National Sales Director

Job Description

National Sales Director

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Position Overview

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A leading furniture manufacturer is seeking a National Sales Director to lead sales across its casegoods, occasional, and outdoor furniture categories. This role will develop and execute a national sales strategy, strengthen relationships with key retail accounts, and lead a network of independent 1099 sales representatives.

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The ideal candidate combines strategic sales leadership with hands-on account management. They know how to set clear expectations, monitor results, and hold representatives accountable for sales performance, customer follow-up, and execution. Established relationships with major U.S. furniture retailers are essential.

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Key Responsibilities

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• Develop and execute a national sales strategy to grow revenue, expand distribution, and increase market share across casegoods, occasional, and outdoor furniture.
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• Build and maintain senior-level relationships with major furniture retailers, with particular emphasis on the nation’s top 100 furniture retailers.
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• Use established retailer connections to identify opportunities, secure appointments, present product assortments, and develop new business.
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• Lead, manage, and hold independent 1099 sales representatives accountable for sales goals, account coverage, timely follow-up, and execution of company initiatives.
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• Set clear expectations and measurable objectives for representatives; review performance regularly and address gaps with specific action plans.
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• Ensure consistent follow-up on customer inquiries, quotes, open orders, product presentations, and sales opportunities.
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• Work directly with key accounts and representatives to support presentations, line reviews, negotiations, and account development.
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• Analyze sales results, account activity, market trends, and product performance to identify risks and growth opportunities.
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• Prepare and maintain sales forecasts, pipeline reports, account plans, and performance updates.
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• Partner with leadership and cross-functional teams on product assortment, pricing, promotions, inventory, customer service, and sales planning.
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• Represent the company at furniture markets, retailer meetings, customer events, and other industry functions.
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• Travel nationally to visit retailers, support representatives, attend markets, and develop new business.
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Qualifications

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• Proven experience in national sales leadership within the furniture industry.
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• Established relationships and a demonstrated track record of selling to leading U.S. furniture retailers, particularly Top 100 accounts.
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• Experience managing independent sales representatives, including setting expectations, measuring performance, and addressing missed goals or follow-up.
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• Strong background in casegoods, occasional furniture and outdoor furniture.
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• Demonstrated success developing and executing sales strategies that produce measurable revenue growth.
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• Skilled in account planning, forecasting, sales analysis, presentations, and negotiation.
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• Strong communication and relationship-building skills, with the ability to influence both retail customers and independent representatives.
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• Self-directed, organized, and comfortable balancing strategic planning with hands-on customer and rep support.
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• Ability and willingness to travel extensively throughout the United States.
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