COMPANY

Mercana is one of North America’s leading home furnishings wholesalers, with interior designer and retail partners around the globe. As a “design-first” company, we produce unique pieces for the home each season including items such as wall art, furniture, lighting and home decor accessories.

OVERVIEW

The Director of Sales, reporting to the Vice President, is responsible for leading all aspects of sales, including retail store sales, design trade sales and account management. This role involves, team coaching and development, strategic planning, leadership, customer relationship management, and driving revenue growth across all sales channels.

RESPONSIBILITIES

Leadership:

• Coach and develop a high-performing team of account managers, sales managers, inside sales representatives and independent sales representatives.

• Develop & execute sales strategies to support the company’s overall goals and objectives. Identify opportunities for growth and expansion in existing and new markets.

• Works with executive leadership to craft a strategic vision for the division and communicate the vision and priorities to the team(s)

• Lead sales planning, forecasting, and budgeting processes to achieve revenue targets.

• Sets the agenda for the independent sales teams and internal account managers within the context of the overall corporate strategy and product and design priorities. 

• Provide coaching, mentorship, and professional development opportunities to team members

• Collaborates and works cross-functionally with executive leadership and other department leaders on initiatives that contribute to the overall company strategy, goals and objectives.

Retail Store Sales Management:

• Oversee the management of Mercana’s independent sales representative strategy. Work with the Sales Manager to recruit and develop sales representatives, goal setting, performance management and maximizing sales through this channel.

• Monitor store KPIs and metrics to track performance and identify areas for improvement.

Account Management:

• Develop a business strategy for growth Mercana’s business with Key Regional Partners. 

• Develop productive, trust-infused relationships with key accounts. Develop and execute account plans to maximize sales opportunities and build long-term partnerships.

• Coordinate with internal teams to ensure timely delivery of products, resolve customer issues, and address inquiries.

Sales Team Leadership:

• Lead and mentor the sales team, providing guidance, coaching, and support to achieve sales targets.

• Conduct regular performance reviews, set goals, and provide feedback to drive continuous improvement.

• Foster a culture of collaboration, accountability, and excellence within the sales team.

• Market Analysis and Customer Insights:

• Stay informed about industry trends, market dynamics, and competitor activities.

• Analyze sales data and customer feedback to identify opportunities for product innovation and improvement.

• Use market insights to develop targeted sales strategies and promotional campaigns.

Qualifications:

• Bachelor's degree in Business Administration, Marketing, or related field; Master's degree preferred.

• 5 – 7 years of proven experience in sales leadership or account management roles, preferably in the furniture industry or in a retail account management context.

• Strong track record of driving revenue growth and achieving sales targets.

• Excellent communication, negotiation, and relationship-building skills.

• Strategic thinking and problem-solving abilities.

• Ability to lead and motivate a high-performing sales team.

• Proficiency in sales management software and CRM tools.

If you are a self-motivated professional seeking a rewarding opportunity to excel in the furniture distribution and retail sector, we want to hear from you. Join our team at Mercana and become part of a dynamic and customer-focused organization that values innovation and teamwork.

To apply, please submit your resume highlighting your relevant experience and accomplishments. We appreciate all applicants' interest, but only those selected for an interview will be contacted.

Mercana is an equal opportunity employer. We embrace diversity and strive to create an inclusive environment for all employees.