Business Development Manager, A+D

About Henricksen

Henricksen (Oak Brook, IL) is a full-service contract furniture dealership specializing in office, healthcare, education, government, senior living, and hospitality spaces. In 1962, Henricksen opened its doors as a small, family- run dealership. Today, Henricksen is a leading national dealership with twelve offices in Illinois, Minnesota, New York, Pennsylvania, Tennessee, Washington, DC, and Wisconsin, 300+ full-time employees, and annual sales of $300+ million. With 300+ manufacturer partnerships, Henricksen offers an array of products from systems furniture, casegoods, seating, lounge, and conference furnishings to architectural solutions including modular walls, flooring, lighting, sound masking, and technology equipment. Henricksen is one of the largest privately-owned dealer partners of HNI in the United States. HNI’s furniture brands include Allsteel, Gunlocke, HBF, The HON Company, and Kimball International.

Job Summary

This position will be located in our Minneapolis office. The Business Development Manager, A+D will drive measurable sales growth by building high- value relationships within the Architecture + Design (A+D) community. They will strengthen brand and product awareness across the A+D community to build a strategic pipeline and influence product selection from concept through installation. They will partner with internal sales teams, customer support, and marketing to convert opportunities into revenue and deliver an exceptional experience for designers and clients.

Responsibilities

• A+D Engagement + Specification Influence. Build and maintain relationships with priority A+D firms to drive specifications and project opportunities. Identify, qualify, and influence projects by aligning solutions with design intent, budget, and timelines. Deliver high-impact learning opportunities (presentations, experience center tours, panels) that lead to specification adoption. Focus outreach on high-potential accounts and activities with clear revenue impact. Track pipeline, specifications, and engagement activity to forecast and prioritize efforts.
• Business + Market Expansion. Plan and execute targeted events and initiatives that generate qualified leads and strengthen market position. Partner with marketing to align messaging and campaigns to A+D priorities. Gather and share market insights and client feedback to improve positioning and win rates. Manage business development budget with a focus on measurable return (specs, leads, conversions). Prioritize activities that generate specifications, leads, or revenue. Concentrate on high-value accounts and repeat opportunities. Measure success through pipeline growth, spec conversion, and project wins—not activity volume.
• Sales Alignment + Project Conversion. Partner closely with sales to transition leads into active opportunities and wins. Provide early project intelligence, product guidance, and design support to improve close rates. Ensure alignment across project teams to deliver accurate, timely, and quality project outcomes through project completion.
• Strategic Relationship Management. Serve as a primary point of contact for key A+D firms, ensuring responsiveness and ease of doing business. Maintain visibility into client pipelines and align internal resources to capture opportunities. Strengthen relationships with manufacturer partners and key industry stakeholders to expand influence. Cultivate a strong and expansive network across the market and industry - A+D, manufacturer partners, general contractors, commercial real estate, end users, etc. Monitor satisfaction and follow up on project opportunities to ensure an exceptional experience for designers and clients.
• Brand + Market Presence. Elevate brand visibility through targeted industry involvement, thought leadership, and strategic partnerships. Support showroom and client experience efforts that drive engagement and specification decisions. Share success stories, insights, and wins to reinforce credibility and market differentiation.
• People and Culture Development. Collaborate cross-functionally to support shared goals and strong project outcomes. Engage and model the organization’s Core Values across interactions and relationships. Build inclusive relationships with colleagues and key manufacturers and industry partners across functional teams. Maintain accountability for ongoing learning and improvement required to perform job.