SMB Sales Director: Growth & Strategy Leader

Westmihcc; Holland (MI); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

20 Days PTO

Health benefits

401k match

Insurance coverage

Job summary

Haworth is seeking a Sales Director for SMB to build and lead a new program, piloting in select markets and scaling based on feedback from customers, dealers, and field sales teams.

The role requires balancing strategic leadership with hands‑on execution, leading field reps, and collaborating with Sales, Marketing, E‑commerce, Product, and Finance to drive revenue growth and profitability.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, Communications, Architecture, Interior Design, or a 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.

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 goal achievement, and program profitability across direct and dealer‑supported channels.
• Translate growth objectives into actionable sales strategies to increase market penetration and revenue.
• Establish, test, and refine an initial SMB pilot program using market feedback and data.
• Lead field sales representatives 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 sales teams to support shared customers and strengthen relationships.
• Build dealer relationships and adapt SMB approach to dealer capabilities and market dynamics.
• Collaborate with Sales, Marketing, E‑commerce, Product, Finance to align priorities and execute SMB strategy.
• Establish scalable sales processes, service levels, scripts, enablement resources, and operating rhythms.
• Develop sales forecasts, budgets, performance targets, and operating plans; monitor results and adjust strategy.
• Track and evaluate KPIs like pipeline growth, conversion, productivity, revenue attainment, channel performance, and profitability.
• Use CRM, reporting, and marketing automation to maintain pipeline visibility and data-informed decisions.
• Identify growth barriers and implement practical solutions.
• Represent the SMB program with internal leaders, dealer partners, and field teams.

Skills

Strategic leadership

Channel sales

Education

Bachelor’s degree in business or related field

Tools

CRM systems

Forecasting tools

Job description

Haworth is seeking a Sales Director for SMB to build and lead a new program, piloting in select markets and scaling based on feedback from customers, dealers, and field sales teams.

The role requires balancing strategic leadership with hands‑on execution, leading field reps, and collaborating with Sales, Marketing, E‑commerce, Product, and Finance to drive revenue growth and profitability.