Managing Head of Retail Sales

Job Description Sales Manager
Lucas Furniture & Mattress – Kokomo, IN

Lucas Furniture & Mattress is seeking a dynamic, results-driven Sales Manager to lead our retail sales team and deliver an exceptional customer experience. This is a hands-on leadership role responsible for driving revenue growth, coaching and developing a high-performing sales team, and ensuring operational excellence throughout the showroom.
The ideal candidate has a proven track record of exceeding sales goals, leading successful retail sales teams, and creating an engaging, consultative selling environment. This individual thrives on the sales floor, leads by example, builds lasting customer relationships, and is passionate about developing people while delivering outstanding business results.
Lead, motivate, coach, and develop a high-performing retail sales team.
Drive revenue growth by achieving and exceeding monthly, quarterly, and annual sales goals.
Recruit, onboard, train, mentor, and evaluate sales associates.
Foster a positive, team-oriented culture focused on accountability, continuous improvement, and customer satisfaction.
Monitor key performance indicators (KPIs), sales reports, and individual performance metrics to identify opportunities and improve results.
Lead by example through consultative selling, product demonstrations, and exceptional customer service.
Build long-term customer relationships that generate repeat business and referrals.
Resolve customer concerns professionally while delivering a best-in-class customer experience.
Maintain expert knowledge of furniture, mattresses, home furnishings, accessories, financing options, warranties, and current promotions.
Ensure the showroom is clean, organized, well-merchandised, and visually appealing.
Oversee daily retail operations including scheduling, merchandising, inventory awareness, pricing accuracy, and showroom presentation.
Collaborate with warehouse and delivery teams to ensure smooth order fulfillment and customer satisfaction.
Support inventory management, special orders, and vendor relationships.
Ensure compliance with company policies, procedures, and operational standards.
Create a culture centered on integrity, teamwork, professionalism, and continuous sales improvement.

Minimum of 3 years of successful retail sales experience, preferably in furniture, mattress, home furnishings, or a commissioned sales environment.
Minimum of 1–2 years of retail management or sales leadership experience.
Demonstrated success leading teams to consistently exceed sales goals.
Strong leadership, coaching, mentoring, and performance management skills.
Excellent interpersonal, communication, and relationship-building skills.
Strong customer service and conflict resolution abilities.
Experience analyzing KPIs, sales reports, and performance metrics to drive revenue growth.
Self-motivated with a competitive, results-oriented, customer-first mindset.
Strong organizational and time management skills with the ability to multitask in a fast-paced retail environment.
Comfortable using point-of-sale (POS) systems and basic computer applications.
Ability to work evenings, weekends, and holidays as business needs require.
Furniture, mattress, or home furnishings sales experience.
Experience with retail financing programs.
Knowledge of visual merchandising and showroom presentation.
Experience building repeat and referral business through exceptional customer relationships.
Competitive base salary plus performance incentives.
Monthly and annual bonus opportunities.
Retirement benefits (where applicable).
Why Join Lucas Furniture & Mattress?
At Lucas Furniture & Mattress, we believe buying furniture should be an enjoyable, personalized experience. Our Sales Manager is more than a supervisor—they are a leader, coach, mentor, and sales professional who inspires the team by leading from the front.
If you're passionate about retail sales leadership, enjoy coaching others to succeed, thrive in a consultative sales environment, and are driven by achieving exceptional results while delivering outstanding customer experiences, we'd love to meet you.
Lucas Furniture & Mattress is an Equal Opportunity Employer.