Account Manager at Custer Inc. – Kalamazoo, Michigan

Custer creates personalized spaces that elevate well-being, promote innovation, and transform the communities in which we live and work. Established in 1981, Custer has grown beyond West Michigan to become a premier Steelcase dealership and a full-service interior solutions partner serving corporate, education, and healthcare clients. Our team delivers environments that empower people to do their best work - integrating workplace strategy, design, furniture, flooring, and technology to support a better way of working.

Custer continues to grow - expanding our reach in West Michigan and deepening our relationships in the Kalamazoo and surrounding communities through exceptional service and a commitment to long-term partnership. As part of this growth, we’re seeking a motivated Account Manager to represent Custer locally, build meaningful client relationships, and contribute to the continued success of our Kalamazoo market.

The Account Manager will strengthen Custer’s presence in the Kalamazoo and surrounding areas by building meaningful relationships, guiding clients through the sales process, and delivering solutions that reflect our commitment to exceptional service. This role manages day-to-day account activity, delivers tailored presentations, and ensures a seamless customer experience from first conversation through project completion. Along with managing existing accounts, the Account Manager will identify new opportunities and build connections that expand Custer’s reach in the local business community. Through consultative selling, strong engagement, and close collaboration with internal teams, this role plays a key part in driving regional growth.

We're seeking a sales professional who thrives on connection, initiative, and follow-through—someone eager to learn the furniture dealer industry and passionate about being an active member of Kalamazoo community. While direct experience is a plus, we don’t expect you to have it yet; we’ll invest in a full year of hands-on training to help you learn our products, processes, and approach. As a locally based representative, you’ll build trust through consistent client engagement and a genuine desire to help customers achieve their goals. If you’re motivated, coachable, and ready to grow into a long-term career, you’ll make a meaningful impact here at Custer.

Job Responsibilities

Sales & Revenue Growth

Achieve and exceed monthly, quarterly, and annual sales targets and quotasIdentify upselling and cross-selling opportunities to maximize revenue potential within assigned accountsUtilize negotiation skills to overcome objections and close deals effectively Reduce sales cycles through time management and an assertive closing approachClient Relationship Management

Serve as the primary point of contact for clients, ensuring clear and responsive communication and excellent customer experience Build and maintain strong, long-lasting client relationships that drive repeat businessDeliver engaging presentations tailored to client’s needs, highlight product features, services, and value propositionsAddress client concerns and objections, ensuring high levels of satisfaction and trustAccount Maintenance & CRM Management

Maintain accurate records of customer interactions and sales activity logs in CRM softwareTrack account performance and identify trends to improve customer engagementEnsure timely follow-ups and documentation of key account interactions Reporting & Documentation

Prepare and present regular reports on account status and sales performance for existing clients to Sales LeaderDocument key account strategies and provide insights to leadership on client needs Cross-Functional Collaboration

Work with internal teams to ensure seamless service delivery and customer satisfactionPartner with sales support and project management teams to execute client requests efficientlyCollaborate with internal teams to prepare customized proposals and solutions for clientsWork with accounts receivable team to assist in timely payment collectionQualifications

Proven track record of achieving sales targetsProblem-solving mindset with the ability to think creatively and make informed decisionsDetailed-oriented with excellent organization skillsAbility to multi-task, managing multiple accounts, projects, and deadlines effectivelyExcellent negotiation, persuasion and objection-handling skillsSkilled in conflict resolution and managing customer expectationsProficient in creating and delivering engaging presentations tailored to client needsAbility to confidently engage with key decision-makers through strong written, verbal, and interpersonal communication skillsProficient in Microsoft Office, Outlook, Excel, Word, and PowerPointSelf-motivated, results-driven, and customer-focusedStrong team player with a collaborative mindsetAbility to travel for client meetings and industry eventsKnowledge of social media platforms for client engagement and research, preferredEducation, Experience & Other Requirements

Bachelor’s Degree or equivalent experienceExperience in Account Management or Sales, preferredExperience working with CRM software, preferredMust have reliable transportationMust have valid driver’s license

Compensation & Benefits

Salary will vary based on factors such as location, qualifications, experience, skill level and competenciesThe company offers a full range of benefits including: Medical, Prescription Drug, Dental, Vision, Health Savings Account, Life Insurance, Disability and Other Insurance Plans, Paid Time Off, Holidays, 401(k), and Short- & Long-Term Disability.