Head of Accounts

This is a fully remote position, open to applicants in California.

📋 Description

• Cultivate and manage relationships with leading design brands and retailers.

• Develop and execute a strategic account plan for the top 20 to 30 design brands and retailers across North America and Europe.

• Generate new accounts through personal networks and participation in events such as NeoCon, ICFF, Salone del Mobile, 3 Days of Design, and High Point.

• Identify, structure, and secure Gantri Made collaborations with design brands.

• Work closely with product development and factory teams to assess feasibility, pricing, and timelines.

• Establish and expand wholesale accounts for Gantri-branded products, overseeing assortment, pricing, merchandising, and launch support.

• Transform strong wholesale accounts into exclusive and private-label Gantri Made programs.

• Develop existing partnerships into multi-product, multi-year agreements.

• Maintain an up-to-date pipeline and forecasting in the CRM system, ensuring accurate stage, timing, and revenue visibility for the Director of Sales.

• Provide market insights on brand and retailer strategies, tooling, minimums, inventory, and emerging product categories for planning purposes.

• Represent Gantri at trade shows, design weeks, and various industry events.

⛳️ Requirements

• Over 10 years of experience in sales, business development, or partnerships within a design brand, design retailer, contract furniture or lighting manufacturer, or a manufacturers' representative serving these sectors.

• A robust network of decision-makers within major design brands and retailers, supported by references who can verify connections.

• Proven track record in closing significant, multi-year accounts with design brands or retailers, with verifiable deals, contacts, and revenue achievements.

• Strong understanding of product development and sourcing for design brands, including development cycles, tooling, minimum order quantities (MOQs), landed costs, and decision-making processes of sourcing teams.

• Knowledge of buying and merchandising practices within design retail, including assortment planning, margin structures, exclusives, private label offerings, and seasonal calendars.

• Capability to sell manufacturing partnerships and engage in discussions regarding unit economics, lead times, and quality with sourcing leads, as well as collections with buyers.

• Disciplined approach to pipeline management, with precise forecasting and accountability for meeting revenue targets.

• Strong communication skills, ownership of outcomes, and the ability to work efficiently with minimal supervision.

• Willingness to travel regularly to trade shows and customer locations, along with quarterly visits to the Bay Area factory and showroom.

• Preferred: background in the lighting sector.

• Preferred: experience in buying or product management at a design brand or retailer.

• Preferred: connections within European design brands and retailers, particularly in Milan, Copenhagen, and London.

• Preferred: familiarity with on-demand, made-to-order, or additive manufacturing processes.

• Preferred: experience within the contract and Architecture & Design (A&D) channels through MillerKnoll, Haworth, or Steelcase dealer networks.

🏝️ Benefits

• Competitive salary and equity options.

• Comprehensive health, dental, and vision insurance coverage.

• Paid time off alongside a flexible vacation policy.

• 401(k) retirement plan with company matching contributions.

• Opportunities for professional development and a learning stipend.

• A collaborative, creative, and sustainability-driven work environment.

• Access to Gantri-designed products and participation in innovation initiatives.