Sales Director, SMB Growth & Strategy

Haworth; Holland (MI); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

PTO with option to buy extra days

Health benefits

401k match

Disability and life insurance

Tuition reimbursement

Volunteer time off

Parental leave

Pet insurance

Zero waste to landfill

Job summary

Haworth in the United States is seeking a visionary Sales Director for SMB to design and lead a new growth program. You will guide strategy, pipeline development, and profitability across direct and dealer channels while collaborating with Sales, Marketing, E-commerce, and Finance.

The role requires transforming growth objectives into concrete plans, leading field teams, and scaling an SMB pilot with market feedback. Travel up to 50% is expected.

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Communications, Architecture, Interior Design, or related field.
• 7 years of related sales, account development, business development, or commercial market experience with a bachelor's degree, or 5 years with a master's degree.
• 3 years of experience directly supervising sales professionals.
• Experience within commercial interiors, contract office furniture, architectural products, or a related dealer-supported sales environment.
• Demonstrated success driving sales growth, developing pipeline, and achieving revenue or quota targets.
• Experience working within a dealer, distributor, or channel-partner sales model.
• Experience using CRM and sales reporting tools to manage pipeline, forecasting, and performance.
• Ability to travel up to 50%.
• Current and continuing right to work in the United States without sponsorship.
• Education Equivalency: Associate's Degree plus 2 years related experience OR 4 years related experience if no post-secondary education

Responsibilities

• Develop and lead Haworth's SMB sales strategy, including structure, processes, resources, and go-to-market approach.
• Own SMB pipeline development, revenue performance, sales goals, and program profitability across direct and dealer channels.
• Translate company growth objectives into actionable sales strategies increasing market penetration.
• Establish, test, and refine an initial SMB pilot program guided by data and input for future expansion.
• Lead field sales reps responsible for SMB opportunities within markets and dealer territories.
• Hire, coach, develop, and hold sales team members accountable for goals.
• Partner with dealer leadership and field teams to support shared customers and strengthen relationships.
• Collaborate with Sales, Marketing, E-commerce, Product, Finance to align SBMs priorities.
• Establish scalable sales processes, SLAs, scripts, enablement, and rhythms to improve velocity and productivity.
• Develop forecasts, budgets, performance targets, and operating plans; monitor results and adjust strategy.
• Track KPI's: pipeline growth, conversion, sales productivity, and profitability.
• Use CRM, reporting, and marketing automation to maintain pipeline visibility for data-informed decisions.
• Identify barriers to growth and implement practical solutions.
• Represent the SMB program with internal leaders, dealer partners, and field teams.

Skills

Strategic sales leadership

CRM proficiency

Channel/Dealer network experience

Travel up to 50%

Education

Bachelor's degree in Business, Sales, Marketing, Communications, Architecture, Interior Design, or related field

Education Equivalency: Associate's degree + 2 years related experience OR 4 years related experience if no post-secondary education

Tools

CRM software

Sales forecasting tools

Job description

Haworth in the United States is seeking a visionary Sales Director for SMB to design and lead a new growth program. You will guide strategy, pipeline development, and profitability across direct and dealer channels while collaborating with Sales, Marketing, E-commerce, and Finance.

The role requires transforming growth objectives into concrete plans, leading field teams, and scaling an SMB pilot with market feedback. Travel up to 50% is expected.