Senior Sales Director

THE OPPORTUNITY

This is a senior leadership position with genuine accountability. The Sales Director will own the P&L for the Southern California territory, lead both the showroom and road sales teams, and serve as the primary commercial partner to the CEO on revenue strategy, client development, and team performance. You will have the autonomy to build — and the accountability to deliver results.

Core Responsibilities

Revenue Ownership & P&L Management

• Own the Southern California territory P&L — revenue, gross margin, expense management, and profitability
• Set and communicate monthly, quarterly, and annual sales targets across all product categories: furniture, lighting, textiles, leather, and wallcoverings
• Monitor quote pipeline, conversion rates, and booked order velocity on a weekly basis; identify and close performance gaps in real time
• Drive growth of the Quintus proprietary furniture collection — our highest-margin category — as a primary selling priority with every qualified client
• Report directly to the CEO with a clear, numbers-driven view of territory performance, pipeline, forecasts, and strategic recommendations
  
  

Team Leadership & Development

• Lead, manage, and develop a team of inside sales, sales support and outside territory representatives across Los Angeles, Orange County, San Diego, Santa Barbara, and Hawaii
• Establish individual sales targets, quote goals, and client engagement metrics for each team member; conduct structured weekly and monthly performance reviews with accountability to outcomes
• Coach representatives on territory planning, pipeline development, call objectives, and closing strategy — ensuring every client interaction has a defined purpose and measurable goal
• Build a culture of high performance, accountability, and genuine enthusiasm for the products we represent
  
  

Showroom Operations & Client Experience

• Oversee day-to-day operations of the Pacific Design Center showroom, maintaining the highest standards of presentation, product display, and client experience befitting a luxury to-the-trade environment
• Ensure the showroom functions as a true design resource for the trade: organized sample libraries, current vendor literature, reliable product availability information, and responsive project support
  
  

Vendor Partnerships & Brand Development

• Serve as the primary relationship manager for our key vendor partners across furniture, lighting, textiles, leather, and wallcoverings
• Build strong, productive relationships with vendor sales directors and brand principals; leverage those relationships to secure preferential support, co-marketing investment, training resources, and early access to new product launches
• Coordinate product training sessions, vendor visits, and brand education for the sales team to deepen product knowledge and strengthen selling confidence across all categories
• Work with vendor partners to develop Southern California-specific growth strategies, identify target accounts for joint development, and coordinate co-selling activity in the field
• Represent Quintus as a strategic partner — not just a point of distribution — in every vendor relationship
  
  

Events, Marketing & Industry Presence

• Develop and execute a strategic annual calendar of trade events: showroom openings, designer luncheons, product launches, brand roadshows, and CEU presentations that generate pipeline and deepen client loyalty
• Partner with vendor brands on co-hosted events that expand visibility and drive designer engagement across the territory
• Represent Quintus at key industry events, trade organization gatherings, and design community functions throughout Southern California
• Collaborate with the CEO on marketing strategy, social and digital presence, and overall brand positioning within the Southern California luxury design community
  
  

Client Development & New Business Growth

• Maintain and grow relationships with the region's leading interior designers, architects, procurement firms, and hospitality buyers
• Proactively identify and pursue new designer and firm relationships; develop a structured, metrics-driven approach to new business development across all territory segments
• Stay current on design industry trends, competitor activity, new product categories, and emerging client needs; bring market intelligence back to the team and into product and vendor strategy conversations
• Build a referral and advocacy network within the design community that generates introductions and new account opportunities on an ongoing basis
  
  

What We're Looking For

Experience & Track Record

• 5–7 years of sales management experience in a luxury to-the-trade, high-end retail, or design industry environment — furniture, lighting, textiles, wallcoverings, or closely related luxury goods
• A demonstrable track record of growing a sales territory, with specific revenue numbers, year-over-year growth rates, and team performance outcomes you can speak to directly in an interview
• Experience managing a combined inside and outside sales team with a defined quota structure, weekly performance reviews, and accountability to measurable outcomes
• Prior P&L or budget responsibility strongly preferred; comfort with margin analysis, expense management, and financial reporting
• Experience representing a multi-category, multi-brand portfolio is a significant advantage — you understand how to balance competing brand priorities while driving overall territory growth
  
  

Industry Knowledge & Relationships

• Established, active relationships within the Southern California interior design community — with designers, architects, specifiers, and hospitality procurement contacts who will take your call
• Deep familiarity with the to-the-trade model: how designers specify product, how purchasing decisions are made, and how projects move from concept to order
• Familiarity with the Pacific Design Center ecosystem and the Los Angeles luxury design market is a strong plus
• An existing network capable of contributing to immediate new business development from day one
  
  

Leadership & Commercial Character

• Numbers-driven: you manage to metrics, hold people accountable, and know your business cold — pipeline value, conversion rate, average order size, quote-to-close ratio, and margin by category
• A natural leader who sets a high standard, creates a culture of performance, and develops the people around them — without losing the warmth and relationship instincts that luxury client relationships demand
• Comfortable operating as a player-coach: you can step into key client situations yourself and demonstrate exactly the selling behavior you expect from your team
• Highly organized, with strong follow-through and attention to detail — you run a tight operation and nothing falls through the cracks
• Entrepreneurial mindset: you are comfortable in a lean, fast-moving organization where you own outcomes, make decisions, and operate without a large corporate support structure
• Polished, professional, and at ease in the luxury environment — in the showroom, at a designer dinner, or on a vendor factory visit in Europe