We create great spaces and we create fulfilling career opportunities.
At Haworth, you’ll find a place that since its inception has revolved around inspiration, originality, advancement, and the people who drive it. With a unique global perspective, a culture of great design, a ground-breaking approach to space, and an admiration and appreciation of the members whose cleverness and resourcefulness propel us forward, you’ll find everything you are looking for in pursuing the journey of a fulfilling career. At
Haworth, you are more than an employee; you are a valued member of our global family.
ABOUT THE JOB
The Business Development Manager builds and maintains a customer base by securing new business opportunities with existing, new and target (competitively-held) accounts for all existing Haworth product lines within the region. They also develop and implement focused plans that align with goals and objectives to increase effectiveness, build market share, and achieve goals. This role reports to the Business Development Director and works in a collaborative team environment with other Business Development Managers and A&D Market Managers.
Integral to Haworth’s growth strategy is our ability to effectively communicate the value proposition of the
Haworth brand. We’re not just selling some desks and chairs, we’re redefining the way interiors are designed, built and maintained over time, resulting in more efficient real estate utilization and contributing to a more effective and innovative workforce. In order accomplish this, the Business Development Manager will focus in these key areas on a day to day basis:
Networking and Prospecting
Integral to Haworth’s growth strategy is our ability to effectively communicate the value proposition of the
Haworth brand. We’re not just selling some desks and chairs, we’re redefining the way interiors are designed, built and maintained over time, resulting in more efficient real estate utilization and contributing to a more effective and innovative workforce. In order accomplish this, the Business Development Manager spends a significant part of their time:
 Networking, prospecting, and generating leads within the A&D community and other key influencers in order to share the Haworth value proposition
 Hosting and attending industry events and lunch and learns as a subject matter expert and trusted advisor in the interior solutions space. Must feel comfortable speaking and presenting in front of others
 Prospecting to generate new business opportunities beyond dealer customer originated opportunities in an effort to expand market share
 Queries customers to learn of their needs and overall scope of project; meets customer needs by identifying and proposing solutions that fit needs and expand business for Haworth.
Sales and Business Development
Like all companies, we wouldn’t be in business if we didn’t have any sales! The main focus of the Business
Development Manager is to:
 Develop and implement business road maps to increase new business and define/identify expansion opportunities
 Qualify opportunities for new business development and competitively-held business as viable targets to increase market share
 Negotiate through complex sales process with multiple client stakeholders and internal resources in order to reach a long-term and mutually beneficial business relationship
 Achieve sales target set by sales leadership
Customers/Dealers
Haworth sells exclusively through an extensive global dealer network. The Business Development Manager will:
 Build strong relationships with both dealers and clients within the region
 Collaborate with dealer customers on strategy to increase market share
Brand Ambassador
Our values are our DNA here at Haworth and we are proud of it! So, it’s important to us as partners that our values align with yours because we strive to live these six values every day. We value our customers . We value our members . We value integrity . We value continuous learning . We value results . We value our world . The
Business Development Manager will:
 Create and retain a positive and responsive image to the Haworth brand in the assigned market
 Enable our vision to “…partner to create beautiful, effective, and adaptable workspaces”.

Miscellaneous
 Administrative functions as required i.e. keeping the CRM current to produce accurate dashboard and forecasting reports.
 Track and report weekly results for target, existing, and new client face-to-face meetings
 Continuously evaluate and identify performance gaps. Develop the action plan to improve performance and implement the plan to successfully meet goals and objectives.
POSITION REQUIREMENTS
In order to be successful as a Business Development Manager, applicants will be considered given the following criteria:
Basic Qualifications:
 Current and continuing right to work in the United States without sponsorship
 Job seeker to be able to work in the Kentucky region without relocation assistance
 Education & Experience o Bachelor’s degree in business, sales, marketing, communications, design, journalism, psychology, architecture, engineering, economics, public relations, or project management AND three years business to business sales experience.
OR o Associate’s degree business, sales, marketing, communications, design, journalism, psychology, architecture, engineering, economics, public relations, or project management AND seven years business to business sales experience.
OR
 If no degree, must have eleven years business to business sales experience.
Other Qualifications:
 Experience facilitating collaborative meetings and working relationships.
 Proven ability to create, build, and maintain relationships with end-user customers, influencers, dealer customers, and sales team.
 Strong networking skills to mine out new business opportunities with end-user customers.
 Experience delivering professional sales presentations to customers.
 Advanced selling skills, e.g., prospect qualification; lead generation; new business development; account penetration; strategic, conceptual, issues-based, and consultative selling; negotiation; and contracts
(closing).
 Travel away from “home” office 80% of the time, including overnight (4-5 days/month) and international travel
Preferred Qualifications
 Experience in commercial interiors, contract furniture systems, commercial real estate and/or architectural workplace solutions.
Haworth - where global perspective and a unique design point of view come together beautifully to create Organic
Workspace® solutions