Director of National Accounts – Retail & Business Development

U.S.-based, remote with nationwide travel • Full-time • Reports to: SVP of Sales, Marketing & Ecommerce

About Adesso Home

Adesso Home is an established lighting and home furnishings company with more than 30 years of experience offering design-driven floor, table, task and cordless/rechargeable lighting. We serve furniture retailers, lighting stores, independent retailers and other partners across North America.

Position Overview

We are seeking a growth-oriented Director of National Accounts to lead strategic furniture and lighting retail relationships, strengthen our network of independent manufacturers’ representatives, and build new, profitable business. This hands-on national leadership role combines key-account development, new-customer acquisition, sales-representative leadership and cross-functional execution. The successful candidate will help shape and deliver a long-term growth roadmap—not simply maintain the current account base.

Key Responsibilities

National Accounts & New Business Development

· Own and grow assigned major regional and national furniture and lighting retail relationships; develop strategic account plans, assortment opportunities and new distribution.

· Identify, prospect and win new furniture, lighting, home furnishings and related retail accounts; maintain an active pipeline with measurable conversion milestones.

· Lead customer presentations, line reviews, negotiations, forecasting and account-level profitability discussions.

· Evaluate opportunities across U.S. and Canadian retail channels, including reactivation of former customer relationships where commercially attractive.

Independent Representative & Territory Leadership

· Lead and develop a network of independent manufacturers’ representatives across U.S. territories and applicable international markets.

· Assess territory coverage and rep productivity; establish growth objectives, coaching, product training and accountability.

· Drive new-account openings, reactivation of inactive customers and broader distribution of winning products.

Direct Import, International & Cross-Functional Collaboration

· Support Direct Import account opportunities, including coordination with overseas manufacturing partners on product requirements, costing, timelines and customer programs.

· Develop relationships with Canadian furniture and home retailers and collaborate with Adesso’s Canadian distributor, AFJ, as applicable to assigned accounts.

· Partner with Ecommerce leadership on digital growth opportunities within major furniture accounts while maintaining clear ownership of the national retail relationship.

· Collaborate with Product Development, Marketing, Operations and leadership on product introductions, customer needs and High Point Market initiatives.

Planning, Performance & Profitability

· Build a practical sales strategy and annual plan using historical performance, customer potential, new-business targets and market intelligence.

· Monitor results against budget, forecast and prior year; recommend actions to improve sales productivity and gross-profit contribution.

· Provide regular pipeline, forecast and account-development updates with clear priorities and owners.

Qualifications

Required

· Demonstrated sales success in lighting, furniture, home furnishings or related consumer products.

· Experience managing significant retail accounts and/or independent manufacturers’ representative networks.

· Proven ability to win new business, expand distribution and build profitable customer relationships.

· Strong commercial judgment, negotiation, communication, forecasting and leadership skills.

· Ability to travel nationally and work independently in a remote environment.

Preferred

· Established relationships with regional/national furniture retailers, lighting retailers or independent home furnishings accounts.

· Experience with Direct Import programs, overseas factories, product costing and international sourcing coordination.

· Experience selling to Canadian furniture or home retailers and working with Canadian distributors.

· Background as a Director of Sales, Regional Sales Director, National Sales Manager or National Account Manager in a manufacturer or branded supplier environment.

What Success Looks Like in the First Year

· Assess existing accounts, representative territories and white-space opportunities; establish a prioritized national growth roadmap.

· Build a qualified new-account pipeline and convert priority prospects into profitable distribution.

· Improve representative engagement, territory accountability and existing-account productivity.

· Deliver measurable growth in new customers, reactivated customers, distribution and gross profit.

Opportunity & Compensation

This position offers direct exposure to senior leadership and the opportunity to help build the next phase of Adesso’s national sales business. Compensation will be commensurate with experience and responsibilities, with a performance-based incentive opportunity.

Pay: $80,000.00 - $110,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee discount
• Flexible spending account
• Health insurance
• Paid time off
• Parental leave
• Prescription drug insurance

Work Location: On the road