Key Account Manager

The Company

Caracole is a globally recognized luxury furniture brand known for its distinctive designs, sophisticated aesthetics, and exceptional attention to detail. With a presence in more than 60 countries, Caracole creates beautifully crafted furnishings that combine timeless elegance with contemporary design.

Offering collections for living rooms, dining rooms, bedrooms, and other spaces throughout the home, Caracole is celebrated for its innovative materials, exquisite finishes, and thoughtful design details.

Caracole’s commitment to creativity, quality, and exceptional customer experiences has established the brand as a respected name in luxury home furnishings. Through partnerships with leading retailers, interior designers, and design professionals worldwide, Caracole continues to inspire beautiful interiors and elevate the art of living.

Role Overview

The Key Account Manager takes a consultative, data-led approach to owning the strategy,

performance, and growth of assigned strategic retail accounts across the domestic market. This role

builds productive relationships with decision-makers at multiple levels, expands Caracole's distribution

and share of floor, and drives sustainable sell-through through disciplined merchandising, training,

marketing collaboration, and account planning.

Success is measured by profitable sales growth, productive floor placements, stronger account

engagement, and consistent execution.

Responsibilities

· ■ Account plans. Own each assigned account's business plan, sales targets, growth opportunities, and

execution. Establish clear priorities, next steps, and accountability.

· ■ Relationships. Develop relationships with ownership, executive leadership, buyers, merchants, store

management, and retail sales associates to influence decisions and support sell-through.

· ■ Account growth. Grow existing accounts by increasing productive floor placements, improving assortment,

expanding into additional locations, and identifying white-space opportunities.

· ■ New distribution. Identify and pursue new strategic account opportunities or incremental distribution within

existing partners, aligned with company channel and distribution strategy.

· ■ Assortment planning. Lead assortment planning with emphasis on Caracole's priority aesthetic lines, focus SKUs,

and Never Out programs, while tailoring the mix to each retailer's customer and merchandising strategy.

· ■ Floor productivity. Monitor floor productivity, reorder activity, average order value, sell-through, and aging

placements. Recommend resets, replacements, and corrective action when product underperforms.

· ■ Promotions & programs. Leverage approved promotions, opportunity buys, and legacy-product programs to

create incremental sales while protecting the long-term positioning of the brand.

· ■ Business partner. Serve as a consultative business partner, using account-level sales data, floor productivity, sell-

through, customer insights, and competitive intelligence to diagnose opportunities and develop tailored,

actionable growth recommendations.

· ■ Leadership insights. Provide leadership with timely insights on account performance, competitive

developments, pricing, customer feedback, and product opportunities.

· ■ Associate education. Coordinate retail associate education, product storytelling, and training to improve

product knowledge and conversion.

· ■ Marketing collaboration. Partner with accounts and internal marketing teams to strengthen website visibility,

digital product content, social media, email campaigns, in-store events, and other appropriate demand-

driving programs.

· ■ CRM discipline. Maintain accurate CRM activity, account plans, forecasts, market commitments, pipeline

opportunities, and timely follow-up. Translate meetings into documented actions and orders.

· ■ Cross-functional work. Collaborate with customer service, operations, product, merchandising, and leadership

to resolve issues, communicate inventory needs, and improve the customer experience.

· ■ Market & travel. Represent Caracole at High Point Market, customer visits, and other relevant industry events;

travel as required.

· ■ Achieve agreed sales and growth goals by account, including progress against annual and quarterly plans.

· ■ Deliver measurable gains in productive floor space, priority assortment penetration, replenishment, and

account-level sales productivity.

· ■ Maintain actionable account plans, accurate forecasts, timely CRM updates, and disciplined follow-through.

· ■ Demonstrate proactive ownership of underperforming accounts through diagnosis, specific recovery plans,

and measurable milestones.

Qualifications

R E Q U I R E D

· ■ Proven sales or key account management experience, preferably five or more years, with

demonstrated ability to grow complex accounts.

· ■ Strong consultative selling, commercial judgment, negotiation, presentation, relationship-

building, and analytical skills. .

· ■ Demonstrated data-led decision-making, with the ability to translate account performance, merchandising insights, and customer needs into clear sales actions and measurable results.

· ■ Proficiency with CRM systems, Microsoft Office, and sales reporting tools; ability to learn new

technology quickly.

· ■ Ability to travel for customer meetings, retail visits, and furniture markets

P R E F E R R E D

■ Experience in premium or luxury home furnish wholesale furniture, or multi-location retail account management.

■ Established understanding of retail merchandising, floor productivity, e-commerce visibility, and trade/designer channels.