Head of Retail Sales

Job Description

Head of Retail Sales, Jean Dousset

Location: New York, NY (Long Island City, Queens) In-Person

Travel: Approximately 30% to 40%, across all boutique markets

Reports to: Chief Executive Officer, D2C US

Compensation: $140,000 to $150,000 base salary, plus a 20% to 30% target annual bonus tied to sales growth, with additional incentive opportunity

Jean Dousset is a rapidly growing luxury bridal jewelry brand known for exceptional design, craftsmanship, innovation, and personalized client service. Our clients come to us for custom and bespoke engagement rings and fine jewelry, and our selling model reflects that: appointment-driven, consultative, and built on a longer, higher-consideration purchase cycle than conventional retail.

We currently operate boutiques and sales teams in New York, Los Angeles, Boston, Washington, D.C., and Santa Clara, with planned expansion into Dallas, Miami, Chicago, and additional markets. We expect to grow to approximately 8 to 15 locations over the next one to two years.

We are seeking a disciplined, performance-driven Head of Retail Sales to own revenue across our boutique network and build the sales management structure that will carry the brand through its next phase of growth.

The Head of Retail Sales is accountable for the sales performance of every Jean Dousset boutique. This leader sets targets, builds the sales cadence, manages boutique sales leadership, and ensures that every client advisor in every market sells to the same standard, follows the same process, and is held to the same results.

This is a sales leadership role, the Head of Retail Sales owns the number, the people who deliver it, and the process by which it is delivered.

The ideal candidate is currently operating at the regional sales director or national sales director level in luxury or fine jewelry, has led sales teams across 8 to 15 locations, and has a deep understanding of how a complex, high-consideration product moves from first inquiry to closed sale.

1.    Own total retail revenue for the boutique network and the revenue, conversion, average order value, and productivity targets for each location.

2.    Translate annual company sales goals into boutique-level, manager-level, and client advisor-level targets, and hold each level accountable for delivering them.

3.    Build and run a consistent weekly, monthly, and quarterly performance cadence covering pipeline, appointments, conversion, follow-up activity, close rates, and revenue to plan.

4.    Identify underperformance early, at the market, boutique, and individual level, and implement structured corrective action plans with clear timelines and consequences.

5.    Lead the sales planning for new boutique openings, including ramp targets, staffing levels, and the first-90-day sales plan for each location.

1.    Own the full client journey from inquiry through appointment, consultation, design and quote, deposit, delivery, and repeat or referral business.

2.    Set and enforce standards for lead response time, appointment booking, pre-appointment preparation, consultation quality, quote follow-up, and closing discipline.

3.    Manage the longer, multi-touch sales cycle inherent to custom and bespoke bridal jewelry, including pipeline hygiene, stage definitions, and forecasting accuracy.

4.    Partner with digital and marketing leadership on lead quality, lead routing, and the handoff between online inquiry and in-boutique conversion.

5.    Use CRM data to diagnose where the funnel is leaking, by market, boutique, and advisor, and act on it.

1.    Lead, develop, and hold accountable the boutique sales managers and client advisor teams across all markets, including digital and remote sales.

2.    Own the sales methodology, onboarding, training, and ongoing coaching program for client advisors, and ensure it is delivered consistently in every location.

3.    Set clear performance expectations, conduct regular performance reviews, and make timely decisions on promotions, performance improvement plans, and separations in partnership with Human Resources.

4.    Build a bench of sales leadership talent to support new boutique openings and reduce dependence on any single individual or market.

5.    Partner with Human Resources on client advisor and sales manager recruiting, selection standards, compensation plan design, and incentive administration.

1.    Operate strictly within company policy, approved pricing and discounting guidelines, and established approval thresholds, and require the same of every member of the sales organization.

2.    Enforce disciplined, consistent use of HubSpot CRM, Shopify POS, Calendly, and sales reporting tools; CRM completeness and accuracy are a condition of employment for the sales team, not a preference.

3.    Establish and document sales policies, standards, and procedures so that performance management is objective, consistent, and defensible across all locations.

4.    Escalate exceptions through the proper approval process rather than around it, and ensure sales managers do the same.

5.    Partner with Finance and Operations on commission calculations, discount approvals, and reconciliation of sales data.

1.    Ensure every boutique delivers the luxury client experience the brand is known for, with consistency across markets and advisors.

2.    Set standards for clienteling, follow-up, service recovery, and client retention, and measure adherence to them.

3.    Monitor client feedback and reviews by location and use them as a performance input for boutique and advisor coaching.

1.    Deliver clear, consistent sales reporting to the CEO and executive leadership covering revenue to plan, pipeline, conversion, advisor productivity, and market-level trends.

2.    Bring an independent, data-driven point of view on sales strategy, pricing, market performance, and resource allocation, and defend it with evidence.

3.    Collaborate with the founder, executive leadership, marketing, operations, and finance to align sales execution with brand and business priorities.

1.    Currently operating at the regional sales director or national sales director level, or equivalent, with direct accountability for multi-location sales results.

2.    Demonstrated success leading sales across approximately 8 to 15 retail locations within fine jewelry, luxury jewelry, or a comparable high-consideration luxury category.

3.    Deep understanding of a complex, consultative product and sales cycle, including custom or bespoke work, extended decision timelines, and multi-touch conversion.

4.    Track record of building and enforcing a sales process, performance cadence, and accountability structure across geographically distributed teams.

5.    Proven ability to manage sales managers and client advisors to measurable outcomes, including making difficult performance decisions.

6.    Strong command of CRM-driven sales management and pipeline forecasting; HubSpot experience strongly preferred.

7.    Analytical and comfortable with data; able to turn funnel and performance metrics into specific, prioritized action.

8.    Experience designing or administering sales compensation and incentive plans.

9.    Ability to travel approximately 30% to 40% of the time, or as business needs require.

You are a disciplined sales leader who believes that results come from process, consistency, and accountability, not from heroics. You set clear expectations, measure against them, and act when they are not met. You run your business by the numbers and expect your managers to do the same.

You have strong commercial judgment and are not afraid to express a point of view, including to the founder and executive leadership, when the data supports it. At the same time, you operate within the policies, approval processes, and brand standards the company has established, and you hold your team to them without exception. You understand that in a luxury brand, control and consistency are what protect the client experience and the business.

You understand that selling a custom engagement ring is not a transaction; it is a relationship with a long cycle, multiple touchpoints, and a high emotional stake for the client. You know how to build a team that manages that cycle with precision while delivering a world-class experience.

Most importantly, you bring urgency, ownership, and a desire to build a leading luxury jewelry sales organization from the ground up.

The anticipated base salary range is $140,000 to $150,000, based on experience and qualifications.

The position is eligible for a target annual performance bonus of 20% to 30% of base salary, measured primarily against retail sales growth versus plan. Additional incentive opportunity is available for performance above target and for the achievement of specific strategic objectives, including new boutique ramp performance, conversion improvement, and sales team development.