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<p>DBM CENTRAL SALES &ndash; POSITION DESCRIPTION</p>

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<p>The DBM Central Sales partners with assigned dealers and develops, manages and monitors dealer sales plan. Helps close priority sales opportunities and provides leadership in account planning/strategy and consults with Steelcase insights. Offers a dedicated and tailored Steelcase experience to dealers in distant regions, to grow profitable sales. Serves as the dealer voice within Steelcase. Coordinates dealer training, support new product launch, etc. Ease selected dealers&rsquo; access to Steelcase&rsquo;s resources, through a coordinating and fast responding DBMs team with matching skills and behaviors. Develop and maintain dealers&rsquo; ability to win more opportunities with Steelcase by continuously developing their capabilities and skills.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</p>

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<p>Dealer Business Manager (DBM) Central Sales &ndash; EMEA Region</p>

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<p>Mission:</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Owns and proactively develops the relationship with approx. x10 dealers; serves as first point of contact and coordination</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->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</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Creates, implements and monitors the Dealer Plan for assigned dealers</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Coordinate all Steelcase&rsquo; resources, including field Sales Specialists&rsquo; involvement and Sales Enablement&rsquo;s to strengthen dealers&rsquo; capabilities, particularly in support of specific opportunities</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Develop &ldquo;local leading organization&rdquo; accounts where our dealers don&rsquo;t have a strong presence</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Identify key projects and work with regions on strategy, action plan &amp; execution</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->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</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Support Dealer led business adding value when needed</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Help dealers transform cross-border sales</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Tailor our knowledge and insights to smaller size transactions and opportunities.</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Provides products and pricing guidance for day to day customers/un-assigned, as well as for all opportunities</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Manages the product mix to optimise sales and profitability</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Manages product launch programmes for dealers and monitors related promotional activities</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Defines, implements and monitors Sales Incentives Programmes</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Work with L&amp;D to cover the needs for different trainings to support dealers&rsquo; capabilities</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Identify the key activities that could be supported by other support functions</p>

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<p>Education/Experience</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Bachelor&rsquo;s degree, preferably in Business or Marketing</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Sales passionate/experienced with a consultative Selling approach is a must</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Experience within a B2B and dealer sales and business environment</p>

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<p>Skills/Abilities</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Language skills: Excellent English (French would be a significant plus)</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Sales driven</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Excellent interpersonal skills: ability to connect with people and to connect people with people</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Ability to manage through people and to coach to close priority sales opportunities to achieve targets results,</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Ability to travel up to 40% of working time</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Team player</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Capacity to develop and manage multiple relationships across different cultures and personalities</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Excellent communication skills as well as ability to listen and quickly understand requirements to define the appropriate course of actions</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Solution/resolution focused with a developed sense of ownership, responsibility and accountability</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Ability to work autonomously with remote management and at ease with virtual interactions and related tools (e.g. TP, Skype, social networks)</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Ability to identify, manage and leverage multiple resources within the company, to deliver sales growth and service excellence</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Discipline and ability to understand and implement sales and promotional plans to dealers</p>

<p><!--[if !supportLists]-->&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <!--[endif]-->Good knowledge of furniture and design</p>
