Contract Sales Account Executive Thos. Moser

AIA Triangle; Northern (KY); Hybrid; USD 100,000 - 180,000; Full time

Job summary

Thos. Moser has an opportunity for a Contract Sales Account Executive to establish and grow one region, with current opportunities in the Mid-Atlantic, Southeast, and Texas. You will own revenue targets, build a qualified pipeline, and drive specification activity with A&D firms and institutions.

You’ll work remotely, travel across your territory, and collaborate with our in-house design and project engineering teams in Auburn to ensure project success from inquiry to install.

Qualifications

• Five or more years selling custom or made-to-order product into institutional projects.
• Experience specifying design and fabrication work from drawings and submittals.
• Proven ability to manage complex, multi-stakeholder projects over long cycles.
• Established relationships with A&D firms and institutional clients in your territory.
• Credibility with design principals on materials, detailing, and fabrication.

Responsibilities

• Own the regional revenue target and pipeline development goals for your region.
• Generate and close new business with A&D firms and institutions, partnering with commercial dealers when appropriate.
• Build and deepen relationships with architects and interior designers driving institutional work.
• Grow the institutional base and open new ground in adjacent segments like premium hospitality.
• Consultative selling; be the trusted resource for custom work made by skilled makers.
• Run a cadence of designer presentations, CEUs, campus visits, and showroom/workshop tours.
• Develop new business through active involvement with associations and drive specification activity.
• Shepherd complex projects from inquiry through install with in-house support.
• Forecast pipeline accurately and maintain disciplined account plans.

Skills

Contract sales

A&D firm relationships

Design fluency

Account management

Long-cycle sales

Territory development

Job description

About Thos. Moser

Founded in 1972, Thos Moser is an American design brand based in Auburn, Maine, creating furniture by hand, one piece at a time. Guided by principles of restraint, proportion, and longevity, the company works in solid North American hardwood to make furniture designed to be lived with and endure over generations. Thos Moserdesigns forthe home and works with interior designers, architects, universities, and cultural institutions to shape private, public, and shared spaces. The companyoperatesfour showrooms nationwide,locatedin Freeport, Maine; Boston, Massachusetts; Washington, DC; and San Francisco, California.

The Opportunity

Thos. Moser has been making furniture by hand in Maine since 1972, and our contract work sits in some of the mostarchitecturally significantrooms in the country, including the University of Virginia’s Shannon Library, SMU’s FondrenLibrary ,the University of Georgia, the Hotchkiss School,the George W.Bush Presidential Center,and the New York Public Library. We are looking forsomeone toestablishand deepen Thos. Moser’s field presence outside the Northeast.

Werarelysell froma catalog. Much of what we build is designed in collaboration with specifiers and users. Our customers describe the result in terms that have little to do with furniture: identity, permanence, work that belongs to the building. At NC State andUVAthe furniture is part of the campus tour.That kind of relationship is central to the role. It calls for someone who can work credibly with a design principal, understand the intent of a space, and carry that intent through a twelve- to thirty-six-month capital cycle.

We’relooking for that capability as much as a sales record. Our strongest candidate may be an interior designer who has specified this kind of work on institutional projects and wants to move to the other side of the table, or a seller who came up in custom fabrication and thinks like a designer. Either way, the work is the same:establishThos. Moser as a design partner early in the specification process.Youwouldberesponsible forcontinuing Thos.Moser’s voice in the institutional design conversation, through CEUs, speaking, and the design collaborations that produce our next products.

The segments are higher-ed libraries and reading rooms, independent school dining halls and chapels, student centers, and donor-funded spaces, with room todevelop opportunities in adjacent segments likepremiumhospitality.Good judgement about project fit is especially important;we’reat our best as a collaborative design partner working from our own capabilities, and at our worst as an outsourced shop building someone else’s finished drawing;knowing that difference early protects both margin and reputation.
What success lookslike.Year one isprimarilyaboutestablishingcoverage andbuilding a qualifiedpipeline. Success will includegetting in front of the A&D firms in your region that drive this work, running a consistent cadence of presentations and CEUs, and buildinga pipeline of qualified opportunities.Compensationmay vary across region and experience butwill consistofabase plus commission.

Responsibilities:

Own the annual revenue target and pipeline development goals for your region.
Generate and close new business with A&D firmsandinstitutions,partnering with commercial dealers when the project calls for it
Build and deepen relationships with the architects and interior designers driving institutional work — higher-ed libraries, independent school dining halls and chapels, student centers,donor-funded spaces, executive offices
Growthat institutional baseand open new ground in adjacent segments likepremium hospitality, where our work fits naturally but ourtrack recordisstill young
Consultative selling – become the trusted resource designers turn to when a project calls for customwork made by skilled makers and developed for the needs of a particular project.Betheexpert indesign, joinery, materials, and custom fabrication.
Run a consistent cadence of designer presentations, lunch-and-learns, CEUs,institutional/campus visits, andshowroom/workshoptours
Prospect new firms, reactivate dormant relationships, and expand within existing accounts.
Develop new business through active involvement with associations like SCUP, TABS,ASID,NAIS, AUID, AIA
Drive specification activity.Get written in as basis of design early and defend the spec through value engineering
Shepherd complex custom projects from inquiry through install, supported by our in-house design and project engineering team in Auburn
Maintain a disciplined pipeline, forecast accurately, and build strategic account plans for your priority firms
Negotiate profitably, balancing margin against long-term relationshipsand honoring Thos. Moser’s promise of quality and longevity
Spend time in Maine — the workshop, the materials, and the people behind the work are your strongest selling tool
Help shape how Thos. Moser builds contract sales beyond the Northeast, and the systems that support it

Requirements:

Specification Selling: Five or more years selling custom or made-to-orderproductinto institutional projects — contract furnishings, architectural products, millwork, or allied categories. You’ve priced work from a drawing thatdidn’texist yet and carried it through submittals, samples, and approvals.If youhaven’tsold this work, you have experience specifying it from the design side.
Regional Relationships: An established network among A&D firms and institutional clients in your territory. You know which firms are doing campus, library, and independentschool work, and they know you.
Design Fluency: Credibility with design principals on materials, detailing, and fabrication. You can explain why a decision costs what it costs andholdthe specification whena project enters value engineering.
Thought Leadership: Carry Thos. Moser’s point of view into the institutional design conversation through CEUs, speaking, and panels, and help shape the design collaborations that produce our next contract products
Complex Project Cycles: Comfort with twelve- to thirty-six-month capital projects, construction schedules, FF&E budgets, and the range of buyers involved — architects and interior designers first, then institutionaldecision-makers, facilities, and dealer partners.
Self-Directed Ownership: A record of building territory rather thanworkingan inherited book. You set your own week, andyou’redisciplined about the long cycle.

Location& Travel:

We are hiring a Contract Sales Account Executive toestablishand grow one region, with current opportunities in theMid-Atlantic, Southeast, and Texas. Wealready haveinstalled work and relationships in these markets; what we have not had is dedicated field coverage. The experience and network of the right person will helpdeterminethe territory.
You’dbe based in your territory, workingremotely, with regular travel across your region and periodic trips to our workshop in Auburn, Maine. Our craftspeople, designers, and project engineers are all there, and the strongest sellers on our team bring architects and clients to see the shop–it’sthe most persuasive sales tool we have. We also have showrooms in Freeport, Maine, Washington DC, Boston, and San Francisco, each of which works well for client meetings and presentations closer to home.