Some of what you will do
The Furniture Account Representative (FAR) is responsible for developing furniture sales in new and existing Strategic, Large and Mid-Market Accounts within a geographic territory. The FAR serves as the contract furniture subject matter expert for his/her assigned sales representatives or owned accounts and works with them to access and persuade the customer’s furniture buyers. The FAR leverages Office Products team members to generate leads and opportunities to achieve independent quotas. The FAR also manages the day-to-day needs in existing furniture accounts and is expected to carry his/her own book of business.

Job Description
Some of what you will do
The Furniture Account Representative (FAR) is responsible for developing furniture sales in new and existing Strategic, Large and Mid-Market Accounts within a geographic territory. The FAR serves as the contract furniture subject matter expert for his/her assigned sales representatives or owned accounts and works with them to access and persuade the customer’s furniture buyers. The FAR leverages Office Products team members to generate leads and opportunities to achieve independent quotas. The FAR also manages the day-to-day needs in existing furniture accounts and is expected to carry his/her own book of business.

Specifically, You Will

Drives sales (65% of time spent).

Leverages the OP organization to increase furniture penetration within existing accounts and does independent prospecting work to seek new business opportunities.

Manages day-to-day relationship with existing customers by developing a high value-add relationship with decision makers





Achieve contract and commodity Furniture revenue and gross margin targets in defined territory (team goal and own book of business)

Achieve retention and penetration furniture targets in existing furniture accounts (team goal and own book of business)

Target Segment – 3.5 M to 4M per year in total sales focusing on Strategic, Large and Mid-Market Accounts within a specified geographic territory.

Planning (20% of time spent)

Works with their Furniture Sales Manager to develop and review contract target account opportunities for their territory assignment

Researches, contacts, qualifies, prepares and presents solutions to acquire current furniture accounts

Coordinates sales and account maintenance efforts with other sales resources (Furniture Sales Support, Furniture Project Specialists, Furniture Application Specialists).

Administration (10% of time).

Develop and regularly maintain an ongoing 180 day funnel within SFDC

Develops annual business plan for territory; targeting verticals, markets or specific customers

Provides weekly and monthly updates on account development progress to management

Travel (5% of time spent)

Manufacturer show room visits when required

Some Of What You Need

Post-secondary Education in Sales, Marketing or Business or equivalent level of experience





Experience managing large project and installations

Strong networking skills and the ability to network at all levels in an organization

Excellent interpersonal and communication skills

Proven experience in developing and delivering professional sales presentations

Demonstrates ability to focus on new business development initiatives where sales focus within existing customers will not be assigned

Technically proficient with Microsoft office and Internet with ability to learn required vendor furniture systems and case goods

Ability to take measurements of customers space and provide solutions

Strong understanding of manufacturers products and their application

Minimum of five (5) years experience in outside sales prospecting new business

Minimum of two (2) years experience in facilitating collaborative meetings to develop strategic working relationships with one or more of the following audiences: CEO, CFO, Board of Directors, Facility Managers, Building Officials, Procurement Managers, Architects, Designers and Building Contractors

Physical Requirements / Working Conditions
Hybrid role based in territory

Some Of What You Will Get

Associate discount

Health and Dental benefits

RRSP/DPSPPerformance bonuses

Learning & Development programs

And more...

MakeAnImpact
About Us
We value transparency in our hiring processes. Please note, artificial intelligence may be used in certain stages to screen, assess, or select applicants, however, a human reviewer makes all final decisions. This posting is for an existing vacancy.

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📌 Furniture Account Representative (Alberta)
🏢 Staples Canada
📍 Alberta