B2B Account Manager

Department: B2B Sales

Employment Type: Permanent - Full Time

Location: Vancouver

Reporting To: Tanis Glass

Compensation: CA$69,000 - CA$78,000 / year

Description

What You’ll Do

• Manage and grow potential and existing Trade and B2B accounts through proactive account planning, consistent follow-up, and dedicated service.
• Drive year-over-year revenue and account growth against team and individual KPIs and business requirements set by leadership. Specific annual goals are defined separately.
• Build and develop your key account portfolio within organizational guidelines for market segmentation, portfolio size, and growth goals.

• Create strategic development roadmaps for key accounts, balancing short-term opportunities with long-term growth.
• Work with your manager and team to analyze market opportunities, strengthen the selling toolbox, and lead initiatives that turn opportunities into business.
• Lead or contribute to Sales program roadmap projects and own tactical execution of assigned priorities.

• Build long-term, trusted client relationships and provide responsive support throughout sourcing, procurement, and fulfillment.
• Learn each client’s business, project needs, and industry so you can tailor your service and account offers to create value and drive repeat purchase.
• Use your expert knowledge of Article’s products, program offering, and internal processes to support account and deal progress.
• Communicate clearly and professionally with clients and colleagues, surface concerns, resolve disagreements constructively, and offer support when needed.

• Activate qualified prospects passed from the ADR by rapidly establishing rapport and deeply understanding their project scope to accelerate initial deal conversion.
• Nurture newly converted accounts through structured follow-up routines, client check-ins, and proactive re-engagement to build steady, long-term recurring revenue.
• Actively engage existing accounts with tailored solutions and strategic offerings that maximize mutual value and secure profitable, high-satisfaction closes.
• Track account buying cycles and project milestones to time outreach effectively, driving consistent repeat orders and higher client lifetime value.

• Maintain thorough and accurate CRM records and manage accounts and deals daily to keep account plans, opportunities, and follow-up activities current.
• Use account and market insights to guide strategic decisions and contribute to team discussions about growth and service opportunities.

• Participate actively in continuous improvement events, feedback loops, and collaboration to improve efficiency, effectiveness, and service.
• Identify where change is needed, test useful ideas, record test results, and turn improvement opportunities into practical tools, resources, and ways of working.
• Model The Article Way: relentlessly pursue remarkably better, customer obsession, diving deep, questioning assumptions, ownership mindset, and win together.
• We use G Suite (Gmail, Sheets, Google Docs, Meet, etc) to work and Slack to collaborate and communicate, with your choice of Mac or PC device. 

Who You Are

• 3-5+ years of business-to-business account management experience, with a proven track record of managing client relationships, moving deals forward, and growing your portfolio annually.
• Experience working in furniture sales is an asset
• Experience working in hospitality sales is an asset
• A passion for furniture and interior design, paired with curiosity about your customers, their industries, and Article’s business.
• Experience using CRM and sales automation tools to manage accounts and opportunities, and proficiency with Google Workspace.
• A highly skilled communicator who asks thoughtful questions, listens to different perspectives, and explains complex information clearly. You adapt your communication style to your audience.
• Skilled negotiator with experience closing high-value ($50K+) deals.
• A relationship builder who earns trust, builds rapport, and works well with clients and colleagues. You recognize others’ needs, find common ground, and address issues before they escalate.
• A collaborative team player committed to continuous improvement, sharing constructive feedback, and helping others succeed.
• Strong time management and organizational skills, with the ability to manage competing priorities in a fast-paced environment.
• Strong problem-solving and analytical skills. You identify opportunities, evaluate options, and turn ideas into practical solutions.
• A strategic thinker who balances immediate priorities with long-term account growth and uses strategic frameworks to develop key account plans.
• Adaptable in changing or ambiguous situations, willing to challenge conventional approaches constructively and try new ways of working. 
• Resilient and persistent under pressure. You remain calm and professional, learn from setbacks, and follow through despite challenges.
• Committed to developing your skill set. You’re ready to learn and apply continuous improvement methods and understand how your work contributes to Article’s measures of success.
• Willing to travel for trade shows, client meetings, and offsite events as required across Canada and the United States.
• Legally able to work in Canada.
• Completion of criminal background check.

Perks & Benefits

• The salary range is $69,000 to $78,000, with on-target earnings of $92,000+
  • Starting salary is determined by your transferable skills, knowledge, work experience, and the hiring team’s budget, which is based on business needs, market compensation data, and internal equity
• We believe in Winning Together. When Article hits its annual financial goals, eligible employees will receive a cash bonus
• 4% RRSP matched contributions through Wealthsimple 

• 15 days of vacation*
• 1 extra day off (Inclusion and Diversity Day)
• 6 well-being (sick) days
• Hybrid work: 3 days a week in the office
• Work remotely (anywhere in the world) for up to 3 weeks

• Excellent extended health, dental and vision benefits
• $1000 health/lifestyle spending account* for your total physical and mental well-being
• TELUS Health App
  • Mental Health Assistance/Counseling 
  • Virtual medical appointments

• The Article HQ is a converted warehouse, with an open accessible layout and no offices (even for our founders)
• Work from your desk, an Article sofa, collaboration spaces, or a private meeting room
  • Standup desks can be requested too
• Our kitchens are stocked with salty, sweet and healthy snacks, & all the premium coffees and teas to keep you buzzing 
• Onsite fitness equipment with showers and towel service
• Pickleball, badminton, and table tennis matches happen, from very competitive to very casual
• A dog-friendly office - well-socialized pups are welcome

• Free street parking (first come, first serve; no reserved spots for senior leaders)
• Indoor secure bike storage with change rooms and showers
• 20-minute walk to either Main Street- Science World or VCC Clark Skytrain stations 

• 45% discount on our entire product range (15% for friends and family)