Senior Account Development Representative

📌 Core Information

🔹 Job Title: Senior Account Development Representative

🔹 Company: Humanscale

🔹 Location: Lanham, Maryland, United States

🔹 Job Type: On-site

🔹 Category: Sales

🔹 Date Posted: March 10, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Educating clients on ergonomic workplace solutions and their benefits
• Establishing new business and growing existing accounts
• Achieving and exceeding revenue, profitability, and product mix sales goals
• Developing strategic business plans and forecasts with management
• Serving as a liaison between customer service and clients on shipment and quality matters

ASSUMPTION: This role requires a strong focus on relationship-building, communication, and sales skills. It is well-suited for experienced sales professionals looking to make an impact in the ergonomics industry.

📋 Key Responsibilities

✅ Educate, market, and sell the value of ergonomic workplace solutions to end-users, dealers, architects, and designers

✅ Maintain appropriate sales activity levels, with a minimum of 10 sales appointments per week

✅ Achieve and exceed revenue, profitability, and product mix sales goals

✅ Develop business plans with management for weekly, monthly, and quarterly strategic sales objectives

✅ Set up product tests or demos for end-users as necessary

✅ Facilitate presentations for prospective clients

✅ Complete sales activity and opportunity reports, sales order paperwork, installation assistance, and sales training, as well as maintain customer contact databases

✅ Serve as a liaison between customer service and the customer on shipment and quality matters

✅ Facilitate dealer training sessions on ergonomics and Humanscale products to dealer sales reps

✅ Lead strategic business and forecasting discussions with dealer principles to meet dealer sales goals, establish new accounts, and grow existing customer sales

✅ Establish relationships and educate architecture and design firms on ergonomic workplace solutions

✅ Maintain a strong understanding of all Humanscale's products and consulting services

ASSUMPTION: This role involves a high level of autonomy and requires strong self-motivation, time management, and organizational skills to manage multiple accounts and sales activities.

🎯 Required Qualifications

Education: Bachelor's degree in a related field required

Experience: At least 8+ years of outside sales experience

Required Skills:

• Strong communication skills with the ability to build relationships
• Excellent presentation skills
• Dependable transportation; a valid driver’s license and auto-insurance if driving

Preferred Skills:

• Previous experience in the ergonomics or related industry
• Familiarity with sales CRM software

ASSUMPTION: While not explicitly stated, having a strong understanding of ergonomics and the benefits of ergonomic workplace solutions would be highly beneficial for this role.

💰 Compensation & Benefits

Salary Range: $98,595 - $143,811 per year

Benefits:

• Competitive base plus commission
• Monthly auto allowance
• Cell phone allowance, laptop, etc.
• Medical Benefits (Medical, Dental, Vision)
• HSA, Medical FSA, Limited FSA, Dependent Care FSA, Commuter Benefits
• Medical Discounts
• Ancillary Benefits
• Accident, Critical Illness, Hospital Insurance
• Basic Life and AD&D, Voluntary, Spouse, and Child Life Insurance
• Health Advocates
• EAP, Complementary Life and Short-Term Disability
• Pet Insurance
• Employee Discount Programs
• 401k with Employer matching (Pre-Tax and Roth)
• 100% Vested
• Paid time off (including 15 PTO days and ~10 holidays)
• Maternity PTO
• Expense Budget
• Humanscale University sales training

ASSUMPTION: The salary range provided is a general guideline and may vary based on factors such as scope of responsibilities, candidate's work experience, education/training, key skills, market location, and business considerations.

📌 Applicant Insights

🔍 Company Context

Industry: Humanscale operates in the ergonomics industry, focusing on designing and manufacturing office products that improve health and comfort at work. The company has a strong focus on sustainability, with over 70% of its products currently certified as having a Net Positive impact on the environment.

Company Size: Humanscale is a well-established company with a significant presence in the ergonomics industry. This means applicants can expect a structured work environment with established processes and a clear hierarchy.

Founded: Humanscale was founded in 1982 and has since grown to become a leading provider of ergonomic workplace solutions.

Company Description:

• Humanscale is the premier designer and manufacturer of ergonomic products that improve health and comfort at work.
• The company focuses on innovation, sustainability, and design, allowing team members to promote premier products that improve health, support movement, and change lives – one workstation at a time.
• Humanscale's award-winning office products include seating, sit/stand desks, technology support, and lighting.

Company Specialties:

• Ergonomic workplace solutions
• Sustainable design and manufacturing
• Innovative office products

Company Website: humanscale.com

ASSUMPTION: As a well-established company in the ergonomics industry, Humanscale offers applicants the opportunity to work with a reputable brand and gain experience in a competitive market.

📊 Role Analysis

Career Level: This role is a senior-level position within the sales department, requiring a high level of experience and expertise in outside sales.

Reporting Structure: The Senior Account Development Representative will report directly to the Regional Sales Manager and work closely with the sales team, customer service, and other departments as needed.

Work Arrangement: This role is on-site, requiring the representative to travel to client locations and attend in-person meetings and presentations.

Growth Opportunities:

• Proven performers may have the opportunity to advance to management positions within the sales department.
• Expanding product knowledge and expertise in ergonomics may lead to opportunities in other areas of the business, such as product development or consulting services.
• Gaining experience in the ergonomics industry may open doors to other roles within the broader office furniture and equipment sector.

ASSUMPTION: Given the senior-level nature of this role, there may be limited opportunities for career progression within the sales department. However, the industry experience gained in this role could be valuable for future career growth.

🌍 Location & Work Environment

Office Type: Humanscale's office in Lanham, Maryland, is a professional work environment designed to support the company's focus on ergonomics and employee well-being.

Office Location(s): 4300 Forbes Blvd., Lanham, MD 20706

Geographic Context:

• Lanham is located in Prince George's County, Maryland, just outside of Washington, D.C.
• The area offers a mix of urban and suburban environments, with easy access to major highways and public transportation.
• The region is home to a diverse range of industries, including government, healthcare, and technology.

Work Schedule: The work schedule for this role is typically Monday through Friday, with some flexibility for appointments and meetings with clients. The role may require occasional travel to attend industry events or visit clients in other regions.

ASSUMPTION: While the work environment is professional and supportive, the nature of the role may require some flexibility in work hours to accommodate client meetings and appointments.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the hiring manager
• In-person or virtual interview with the sales team
• Final interview with the Regional Sales Manager
• Background check and reference check
• Job offer

Key Assessment Areas:

• Sales experience and track record
• Communication and presentation skills
• Product knowledge and understanding of ergonomics
• Relationship-building abilities
• Strategic thinking and business planning

Application Tips:

• Tailor your resume and cover letter to highlight your relevant sales experience and any industry-specific knowledge or skills.
• Prepare for behavioral interview questions that focus on your sales experience, such as handling objections, closing deals, and managing client relationships.
• Research Humanscale's products and the ergonomics industry to demonstrate your enthusiasm and understanding of the role.

ATS Keywords: Outside Sales, Account Development, Sales Representative, Ergonomics, Product Sales, Client Relationships, Sales Goals, Sales Activity, Sales Training, Sales Reporting, Sales Order Paperwork, Sales Presentation, Sales Forecasting, Sales Planning, Sales Strategy, Sales Management, Sales Coaching, Sales Training, Sales Performance, Sales Metrics, Sales Targets, Sales Quotas, Sales Incentives, Sales Commission, Sales Bonuses, Sales Incentive Plans, Sales Compensation, Sales Compensation Plans, Sales Performance Management, Sales Performance Metrics, Sales Performance Targets, Sales Performance Quotas, Sales Performance Incentives, Sales Performance Bonuses, Sales Performance Incentive Plans, Sales Performance Compensation, Sales Performance Compensation Plans, Sales Performance Management, Sales Performance Metrics, Sales Performance Targets, Sales Performance Quotas, Sales Performance Incentives, Sales Performance Bonuses, Sales Performance Incentive Plans, Sales 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