Director of Sales

Job Definition:

The Director of Sales will define and build out the sales force for a new furniture, mirrors, and lighting lifestyle brand, and will own the overall sales plan and go-to-market strategy for the brand's launch. This is a selling sales manager role: the Director will act as the brand's first and primary salesperson while the broader sales organization is being built, personally owning the largest and most strategic accounts while actively prospecting and onboarding new business. This role will leverage existing contacts and experience in the furniture industry to target new customers, building out sales programs geared toward large and regional furniture stores, independent retailers, and interior designers. As the team grows, they will recruit, structure, and lead the sales organization needed to support the brand, setting targets and holding the team accountable to results, while remaining an active, hands-on seller rather than a manager only. The Director will serve as the primary spokesperson for the brand and partner cross-functionally with Marketing, Product Development, and Merchandise Planning to drive the brand's growth and profitability.

Primary Responsibilities:

• Act as the brand's first and primary salesperson, personally selling while the broader sales team is being built out.
• Personally own, manage, and grow the largest and most strategic accounts.
• Actively prospect, pursue, and onboard new accounts to expand the customer base.
• Define, build, and lead the sales force needed to support the new furniture, mirrors, and lighting brand, including recruiting, hiring, training, and managing sales personnel and/or independent sales representative groups.
• Identify and develop overall sales force strategy.
• Own the sales plan, including setting sales targets/quotas, tracking performance, and holding the sales organization accountable to goals.
• Leverage existing contacts and experience to target new customers.
• Build out sales programs geared toward large and regional furniture stores, independent retailers, and interior designers.
• Serve as spokesperson for the brand.
• Create sales plans, programs, and strategies to achieve and exceed set goals.
• Identify sales trends and coordinate with Marketing and Product Development on sales collateral.
• Benchmark brand programs against leading competitors, making recommendations on changes to stay competitive.
• Identify slow-selling items and create strategies to exit the inventory.
• Coordinate with Merchandise Planning on inventory needs.
• Develop and manage the sales budget, forecasts, and reporting for the brand.
• Establish territory and account assignment strategy across the sales organization.
• Design and implement sales compensation, commission, and incentive programs to drive performance.
• Partner with executive leadership on go-to-market and growth strategy for the brand.
• Provide regular sales performance reporting and insights to executive leadership.
• Represent the company at trade shows, customer meetings, and industry events.
• Other related duties as assigned.

Essential skills and experience required:

Education:

• BS degree in business or related field

Experience:

• 10+ years of progressive sales experience, including experience building and leading sales teams, with at least 5 years in the furniture industry

Skills/Abilities:

• Proven track record as a hands-on, hunter-style salesperson who personally sources, sells, and closes new business, not solely a manager of others' sales activity.
• Experience leading and developing sales teams; proven ability to inspire, coach, and hold team members accountable.
• Proven experience building a sales organization from the ground up, including structuring teams and/or independent rep networks.
• Experience designing sales compensation, commission, and incentive plans.
• Strong financial acumen with demonstrated ability to prepare budgets, manage forecasts, and interpret sales and margin performance.
• Deep understanding of national retail buying cycles, merchandising strategies, and account management practices.
• Exceptional negotiation, presentation, and relationship-building skills.
• Strategic thinker with the ability to balance customer needs with company objectives.
• Analytical and detail-oriented, able to turn data into actionable insights.
• Entrepreneurial drive with a proactive, solutions-oriented mindset.
• Willingness to travel regularly for customer meetings, markets, and trade shows.
• Strong communication skills with people, both verbal and written.
• Computer proficiency, especially in Microsoft Excel and Word.
• Ability to execute plans under time constraints.
• Ability to work independently under minimal supervision