropriate buying influences; immediately follow up on assigned leads.  Penetrate identified verticals and leads provided by management.  Drive to close sales based on the business plan.  Grow dealer’s market share with all available vendors and resources.
  • Qualify Opportunities  Prospect in the local marketplace for new furniture opportunities, as well as follow up on pre-established leads.  Completely qualify opportunities to expend the proper effort to win a high percentage of opportunities.  Leverage all resources to create strategic account plans (i.e.  internet, business journals, stock reports).  utilize sales tools such as Interconnected Workplace to qualify the client and incorporate other company disciplines to craft the best response to client.
  • Business Solutions and Project Strategy  Lead the project strategy process in the development of creative and innovative solutions to meet client needs in a differentiated manner.  Collaborate with designers to provide solutions that meet client functional, aesthetic and budgetary requirements.  Involve stakeholders in the development of a winning sales plan to capture targeted accounts and/or opportunities.
  • Proposal and Presentations  Develop winning proposals and deliver convincing presentations.
  • Sales Quotas and Installed Gross Profit  Meet and exceed quarterly and annual sales and Installed Gross Profit goals.
  • Transition to Account Management Team  Effectively transition opportunities to Account Management Team.  Create and maintain a strong working relationship with company managers and support staff to best leverage the internal company process.
  • Product and Service Knowledge  Maintain and enhance knowledge of product and service offerings.  Stay knowledgeable and informed on workplace related issues and strategies, including but not limited to Interconnected Workplace, LEED criteria and other issues that affect a client’s investment in real estate and worker productivity.
  • Customer Service  Manage the day to day relationships with existing alliances which are assigned.  Promptly report and help resolve customer complaints.
  • Cross-Selling  Work with other lines of business to provide cross-selling opportunities.
  • Internal Customer Service  Establish positive internal relationships by providing prompt and complete communication with company team members concerning prospective customers, bids, proposals, gathering credit information, assisting in the follow-up on delinquent accounts, etc.
  • Vendor Relationships  Interface with vendors and reps to establish strong relationships with company.
  • Sales Meetings  Assist with development of agendas for monthly sales meetings.  Present relevant information during these meetings to include vendor presentations and possible trainings.
  • Marketing  Partner with Marketing to lead and help develop marketing initiatives/campaigns for new products and services by developing brochures, print media, electronic media and social media campaigns.
  • Sales Technologies  Maintain knowledge and competency with the technologies chosen by company to leverage sales efforts.
  • Finance Information  Provide finance department with necessary information so credit terms may be established.  Communicate and support those terms with the customer.  Provide internal assistance when needed with Accounts Receivable department in the collection of outstanding invoices.
  • Community and Networking Events  Become involved with local community events, jet trips, CEU’s and other activities to drive engagement and leverage sales opportunities.
  • Other Duties  Performs other related duties and assignments as required.

Qualifications/Key Skills and Attributes

  • Engaging Presentation skills
  • Highly organized
  • Flexible
  • Patient internally and externally
  • Ability to lead internal teams through processes to meet clients goals
  • Clear understanding of the design and construction process
  • Ability and desire to make connections with key individuals in the market
  • Creativity
  • Ability to understand high level trends in the workplace, learning, and healing environments, and to connect those trends to physical products and space design to help clients achieve their goals
  • Ability to problem solve and assist clients, influencers, and internal teams in working through complex problems.
  • High degree of ownership over individual work and outcomes with an understanding that much of the outcome is based on the BD Manager’s ability to lead the team in executing the work.
  • Understanding of the importance of print and digital branding as well as crafting a customer’s experience in every interaction with the company
  • Flexibility with work hours to attend early morning and evening events in Washington D.C. at least twice per week


  • Bachelor’s degree