What are the responsibilities and job description for the Account Executive position at Hyphn?
Job Description: Account Executive
Department: Sales, Business Development
Supervisor: VP, Account Management
Primary Function: Create, build and foster trusting relationships with client stakeholders of assigned
Hyphn accounts. Educate clients, accounts and prospects about Hyphn’s various service lines as well as
Steelcase and other primary manufacturing partners. Set short and long-term business development
strategies that generate new opportunities and retain and engage existing clients. Achieve growth targets by
creating and implementing client development/business plans and ongoing advocacy. Provide senior
leadership, coaching, direction and problem solving for internal service delivery teams.
We intend to fill this position with a candidate who brings with them a critical and related set of skills,
knowledge, and experiences that we might not already have on the team. Simply put, we are interested in
finding the best candidate for the job. Studies have shown that women and people of color are less likely to
apply for jobs unless they believe they meet every one of the qualifications as described in the job
description. All are encouraged to apply, even those who believe they do not meet every single one of the
qualifications.
Duties & Responsibilities:
- Responsible for business plans for assigned verticals (i.e., education, healthcare, government, corporate):
- Drive strategic plans (1 -3 year outlook)
- Research applicable resources for funded projects (i.e., Construct Connect Bondfinder.com with reporting by Steelcase Learning), vertical related trade organizations, etc.
- Review lead reports from other manufacturer partners
- Creating and nurturing relationships with influencers
- Collaborate with other Hyphn NBD priorities (such as A&D, GC and CRE) and pursuits and strategize how A D relationships can influence those pursuits; create top targets and build plans for those targets
- Business & marketing planning efforts for vertical markets in collaboration with VP, Account management and marketing team members
- Participate in identifying marketing priorities and refining our go-to-market strategies
- Manage profitability of book of business and overall account activity
- Community & events engagement:
- Networking at A D, CRE, GC events
- Stakeholder events such as tours of Hyphn and tours of project installations
- Post-order/install thank-yous, donations, volunteerism with other Hyphn team members
- Build relationships with other Steelcase A D specialists and sharing best practices
- Responsible for creating net-new business ~30% of time commitment/~70% existing account development
- Provide quarterly reports on progress against goals to executive team
- Consistently utilize CRM for opportunity tracking and progression
- Act as primary point of contact for the full project, including responsibility for creating agendas and meeting notes
- Oversee and provide leadership to cross functional project delivery teams consisting of designers, project coordinators, project managers
- Ability to negotiate and manage pricing and terms for clients and projects with executive support.
- Effectively direct activities, assist in problem solving, provide client advocacy to coordinators, designers, project managers and other Hyphn resources
- Clearly communicate expectations (internally and externally) and hold oneself and team accountable to those expectations and priorities
- Is available, responsive and timely to customer inquiries, requests for information and/or quotations, problem resolution, etc.
- Serve as escalation point (internally and externally) to service delivery issues, setting and maintaining service delivery expectations as required
- Maintain understanding of changing client business needs as well as active project status, needs, risks and opportunities
- Be well versed in Hyphn’s suite of services, their strategic value and positioning them as differentiators to both win and retain client accounts
- Ensure proper milestone management of the client delivery process and do so with the highest standards of written and verbal communications
- Ensures frequent communication and status reports to clients
- Sets financial targets for project profitability
- Prepare and collaborate in preparation of client facing materials such as presentations, reports, proposals for services, etc.
- Demonstrates an understanding of the built environment ecosystem: workplace strategy, commercial real estate, workplace trends, cross-disciplinary team management.
- Networking, client appreciation and other related business development activities outside of traditional business hours as necessary to achieve targets.
Supervisory Responsibilities: This role does not anticipate direct reports but requires matrix-management leadership of cross functional service delivery teams. This requires ad-hoc coaching, feedback, expectation setting of cross functional teammates as well as Hyphn leadership
Job Specifications/Qualifications:
- Must be a self starter and ability to work both independently and as a team leader
- Must be an excellent communicator, verbally, written and in presentation format.
- Must be influential, persuasive and demonstrate strong reasoning and negotiation skills
- Must be able to work in a dynamic and sometimes fluid environment
- Proven track record of driving new business and top-line revenue growth
- Proven track record of penetrating new vertices
- CRM experience preferred.
- Preferred 5 years experience in similar job duties
- Preferred understanding of specific vertical markets including: K-12, Higher Education, Healthcare, Government, Corporate Office
- Preferred experience in Commercial Contract Furniture
Work Environment: In-office based, flexible work environment (no remote) – mostly quiet office
environment with frequent customer site visits, active project site visits, local/regional travel and occasional
out of market travel. The noise level in the work environment is typical of most office environments with
telephones, personal interruptions, and background noises.
Hyphn is proud to be an equal opportunity employer. We value and celebrate diversity. Hyphn continues to aspire to create an inclusive environment for all employees to thrive because we believe it is not only the right thing to do, but that it also makes our work better and our relationships stronger. We do not discriminate based on race, religion, color, national origin, sex, gender identity or expression, sexual orientation, age, veteran status, disability status, or any other applicable characteristics protected by law.
