ENVIRONMENT:
A leading retail group is seeking a Category Specialist: Furniture who drives growth in the group's furniture business by winning, designing, and delivering bespoke workspace solutions to corporate and SMME customers. This role combines consultative selling with project management discipline, managing furniture opportunities end-to-end from customer diagnosis and CAD-based layouts through to solution design, quotations, negotiation, delivery, installation, and snag closure.
DUTIES:
Advise customers using specialist furniture knowledge including ergonomics, space planning, aesthetics, and functionality; conceive bespoke solutions that meet requirements and budget constraints
Achieve regional furniture revenue and gross profit targets across corporate and SMME segments; maintain and grow existing customer relationships through regular engagement and proactive opportunity identification
Hunt for new business through prospecting, referrals, and engagement with professional stakeholders; generate accurate quotations, proposals, and presentations that communicate value
Build relationships with interior designers, architects, construction firms, and project managers; conduct consultative discovery to diagnose customer needs and present solutions using CAD visuals and case studies
Manage furniture opportunities as projects with clear scope, timelines, teams, suppliers, delivery, and installation plans; coordinate with internal teams and external suppliers to ensure seamless execution
Negotiate with customers and suppliers to protect margin while remaining competitive; escalate price pressure and risk to line manager with options and recommendations
Maintain awareness of market trends, competitor offerings, and customer preferences; source non-catalogue items and buyout products; provide market intelligence to management for strategic planning
REQUIREMENTS:
Required Qualifications
Tertiary qualification in Sales, Marketing, Business Administration, Interior Design, Project Management, or related field
Solid experience in external sales in corporate or SMME environments with responsibility for new business development and account management
Experience managing project-based sales, furniture solutions, or workspace design with consultative selling and solution configuration
Exposure to furniture retail, office supplies, or workspace solutions environments; proficiency with CRM and sales pipeline management systems
Demonstrated ability to negotiate with customers and suppliers; strong communication and presentation skills
Preferred Qualifications
Postgraduate qualification in Sales, Marketing, Project Management, or Interior Design
Professional certifications in project management (PRINCE2, PMP) or CAD/space planning software
Experience engaging with interior designers, architects, and construction professionals
KEY SKILLS | CAPABILITIES:
Technical Skills: Furniture product knowledge | CRM and sales pipeline management | ERP and order management systems | Microsoft Office Suite | Quotation generation and pricing | Supplier negotiation | Space planning and solution design | Project management
Soft Skills: Consultative selling | Commercial acumen | Negotiation | Communication | Presentation skills | Stakeholder engagement | Relationship building | Problem-solving | Analytical thinking | Time management | Composure under pressure