Job Description
This role is primarily responsible for driving FF&E revenue growth within a set of dedicated customer verticals assigned to them, with a core focus on integrating FF&E into the existing customer base and increasing adoption across those accounts to maximize sales. Over time, the role will also contribute to broader business growth objectives. The scope and priorities of the role may evolve as the FF&E line of business matures.
Job Responsibilities
Strategic Account & Project Leadership
- Own and project-manage strategic FF&E (Furniture, Fixtures & Equipment) initiatives end-to-end, from needs analysis through quotations, order management, and after-sales support.
- Shape FF&E growth strategy with leadership, translating objectives into client roadmaps, market positioning, and competitive differentiation.
- Prioritize FF&E opportunities across the portfolio, aligning resources and investments with revenue and margin goals.
- Conduct discovery meetings and deliver tailored, value-based presentations aligned to client needs.
- Contribute to FF&E go-to-market strategy, category positioning, pricing, and value proposition development.
- Act as a strategic advisor to leadership and peers on FF&E account strategy.
Supplier Strategy & Segmentation
- Develop and execute FF&E supplier segmentation strategies based on value, risk, and growth potential.
- Design supplier engagement frameworks aligned with commercial objectives and risk tolerance.
- Lead onboarding of FF&E suppliers and manufacturers, ensuring alignment on terms, service levels, and lead times.
- Partner with sourcing and procurement to evaluate supplier fit and category alignment.
Pipeline & Account Growth
- Generate new FF&E opportunities through outreach, relationships, networking, referrals, and digital channels.
- Build and manage a qualified FF&E pipeline in CRM with accurate stages and next steps.
- Execute social media and digital content strategies to attract, nurture, and convert prospects.
- Partner with marketing on demand-generation and lead-nurturing campaigns.
- Respond to RFPs/RFIs and coordinate internal stakeholders to deliver competitive proposals.
Negotiation, Influence & Project Management
- Lead contract negotiations and deal structuring, balancing profitability, client value, and long-term partnerships.
- Influence senior stakeholders on deal terms, scope, specifications, and delivery timelines.
- Project-manage strategic FF&E opportunities, coordinating contributors, milestones, and issue resolution.
- Prepare and issue quotations, coordinating revisions, approvals, and sign-offs.
- Map stakeholders and decision-makers within target accounts to navigate complex sales cycles.
- Identify upsell and cross-sell opportunities to grow revenue and share of wallet.
Cross-Functional Collaboration & Reporting
- Collaborate with marketing, design, operations, and finance on proposals, pricing, invoicing, deposits, and client materials.
- Provide revenue forecasts, pipeline reviews, and funnel-conversion metrics tied to KPIs.
- Maintain CRM accuracy and sales operations discipline to support territory and account planning.
- Track win/loss trends, churn risks, and competitor activity to refine strategy.
- Represent Aramark at industry events, trade shows, and professional associations.
- Stay current on market intelligence, product trends, and competitor offerings.
Qualifications
Core Experience
- 6-8 years of combined experience across account management and procurement, ideally within FF&E, furniture, facilities, or a related B2B services environment.
- Bilingual – English & French (written and verbal).
- Demonstrated success in lead generation and building pipeline independently within the FF&E space.
- Proven ability to manage a full sales cycle from prospecting through contract close on FF&E programs.
Strategic & Supplier Expertise
- Demonstrated experience shaping account or category strategy within FF&E, including segmentation, positioning, and long-range planning.
- Experience developing supplier segmentation frameworks and managing supplier onboarding for furniture, fixtures, or equipment vendors, ideally combined with direct procurement or sourcing experience.
- Demonstrated ability to advise senior stakeholders on FF&E account strategy and to mentor others.
- Solid understanding of consultative/solution-selling methodologies (e.g., Challenger, SPIN, or similar) applied to capital/FF&E projects.
Negotiation, Influence & Project Management
- Skilled at negotiation and structuring complex commercial agreements for FF&E programs, balancing competing priorities across internal and external stakeholders.
- Strong influencing skills, with a track record of aligning senior decision-makers without formal authority.
- Experience project-managing multi-stakeholder FF&E initiatives end-to-end, from scoping and specification through delivery and installation.
- Comfortable with CRM systems (Salesforce, HubSpot, or similar) and disciplined in tracking activities.
Interpersonal & Sector Knowledge
- Skilled at presentations and building relationships with senior decision-makers.
- Strong communication and interpersonal skills to engage multi-stakeholder decision groups.
- Strong knowledge of digital channels, especially LinkedIn and social media, for prospecting.
- Knowledge of the FF&E market, furniture/fixture manufacturers, and adjacent sectors (healthcare, education, hospitality, facilities) considered an asset.
About Aramark
At Aramark, we empower our people to create moments that matter through exceptional hospitality experiences. We serve more than a dozen industries with pride and passion, building community, connection and careers all across the world.
You'll be surrounded by some of the most innovative minds in the industry and powered by our shared mission to pursue what matters. Here, you'll have the opportunity to do great things for our people, our planet, our partners and our communities. We believe a career should develop your talents, fuel your passions and enable your growth. Supported by committed leadership, you'll be empowered to try new things and find solutions to tough problems. No matter what you're pursuing - a new challenge, a sense of belonging, or just a great place to work - our focus is to help you reach your full potential and pursue what matters.
What We Offer You
Time to Recharge: Three weeks of paid vacation for all new salaried hires, plus 3 personal/flex days dedicated to your mental health and well-being.
Comprehensive Health Benefits (No Waiting Period!): From day one, enjoy coverage for dental, prescriptions, vision, massage therapy, and more—because your health matters.
Future Security: A Self-Directed Pension Plan where every dollar you contribute is matched with two by Aramark—helping you grow your retirement savings faster.
Well-Being Support: Access Aramark’s Employee Assistance Program for confidential resources and support for you and your family whenever you need it.
Inclusive Community: Be part of our Employee Resource Groups (ERGs), where we celebrate diversity, build connections, and support one another.
Continuous Learning: Benefit from Educational Assistance to support your growth, plus scholarships for your children entering post-secondary studies.
Career Growth: Clear career path planning and development opportunities tailored to your skills and aspirations.
Safe & Supportive Workplace: We are deeply committed to providing a safe, healthy, and positive work environment for all.
The pay range for this position is $100,000.00 - $105,000.00.