Dealer Business Manager - EMEA Region

Steelcase supports the world’s leading organizations create places that help their people think better, feel better and be happier. We do this by creating places that people want to work in, that improve interaction. When organizations can create places that enhances the wellbeing of people, they can improve engagement and increase performance of it.

Opened in 2011, our Business Center in Cluj is currently the biggest one globally (followed by Monterrey and Kuala Lumpur). We focused on building our shared culture, so that we apply the same human-centered design to ourselves in Cluj as well, creating better performing teams in better-performing workspaces.
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We have become a cross-functional hub supporting our entire markets in EMEA and North America. Our opportunities are in Marketing & Sales Support, Information Technology, Finance, Administrative Support, Manufacturing, Design, HR.

Education/Experience:

Bachelor’s degree, preferably in Business or Marketing
Sales passionate/experienced with a consultative Selling approach is a must
Experience within a B2B and dealer sales and business environment

To succeed in this role, we need someone with the following profile:

Language skills: Excellent English (French would be a significant plus)
Sales driven
Excellent interpersonal skills: ability to connect with people and to connect people with people
Ability to manage through people and to coach to close priority sales opportunities to achieve targets results,
Ability to travel up to 40% of working time
Team player
Capacity to develop and manage multiple relationships across different cultures and personalities
Excellent communication skills as well as ability to listen and quickly understand requirements to define the appropriate course of actions
Solution/resolution focused with a developed sense of ownership, responsibility and accountability
Ability to work autonomously with remote management and at ease with virtual interactions and related tools (e.g. TP, Skype, social networks)
Ability to identify, manage and leverage multiple resources within the company, to deliver sales growth and service excellence
Discipline and ability to understand and implement sales and promotional plans to dealers
Good knowledge of furniture and design

The main tasks include:

Owns and proactively develops the relationship with approx. x10 dealers; serves as first point of contact and coordination
Create sustainable relationships with our dealers, by providing proximity through high-frequency contacts and sales management, in support of regular, as well as project-based business
Creates, implements and monitors the Dealer Plan for assigned dealers
Coordinate all Steelcase’ resources, including field Sales Specialists’ involvement and Sales Enablement’s to strengthen dealers’ capabilities, particularly in support of specific opportunities
Develop “local leading organization” accounts where our dealers don’t have a strong presence
Identify key projects and work with regions on strategy, action plan & execution
Based on dealers needs and business pipeline, prioritize the top ones and draft solid plans to visit them, develop their capabilities and meet key customers
Support Dealer led business adding value when needed
Help dealers transform cross-border sales
Tailor our knowledge and insights to smaller size transactions and opportunities.
Provides products and pricing guidance for day to day customers/un-assigned, as well as for all opportunities
Manages the product mix to optimise sales and profitability
Manages product launch programmes for dealers and monitors related promotional activities
Defines, implements and monitors Sales Incentives Programmes
Work with L&D to cover the needs for different trainings to support dealers’ capabilities
Identify the key activities that could be supported by other support functions

ur office in Cluj-Napoca supports a wide variety of functions in Steelcase, with a focus on IT, Finance, Sales Support and Order Fulfillment, also including Sales, Brand Communication, and Operations support. Currently more than 250 employees work for over 30 sub-functions, connecting daily with colleagues around the world. Employees relate to their often remote functional teams as much as to their local colleagues from other function.