Relationship Manager

Position Overview

We're seeking a Relationship Manager who is responsible for growing customer loyalty, driving reengagement, and proactively managing a dedicated territory of dormant and inactive accounts within the residential trade segment. This individual will serve as a key point of contact for accounts in their territory, working alongside the outside sales rep and other partners to ensure a seamless and personalized experience that drives repeat business and long-term partnerships as accounts come back online.

Hudson Valley Lighting Group is a worldwide leader in the design, manufacturing, and omnichannel distribution of decorative and architectural lighting fixtures, encompassing six brands: Hudson Valley Lighting, Mitzi, Troy, Corbett, CSL, and Sonneman (on behalf of Hudson Valley Lighting, Inc., Troy-CSL, Inc. and SN Modern, LLC). As the one-stop shop for the most comprehensive selection of lighting, HVLG seeks to inspire and support our customers in their pursuit to achieve a home that perfectly reflects their clients. HVLG takes a designer-forward approach to the light-purchasing process — making the experience more inspiring, exciting, and inviting. At HVLG, we believe that great lighting has the power to elevate any space and enrich people's lives — and it's that guiding philosophy that ties our family of brands together.

What You'll Be Doing:

Territory & Reengagement Management

• Own a dedicated territory of the low/no-engagement account list and prioritize outreach based on order history, order size, account potential, and more.
• Run reactivated and in-progress accounts through a structured engagement cadence and maintain follow-up after reactivation to prevent accounts slipping back into dormancy.
• Factor in project-cycle timing when assessing activity, recognizing that ordering gaps can reflect a design project's timeline rather than true disengagement.
• Serve as a consistent, named point of contact through the reactivation process, particularly where past rep turnover contributed to disengagement.

Customer Loyalty & Account Growth

• Deepen relationships through product education, design support, and milestone recognition as accounts re-engage and grow.
• Assist with re-onboarding and platform training for reactivated accounts.
• Help determine which accounts warrant an ongoing direct relationship versus purchasing through a retail partner showroom.

Feedback & Reporting

• Track outreach outcomes and reactivation results, and report notable patterns or shifts to sales leadership.
• Categorize reasons for account inactivity and share patterns so the business can address root causes, not just individual accounts.
• Work with the Business Intelligence Manager to track and report on KPIs such as reactivation rate, order frequency, account activity, and revenue growth within your territory.

Collaboration & Marketing

• Work closely with outside sales reps and account management teams to ensure smooth hand-offs as accounts move between the reactivation program and standard account coverage.
• Partner with Marketing on templates and campaigns supporting reactivation outreach.
• Share best practices and territory insights with other Relationship Managers on the team.
• Other duties assigned as needed.

Travel & Client Engagement

• Travel domestically as needed to meet with clients in your territory, attend design events, and host showroom visits.

Qualifications

• Must work onsite at our Wappingers Falls, NY office five days per week during the introductory period, with one remote day per week thereafter.
• 3–5+ years in account management, client relations, or business development, preferably within the interior design, home furnishings, or luxury goods industry.
• Strong understanding of the B2B residential trade market and the sales needs of interior designers and trade clients.
• Proven ability to build relationships and grow client accounts.
• Excellent communication and interpersonal skills.
• Self-motivated, highly organized, and customer-obsessed.
• Experience with CRM platforms (such as HubSpot) and client tracking tools.
• Comfortable using AI tools (e.g., for drafting outreach, summarizing account activity, or analyzing patterns) to work more efficiently.
• Must be able to travel domestically as needed up to 5% annually.
• US citizen or permanent resident (no Visa sponsorship available).

Compensation & Benefits

• Competitive base salary (dependent on experience).
• Comprehensive health insurance (single medical plan).
• Life insurance and long-term disability coverage.
• 401(k) with employer match.
• Bonus potential.
• Generous vacation, sick, and holiday pay program.

WORKING CONDITIONS

Work Environment:

The work environment characteristics described here are representative of those employees encounter while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

Ability to work in a Distribution Center environment with varying temperatures and noise.

Equal Opportunity Employer:

Hudson Valley Lighting is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status, or other characteristics protected by law.

Disclaimer: This position description indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required. Employees may be asked to perform other duties as needed.