Strategic Account Manager

Insightful Environments (IE), a wholly owned Steelcase dealership, is a workplace integrator delivering furniture, design and workplace services to leading organisations in the UK and internationally. Following 40% sales growth over the past three years, we are looking for an experienced Strategic Account Manager to help drive the next stage of our growth by managing, developing and growing a portfolio of key client relationships.

This is a highly varied and commercially focused role, combining strategic account development, furniture specification, project coordination and client relationship management. The Strategic Account Manager will take ownership of the client relationship, bringing together the right internal expertise to deliver successful workplace projects while identifying opportunities to extend IE's relationship and increase sustainable, profitable revenue.

As a B Corp certified business with a strong commitment to ESG, diversity and equal opportunity, IE offers the opportunity to join an experienced, collaborative and supportive sales team, working on major workplace projects in the UK and internationally, with significant opportunities for personal growth and development.

Duties and Responsibilities

Strategic Account Management & Growth

• Work with set account lists to develop existing dormant accounts.

• Own and develop a portfolio of strategic, key and developing accounts, building strong relationships across multiple stakeholder levels.

• Understand customers’ business objectives, workplace strategies, property portfolios and future requirements.

• Develop account plans that identify opportunities for growth, retention, repeat business and increased share of wallet.

• Maintain regular customer engagement beyond individual projects to strengthen long-term relationships.

   

Opportunity & Commercial Management

• Identify and develop opportunities across IE’s furniture, design and workplace service capabilities.

• Take commercial ownership of opportunities from initial requirement through specification, proposal, negotiation and order.

• Develop effective pursuit strategies, engaging relevant client advisers and influencers including designers, project managers and cost consultants.

• Coordinate high-quality proposals and negotiations that support agreed revenue and gross-margin objectives.

• Identify opportunities to broaden IE's scope of engagement and create additional customer value.

Pipeline, Forecasting & CRM

• Maintain accurate, appropriately qualified account and opportunity information within CRM, including stakeholders, values, project stages, timescales and next actions.

• Provide reliable forecasting and visibility of future pipeline.

• Regularly review account performance, identifying risks, gaps and growth opportunities and maintaining strong follow-up discipline.

Accountability & Measures of Success

The Strategic Account Manager is accountable for delivering agreed sales and margin objectives while increasing the long-term value of IE’s strategic customer relationships.

Success will be measured through:

• Revenue and gross margin

• Account growth and share of wallet

• Customer retention and repeat business

• Qualified pipeline and opportunity conversion

• Adoption of wider IE capabilities and services

• Forecast accuracy and CRM/account-plan quality

• Overall customer experience

Profile

• Selling and sales techniques
• Ability to establish and maintain a level of credibility and influence on multiple levels within an organisation.
• Ability to use common IT programs
• Able to use sales systems such as CRM
• Formal and informal presentation skills.
• Personal development and training opportunities

Experience and Skills

• Office Interiors Industry exposure essential in sales or sales support in a technical field related to product specification in the interiors or furniture sector
• Experience in MS Office applications
• Successful track record of planning and execution
• Excellent communication skills both verbal and written
• Exhibit sound decision making skills in high pressure environments

• Excellent follow up & closing skills.

Qualifications

• Degree education advantageous
• Sales training
• Driving license with access to own vehicle.