US Sales Manager (Luxury Linens)

Our Client


Our client for this US Sales Manager role is a European Luxury Linen brand with a US team in charge of developing the North American market. The US entity is a lean structure spread across the United States. Customer Service in Miami and a stocking warehouse in Greensboro, NC ensures quick deliveries and a high level of attention to the customer. The company sells:

• wholesale to bed linen and furniture shops, designers via a strong network of Sales Reps across the country.
• wholesale in Canada, to where the European HW can ship directly with no import duty according New CETA EU/Canada trade agreement
• retail via their own E-Commerce site

Objective


The objective and focus of the US Sales Manager is to increase sales without compromising the brand name or market pricing.

Job description


Sales Management

• Manage all sales channels:
  • Sales rep network (US and Canada) plus house accounts
  • Evaluate the current rep network- individual reps, territories, independent vs company employed
• Set budgets for seasonal collections by channel/rep/account, review monthly actual sales versus budget with reps and management.
  • Develop and distribute monthly sales reports for distribution to management and reps/sales staff
• Present new collections to sales reps and directly to key clients
• Develop sales strategies and activities by market and by key accounts

Business Development

• Increase the market penetration of basic collections especially for white and Ivory
• Consolidate and increase the current markets
  • Focus on penetrating the high end designer market in key cities/states-NYC radius, CA., FL, TX, Washington DC radius, Pacific Northwest- Oregon & Washington states, Southeast population boom states-North & South Carolina, Georgia, and Ski resorts,
• Introduce newly developed products to existing segments
• Develop new hospitality, yachting and designer segment
• Support the E-Commerce channel;
• Evaluate the opening of a new shop in shop(s)
• Evaluate & penetrate other high end E-comm sites

Product development and price positioning

• Market research and analysis (understand market needs/trends through research and reps/customer feedback, review desired versus existing product range, identify product offering gaps).
  • to contribute to new product development in close collaboration with the mill (in Europe) for January & August new season introductions
  • Suggest the correct price points for the market

Marketing

• Provide sales leads from marketing activities to reps
  • Develop sales strategies to convert leads to actual accounts
• Increase the brand recognition (Reps and customers training)
• Manage seasonal promotions
• Support the creation of digital marketing campaigns
• Plan and participate to Trade Shows

Requirements


Industry Expertise

• Passion for the textile industry and knowledge of the American market
• Capacity to perceive and understand "the market", its trends/needs, and effectively communicate those findings to domestic & Italian colleagues
• Prior experience in the bed linen industry preferred but not mandatory; experience in textiles or luxury fashion required
• Prior experience in sales required

Personal Skills

• Curious and entrepreneurial approach to business
• Self-discipline to work with no direct supervision and no direct staff
• Flexibility for performing operational, administrative, and strategic tasks.
• Ambition to build a long-term career within the organization by leading its drive for strong growth and enjoying the benefits of that growth
• Ease and ability to build strong and lasting relationships with staff and clients
• Resourcefulness in leading a team independently and an ability to maintain effective communication and collaboration with the American and Italian management
• Keen eye for aesthetics and sensitivity to beauty
• Transparency and loyalty
• Good analytics for market and sales analyses
• Fundamental Excel skills; fundamental Power Point skills useful but not critical

Other Requirements

• Willing to travel throughout North America with or without reps
• Good management, organizational & planning skills
• Appreciated previous experience: Lilian August, Roche-Bobois, Mitchell Gold, Cassina, B&B Italia, Flair, Ligne Roset, BIF
• Appreciated previous titles: Sales Associate, Sales Representative, Sales Manager