Vice President of Wholesale Sales - Onsite - Pelham, AL

Job Description

Job Description

The Vice President of Wholesale Sales is a senior leader responsible for driving strategy, growth, and execution across our wholesale business, our largest sales channel. This role leads and develops a high-performing sales organization (employees and independent representatives), builds and expands key account relationships, identifies new growth opportunities, and partners cross-functionally with Marketing, Finance, and Product Development to deliver results aligned with business objectives. This position requires a proven wholesale sales leader with strong commercial instincts, a collaborative leadership style, and a results-driven mindset. Relocation to the Pelham, Alabama (Birmingham) area is required.

Who We Are

Gabriella White is home to our family of brands - Gabby and Summer Classics. We are growing in all areas of the business and are proud to be family-owned and operated since 1987. Together, we furnish life's best moments, from the every day to the exceptional. We are united by our vision as well as our collective spirit, and our culture is shaped by our core values: Dedication – Enthusiasm – Synergy – Integrity – Goal-Oriented – Nimble, or simply put DESIGN.

As a premier innovator, manufacturer, and retailer of luxury furniture and accessories, our brands are loved by designers and design-minded consumers for creating timeless outdoor living and transitional, eclectic furniture and accessories for every part of the home. We’re always looking for talented people to join our team and grow together.

What We Offer

• Competitive health, dental, and vision plans.
• 401(k) plan with match after 12 months.
• Sick, vacation, holiday, and parental time off.
• Employee Assistance Program and Chaplain Services to support mental and emotional well-being.
• Generous Employee Product Purchase discount.

What You Do

• Develops and implements the wholesale sales strategy to achieve business objectives and revenue growth.
• Identifies new market opportunities and customer segments for expanding wholesale distribution through dealer networks and designers.
• Collaborates with senior leadership to align sales goals with the company's overall growth strategy.
• Sets and achieves sales targets for the wholesale division.
• Orchestrates selling-related events, including leadership of the to-the-trade showrooms.
• Leads, manages, drives accountability, and motivates the wholesale sales team to meet or exceed performance expectations.
• Analyzes sales performance data to identify trends, areas for improvement, and growth opportunities.
• Builds and maintains strong, long-term relationships with key wholesale accounts and partners.
• Ensures excellent customer service standards and addresses any customer concerns or issues promptly.
• Ensures inside sales strategy is properly aligned with and supports the field sales teams to grow market share.
• Leads, mentors, and develops the wholesale sales team to ensure high performance and professional growth.
• Manages recruitment, training, and performance evaluations within the wholesale sales department.
• Fosters a positive and collaborative team environment that promotes accountability and results.
• Works closely with product development and marketing teams to ensure the wholesale product offerings meet market demands.
• Collaborates with finance to manage budgets, forecast sales, and monitor profitability of the wholesale division.
• Partners with operations to ensure efficient supply chain management and on-time delivery of wholesale orders.
• Monitors market trends, competitive landscape, and customer needs to identify opportunities for innovation and improvement.
• Provides feedback to internal teams on product performance, market demand, and competitive positioning.
• Stays informed on industry developments and incorporate new insights into sales strategies.
• Oversees the sales pipeline, inventory management, and forecasting processes to ensure accuracy and alignment with business objectives.
• Implements sales systems, processes, and tools (individual and territory business planning and forecasting) to improve team productivity and efficiency.
• Ensure compliance with company policies, industry regulations, and standards.
• Utilizes tools (CRM, BI, P&L, etc.) to drive top and bottom-line performance and growth.
• Partners with the other channel leaders to create a consistent customer experience across all channels of distribution.

How Success is Measured

• Order entry vs. budget (month and year)
• Revenue vs. budget (month and year)
• Net Promoter Score
• New account growth greater than lost accounts
• Year over year improvement of major sales events
• Lead conversion

What You Bring

• Minimum four-year bachelor’s degree from accredited college or university; MBA or master’s degree preferred.
• Ten or more years’ experience in sales or marketing and five years at a senior leadership level specifically in high end furniture or other home furnishing or luxury goods sold through retrial or designers, by company employees, independent reps, independent distribution, and internet industry required.
• Strong professional written and verbal communication and interpersonal skills.
• Fascinated and current on contemporary elements of the marketing mix and how they work together in a high-end product sales environment.
• Knowledge of and experience with structuring sales goals and revenue expectations.
• Strong willingness to serve the customer and sell to their needs which includes the ability to understand product thoroughly and foster the development of new products to client specifications within set price points.
• Demonstrated sales track record with high ratio of closing conversions.
• Must possess and valid driver’s license and be able to travel up to 60%.