What are the responsibilities and job description for the Director of Trade Sales position at American Leather?
Factory Unlike Any Other
The American Leather factory is unique in the furniture industry. It allows us to create custom luxury furniture in Dallas, Texas, and deliver it to consumers' homes via our retail partners in about 30 days. Blending the best in technology, efficient systems, and state-of-the-art craftsmanship allows us to offer the most beautiful styles, innovative mechanisms, and a range of custom options.
Each valued operations team member is key to upholding American Leather's commitment to quality, workmanship, and service. We look forward to receiving your application to join our exceptional team.
Summary
The Director of Trade Sales is responsible for owning and growing the trade segment as a strategic business unit. This role drives sales performance through disciplined execution, strong leadership, and consistent accountability across the sales team. The Director will lead, coach, and develop sales representatives and trade showrooms, engage key accounts, optimize territories, and leverage data to accelerate revenue growth. This position blends hands-on field leadership with strategic planning to expand market share, elevate client relationships, and deliver sustainable results.
Core Responsibilities
Sales Strategy & Performance Management
The American Leather factory is unique in the furniture industry. It allows us to create custom luxury furniture in Dallas, Texas, and deliver it to consumers' homes via our retail partners in about 30 days. Blending the best in technology, efficient systems, and state-of-the-art craftsmanship allows us to offer the most beautiful styles, innovative mechanisms, and a range of custom options.
Each valued operations team member is key to upholding American Leather's commitment to quality, workmanship, and service. We look forward to receiving your application to join our exceptional team.
Summary
The Director of Trade Sales is responsible for owning and growing the trade segment as a strategic business unit. This role drives sales performance through disciplined execution, strong leadership, and consistent accountability across the sales team. The Director will lead, coach, and develop sales representatives and trade showrooms, engage key accounts, optimize territories, and leverage data to accelerate revenue growth. This position blends hands-on field leadership with strategic planning to expand market share, elevate client relationships, and deliver sustainable results.
Core Responsibilities
Sales Strategy & Performance Management
- Develop and execute comprehensive sales strategies to increase revenue and expand the Trade customer base.
- Establish and maintain structured performance management for sales reps and showrooms with clear KPIs, emphasizing coaching, accountability, and goal achievement.
- Implement disciplined processes for tracking and reporting key metrics, including revenue growth, new client growth, pipeline conversion, and activity levels.
- Assess and optimize sales territories by evaluating market potential, historical performance, competitive activity, and account expansion opportunities.
- Conduct territory productivity analyses to identify opportunities, with new trade showrooms or sales representatives.
- Identify emerging market trends through field engagement, customer feedback, and competitive intelligence, translating insights into targeted growth initiatives.
- Actively support trade showrooms and reps through regular visits, relationship-building, and opportunity development.
- Serve as the point of escalation for complex, high-impact customer needs while modeling best-in-class client engagement.
- Strengthen partnerships with top designers and industry organizations to drive long-term loyalty and growth.
- Represent the brand at industry events, trade shows, networking functions, and markets.
- Lead, coach, and develop a high-performing sales team focused on results, accountability, and exceptional client experiences.
- Recruit, onboard, and develop top sales talent to support current and future growth.
- Address performance gaps promptly through feedback, development plans, and support.
- Foster a performance-driven team culture.
- Partner with retail sales leadership to ensure consistency, best practices, and alignment across the organization.
- Co-manage the lead trade customer service personnel with our customer service manager.
- Collaborate closely with marketing, operations, customer service, and product teams to ensure seamless execution and customer experience.
- Contribute insights that inform product strategy, marketing initiatives, and operational improvements.
- Extensive knowledge of the “to the trade” furniture market, high-end design trends, and the needs of the trade community.
- Strong relationship-building, networking, and skills
- Strong presentation skills, both in the creation of materials and in presentation
- Proven leadership capability, including experience leading teams and collaborating cross-functionally in marketing and product development.
- Creative and strategic thinker with the ability to translate ideas into actionable business initiatives.
- Bachelor’s degree in Business, Marketing, Interior Design, or a related field, or equivalent professional experience.
- 7–10 years of experience in trade sales, luxury furniture, or high-end interior design, with a demonstrated track record of success working with designers, architects, and trade professionals.
- Willingness and ability to travel for trade shows, industry events, showroom visits, and client meetings as required.
- Competitive compensation and health insurance include medical, dental, vision, life, short/long-term disability, a flexible spending account, and a 401k plan. We also have an on-site wellness/fitness center that includes free personal training 2 times a week and yoga sessions once a week.