RESIDENTIAL ACCOUNT EXECUTIVE (55941)

The Residential Account Executive at American Furniture Rental (AFR) is responsible for driving revenue growth by developing new business, expanding relationships with existing residential clients, and delivering a high-quality customer experience throughout the sales cycle. This role focuses on building strong partnerships with apartment communities, property management companies, corporate direct clients, and other residential market segments through consultative selling, strategic prospecting, and responsive account support.

The ideal candidate is a motivated, relationship-driven sales professional who can identify customer needs, present tailored solutions, manage multiple priorities, and consistently meet or exceed sales objectives.

KEY RESPONSIBILITIES

Customer Service & Relationship Management

• Build, develop, and maintain trusted business relationships with apartment communities, property management companies, corporate direct clients, and other residential customer segments.
• Serve as a knowledgeable point of contact for customers by assessing needs, recommending appropriate products and services, and ensuring timely follow-through.
• Provide a professional, consultative customer experience that supports client satisfaction, retention, and long-term account growth.

Sales & Business Development

• Generate new business through targeted prospecting, cold calling, outbound outreach, referrals, networking, and digital engagement.
• Build and execute a territory-based sales plan focused on high-potential accounts, priority decision makers, and key stakeholders.
• Present company products and services through virtual and in-person consultations that clearly communicate value, quality, functionality, pricing, and lead times.
• Prepare proposals, quotes, contracts, and cost-benefit analyses tailored to customer needs; negotiate effectively to overcome objections and close business.
• Meet or exceed assigned sales goals, activity expectations, deadlines, and regional business objectives.
• Identify opportunities for upselling, cross-selling, repeat business, and referrals while representing the organization at client meetings, industry events, and networking functions.

Account Management & Client Support

• Manage the full sales cycle from initial outreach and needs assessment through proposal, close, order fulfillment, and after-sales support.
• Maintain and grow a portfolio of accounts by ensuring timely communication, service continuity, issue resolution, and customer follow-up.
• Develop customized service plans and furniture solutions based on client needs, property requirements, budget, timeline, and preferences.
• Coordinate with internal teams, including operations, customer service, sales support, and leadership, to ensure accurate execution and a seamless client experience.
• Resolve customer concerns professionally and escalate issues when needed to protect the client relationship and support service excellence.

Market, Territory & Reporting

• Manage the assigned territory by prioritizing outreach, meetings, follow-up, and account activity in alignment with regional sales goals.
• Evaluate market potential, monitor competitor activity, and stay informed on industry trends, promotional strategies, and best practices.
• Maintain accurate and up-to-date records of client interactions, sales activities, pipeline progress, forecasts, and time entries in Salesforce or other CRM systems.
• Prepare and present account reports, performance updates, pipeline reviews, and service recommendations to clients and leadership.
• Perform other related duties as assigned in support of departmental and company objectives.
• Prior experience in sales, business development, account management, customer service, or a related client-facing role preferred.
• Experience selling to or supporting residential, multifamily, property management, real estate, relocation, furniture rental, home services, or B2B clients is a plus.
• Proven ability to prospect, build relationships, present solutions, negotiate, and close business.
• Strong communication, presentation, organization, time management, and follow-up skills.
• Ability to manage multiple accounts, prioritize competing deadlines, and work independently while collaborating with internal teams.
• Proficiency with Microsoft Office and CRM systems; Salesforce experience preferred.
• Valid driver's license and ability to travel within assigned territory, as needed.

PHYSICAL REQUIREMENTS:

• Ability to travel within the assigned territory and drive up to five days per week.
• Ability to attend in-person meetings, presentations, networking events, and trade shows.
• Ability to sit, stand, walk, and use a computer or mobile device for extended periods.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role (do we need to say something like this?)
• Ability to perform light lifting as needed.