Director of Trade Sales

Business & Pleasure Co.; Carson (CA); Hybrid; USD 135,000 - 165,000; Full time

Benefits offered by this job

Iconic Brand

Career Growth

Competitive Compensation

Comprehensive Benefits

Creative & Collaborative Environment

Job summary

Business & Pleasure Co. seeks a Director of Trade to develop and execute a robust Trade strategy, expanding presence among interior designers, design firms, architects, and other qualified Trade partners.

This leader will guide cross-functional teams to deliver a seamless Trade customer experience and manage independent rep networks. The role requires hands-on leadership, market analysis, and a proven ability to grow revenue in the furniture/design space, with travel as needed.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• 7-10 years of sales experience in furniture/home furnishings, with interior designers and trade clients.
• Proven track record leading sales teams and hitting revenue targets.
• Established and active network within interior design, architecture, and furniture trade.
• Willingness to travel regularly to meet clients and attend industry events.
• Flexible hybrid model with main office in Los Angeles, CA.

Responsibilities

• Develop and implement strategic sales plans to achieve revenue targets.
• Own Trade revenue, pipeline development, forecasting, and annual targets.
• Recruit, manage, and optimize independent sales reps/teams.
• Collaborate with Marketing, Product Development, Operations, and Retail to enhance brand and Trade experience.
• Represent the company at Trade shows, industry events, and client meetings.
• Build and cultivate a community of Trade advocates to drive brand awareness and sales.
• Ensure compliance with company policies and industry regulations.

Skills

Negotiation

Relationship building

Leadership

Communication

Market analysis

Education

Bachelor’s degree in Business/Marketing or related field

Tools

CRM software

Sales analytics tools

Job description

MAJOR RESPONSIBILITIES (Position Summary)

The Director of Trade is a pivotal net new role at Business & Pleasure Co.which will be responsible for developing and executing a robust Trade strategy that drives revenue growth within interior designers, design firms, architects, residential design professionals, and other qualified Trade partners. This leader will build and expand B\'P's presence in the Trade outdoor furniture space by leveraging deep industry expertise and an extensive network of potential clients. Candidates must bring an established network of relationships within the interior design, architecture, and furniture Trade community.

This position demands a hands-on approach - strategic yet tactical - requiring close collaboration with key internal teams, including marketing, product development, operations, and specifically Retail, to ensure a seamless Trade customer experience. Our retail team and locations will play a fundamental role in supporting Trade sales through client meetings, designer events, product presentations, and relationship-building opportunities. The ideal candidate will be both a business builder and a brand steward, ensuring all sales initiatives align with B\'P's unique design aesthetic, quality standards, and customer-centric values. You will need prior experience managing independent rep teams. Pay for this role has been approved at $150k/yr salary and a competitive bonus structure.

Success in this role requires a focus on near-term sales opportunities while building long-term client relationships, increasing repeat specification, expanding share of wallet, and developing a highly engaged community of Trade advocates. This individual must be adept at analyzing market opportunities, identifying areas for optimization, and applying innovative problem-solving strategies to accelerate Business & Pleasure Co.’s growth.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develop and implement strategic sales plans to achieve company revenue targets
• Own Trade revenue performance, pipeline development, forecasting, and achievement of annual sales and profitability targets
• Develop and maintain accurate sales forecasts, pipeline reporting, account segmentation, and performance metrics across internal and independent sales resources
• Identify and cultivate relationships with key interior designers, design firms, architects, residential design professionals, and other qualified Trade partners
• Recruit, manage, and optimize independent sales representatives and/or outside sales teams
• Develop the organizational structure across in-house and outside sales resources required to scale the Trade channel
• Conduct market research to identify trends, opportunities, and competitive positioning
• Collaborate with Marketing, Product Development, Operations, and Retail to enhance brand positioning and the Trade customer experience
• Partner closely with Retail to establish B\'P stores as Trade acquisition and relationship-building hubs through designer events, appointments, product presentations, and ongoing client engagement
• Represent the company at Trade shows, industry events, and client meetings
• Build and cultivate a community of Trade advocates to drive brand awareness, referrals, repeat specification, and sales
• Ensure compliance with company policies and industry regulations

QUALIFCATION REQUIREMENTS

• Bachelor’s Bachelor’s degree in Business, Marketing, or a related field preferred, or equivalent relevant industry experience
• Flexible Hybrid model, with main office in Los Angeles, CA
• Minimum 7-10 years of sales experience within the furniture/home furnishings industry, with demonstrated experience selling to and building relationships with interior designers and the broader design community
• Must bring an established and active network of relationships within the interior design, architecture, and furniture Trade community
• Proven track record of successfully leading sales teams and achieving revenue targets
• Strong negotiation, communication, and relationship-building skills
• Demonstrated experience recruiting, managing, and driving performance through independent sales representatives
• Knowledge of Trade channels, Trade negotiations, and distribution strategies
• Ability to analyze market trends and translate insights into actionable sales strategies
• Proficiency in CRM software and sales analytics tools
• Willingness to travel regularly to meet with clients, develop key markets, and attend industry events

FIRST YEAR DELIVERABLES

• Develop a comprehensive Trade strategy and roadmap aligned with company objectives.
• Build a measurable pipeline of qualified Trade accounts and establish a repeatable process for converting prospects into active customers
• Establish a scalable Trade sales organization, including the appropriate mix of internal resources, independent representatives, geographic coverage, account ownership, and performance expectations
• Improve the existing CRM system to track sales performance and customer interactions effectively
• Develop strong partnerships with key industry stakeholders to expand the brand’s presence
• Achieve a defined revenue target for the first year, demonstrating measurable business growth
• Work closely with product development to align product offerings with market demand
• Establish brand awareness within the design and Trade sector through targeted marketing and networking initiatives
• Present quarterly sales reports and insights to the executive team to measure progress and adjust strategies as needed

Why Join Business & Pleasure Co.?

• Iconic Brand: Join a fast-growing, stylish, and reputable outdoor lifestyle brand
• Career Growth: Be a key leader in shaping and driving our Trade strategy
• Competitive Compensation: Base salary with strong performance-based incentives
• Comprehensive Benefits: Health insurance, retirement plans, and paid time off
• Creative & Collaborative Environment: Work with passionate professionals in a dynamic industry