Job Overview

The Sales Representative is a key contributor to the growth and long-term success of the organization. Focused on developing new business opportunities, this role is ideal for a self-starter with a hunter mentality—driven, persistent, and strategic in identifying and converting prospects into long-term clients.

This role involves far more than managing existing accounts. The successful candidate will take full ownership of the sales cycle, from identifying and engaging prospects, uncovering their needs, building relationships, and closing deals. Working in collaboration with the broader Sales, Design, and Operations teams, the Sales Representative ensures a seamless transition from concept to execution while continuously building brand value in the market.

Job Functions

Strategic Business Development & Lead Generation

• Proactively prospect and identify new sales opportunities across target sectors (corporate, government, education, healthcare, etc.).
• Develop and execute personalized outreach strategies—calls, emails, networking, events—to open doors and start meaningful conversations with decision-makers.
• Build a qualified pipeline through research, relationship-building, and lead nurturing.
• Maintain a consistent, high volume of sales activity and follow-ups to secure first meetings and advance opportunities.

Consultative Selling & Client Needs Assessment

• Conduct discovery meetings with potential clients to uncover business needs, project goals, timelines, and budget constraints.
• Position ABI’s value proposition clearly and persuasively, aligning offerings with client requirements and organizational outcomes.
• Educate clients on trends in workplace design, sustainability, space utilization, and product innovations.
• Guide clients through the sales process—from conceptualization and budgeting to proposal and implementation.

Opportunity Management & Proposal Development

• Collaborate with Brand Marketing to develop tailored presentations and competitive proposals.
• Coordinate internal resources to meet client timelines and expectations.
• Ensure that all quotes are accurate, professionally presented, and submitted on time.
• Refine proposals based on client feedback and negotiate pricing and terms to close deals.

Deal Closing & Post-Sale Transition

• Lead client presentations and contract discussions with confidence and professionalism.
• Finalize project details and hand off to Project Coordinators for execution, ensuring clarity on deliverables and expectations.
• Remain a visible point of contact to the client through delivery and install, providing support and maintaining the relationship for future opportunities.

Market Intelligence & Reporting

• Track market trends, competitor activity, and customer feedback to help shape strategic direction.
• Maintain up-to-date knowledge of products, vendors, industry standards, and emerging trends.
• Document all sales activity, lead status, and forecasts using CRM and sales tracking tools.
• Participate actively in sales meetings, pipeline reviews, and strategic planning sessions.

Skill Requirements (Essential)

• Post-secondary education, preferably in business, marketing, design, or a related field.
• 4-6 years of successful B2B sales experience, preferably in contract furniture, architecture & design, or interiors.
• Proven track record of consistently exceeding sales targets in a hunter-style sales role.
• Familiarity with design and construction timelines, budgets, and decision-making hierarchies.
• Hunter Mentality – energized by building something from nothing; relentless in pursuit of opportunities.
• Relationship Builder – exceptional interpersonal and networking skills; able to develop trust and influence decision-makers.
• Strategic Communicator – strong verbal and written communicator; able to articulate complex ideas in simple, compelling terms.
• Commercial Acumen – understands margins, ROI, pricing structures, and how to build a business case.
• Tech-Savvy – proficient in CRM systems, Microsoft Office Suite, and sales-enabling technologies.
• Bilingualism – English/French fluency is required.