Dealer Sales Manager

Irwin; Philadelphia (Philadelphia County); On-site; USD 90,000 - 140,000; Full time

Job summary

Irwin Seating is seeking a Dealer Sales Manager to drive sales through the authorized dealer network in learning environments across the North East. You will coach dealers, develop education-market strategies, and support offices across K-12 and higher education spaces.

You will coach and mentor dealer teams, manage multiple accounts, and collaborate with internal teams to align on customer journeys, specifications, and project execution.

Qualifications

• Minimum bachelor’s degree or equivalent experience.
• Proven sales or account management experience.
• Experience with dealer or channel-based sales models.
• Strong communication and relationship-building skills.
• Ability to mentor dealer teams and manage multiple accounts.

Responsibilities

• Manage and deepen relationships with assigned dealers, becoming the primary contact for Learning market opportunities.
• Identify and pursue opportunities within the dealer network to expand Irwin’s market share.
• Support dealers in developing strategic sales plans for education environments and ensure proper product positioning.
• Provide training and mentorship to dealer teams on product knowledge and sales processes.
• Collaborate with Marketing, Customer Service, Product Management and Operations for a seamless dealer and customer experience.
• Track dealer performance and hold partners accountable to sales goals and market coverage standards.

Skills

Sales experience

Account management

Dealer / channel sales

Relationship building

Mentoring

Time management

Education market knowledge

Communication skills

Product knowledge

Education

Bachelor’s degree in Business, Marketing, or related field

Job description

The Dealer Sales Manager is responsible for driving Irwin’s sales performance through its authorized dealer network, with a primary focus on the Learning market (education settings, auditoriums). This role will cover the North Eastern territory by supporting dealer partners in successfully representing Irwin’s seating solutions across K–12, higher education, and related learning environments, while also providing support for smaller projects in Performing Arts and Worship markets. The Dealer Sales Manager dedicates meaningful time in the field coaching, mentoring, and identifying new opportunities, while serving as an advocate to ensure seamless collaboration between Irwin, its partners, and end customers.

Responsibilities

Dealer Relationship Management

• Build and maintain strong, trust-based relationships with assigned dealers, becoming a valued partner and primary point of contact for Learning market opportunities.
• Dedicate intentional time with dealers, including regular on-site visits and ride-alongs, to understand their business, strengthen alignment, and support active projects.
• Serve as a proactive advocate for dealer partners, ensuring their needs and feedback are understood and addressed internally.
• Foster collaboration and engagement by creating meaningful connection points and reinforcing Irwin’s commitment to partnership success.

Sales Growth & Market Development

• Identify and pursue opportunity sets within the dealer network, primarily in Learning market projects, to expand Irwin’s market share and drive sustainable sales growth.
• Support dealers in developing strategic sales plans for education environments, ensuring Irwin products are effectively positioned and specified.
• Advise dealers on smaller projects in Performing Arts and Worship markets as assigned.
• Track dealer performance and hold partners accountable to sales goals, activity expectations, and market coverage standards.
• Leverage sales data, market insights, and feedback to identify growth opportunities and recommend improvements to Irwin’s dealer strategy.

Training, Coaching & Mentorship

• Act as a teacher and motivator, guiding dealer sales teams on product knowledge, specification processes, and best practices for selling in education environments.
• Provide regular product and technical training to ensure dealers are equipped to confidently represent Irwin’s seating solutions.
• Support dealers in understanding Irwin’s sales process, customer journey, and effective project management in learning-focused settings.
• Reinforce a culture of continuous learning and shared success within the dealer network.

Technical & Product Expertise

• Maintain a strong understanding of Irwin’s seating products, applications, and technical specifications relevant to Learning, Performing Arts, and Worship environments.
• Advise dealers on appropriate solutions for specific spaces, including gymnasiums, auditoriums, classrooms, lecture halls, and small-scale performance venues.
• Communicate technical concepts clearly to both dealer and customer audiences.
• Stay informed of industry trends, competitor products, and innovations impacting educational and performance seating markets.

Collaboration & Internal Alignment

• Collaborate cross-functionally with Marketing, Customer Service, Product Management, and Operations to ensure a seamless dealer and customer experience.
• Provide field insights and voice-of-customer feedback to help shape product development, marketing strategies, and sales tools.
• Manage priorities and schedule effectively to balance Learning market dealer engagement, project support, and administrative responsibilities.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field preferred; equivalent experience considered.
• Proven experience in sales or account management, preferably within commercial seating or furniture, with a focus on Learning market environments.
• Strong understanding of dealer or channel-based sales models, with a history of building successful, long-term partnerships.
• Technical aptitude and product knowledge, with the ability to understand and communicate complex features and specifications relevant to the education, Performing Arts and Worship markets.
• Demonstrated ability to mentor and motivate others, fostering accountability and professional growth.
• Excellent prioritization and time management skills, with the ability to dedicate focused time to key dealer relationships while managing multiple accounts.
• Strategic understanding of the sales process and customer journey, from specification and proposal through installation and post-project support.
• Exceptional communication, relationship-building, and collaboration skills.

Why Irwin?

Founded in 1907, Irwin Seating is a fourth-generation, family‑owned company with locations in Grand Rapids, Michigan and Altamont, Illinois. We bring people together to learn, create, and share meaningful experiences both within our teams and in the spaces we design. You’ll be part of a people‑first team that believes in collaboration, growth, and doing the right thing. Here, you can build a career you love while growing alongside a company that feels like family.