Trade Sales Specialist-Northeast

Role Description: The Trade Sales Specialist is Caracole's primary point of contact for interior designers, design firms, and trade professionals within an assigned territory. This is a field-based, relationship-driven role focused on growing Caracole's presence in the trade community through consistent outreach, account development, and exceptional designer support. Working under the direction of the Director of Trade and in partnership with regional sales representatives, the Trade Sales Specialist is responsible for building a loyal and growing base of active trade accounts. Success is measured by revenue growth within the territory, new account acquisition, account engagement, and the quality of relationships built within the design community.

Key Responsibilities: TERRITORY DEVELOPMENT & ACCOUNT GROWTHManage and grow an assigned book of trade accounts within a defined geographic territory. Develop and execute a territory business plan that targets revenue growth, new account acquisition, and increased purchasing frequency. Identify opportunities to deepen engagement with existing accounts and expand wallet share. Consistently prospect and build a pipeline of qualified designers and design firms. DESIGNER RELATIONSHIP MANAGEMENTServe as the primary relationship owner for interior designers and design firms within the territory. Conduct regular in-person visits, showroom meetings, and outreach to maintain strong, trust-based relationships. Understand each designer's aesthetic, client base, and project types to position Caracole product effectively. Be a reliable, knowledgeable, and responsive partner for every account. NEW ACCOUNT ACQUISITIONActively prospect and onboard new trade accounts within the territory. Identify high-potential designers, emerging firms, and key accounts not yet doing business with Caracole. Lead the outreach, qualification, introduction, and onboarding process for new trade partners. Build a pipeline of new accounts and track conversion from prospect to active buyer. TRADE CUSTOMER EXPERIENCE & SUPPORTProvide white-glove support to trade accounts throughout the sales process — from product discovery and specification to ordering, delivery, and post-sale follow-up. Coordinate with Customer Care and Operations to resolve issues quickly and professionally. Ensure designers have the resources they need: samples, tear sheets, product details, lead times, and custom options. Be a proactive problem-solver and a dependable partner. MARKET & EVENT PARTICIPATIONRepresent Caracole at trade markets, design center events, showroom openings, and regional industry gatherings. Host and support designer events in partnership with showrooms and the Director of Trade. Use market attendance as an opportunity to deepen relationships, introduce new product, and acquire new accounts. Actively engage the design community through industry associations, events, and networking. PRODUCT KNOWLEDGE & SPECIFICATION SUPPORTMaintain deep knowledge of Caracole's product assortment, finishes, customization capabilities, and lead times. Help designers identify the right products for their projects and present Caracole as a specification resource for residential and hospitality projects. Communicate product updates, new introductions, and relevant story-telling that supports the designer's work. Provide feedback to the Director of Trade on assortment gaps and designer needs. CRM, REPORTING & PIPELINE MANAGEMENTMaintain accurate and up-to-date CRM records for all accounts, prospects, and activities within the territory. Track key metrics including revenue, active accounts, new account growth, visit frequency, and pipeline status. Provide regular territory updates to the Director of Trade. Use data and reporting to prioritize outreach, identify at-risk accounts, and focus effort on highest-opportunity relationships.

Experience: 3–5+ years of experience in luxury home furnishings, interior design, wholesale furniture, or a closely related field. Track Record: Demonstrated success building and growing a book of business with interior designers, trade accounts, or B2B clients. Industry Knowledge: Working knowledge of the residential interior design community. Existing relationships with designers or design firms preferred.

Sales Skills: Strong consultative selling, relationship management, and account development skills. Comfortable with outreach, prospecting, and closing. Communication: Excellent interpersonal, written, and verbal communication skills. Confident presenting product in-person and in group settings. Organized & Driven: Self-motivated, entrepreneurial mindset with strong organizational skills. Able to manage a large territory independently and prioritize effectively. Technology: Proficient in CRM platforms and comfortable with digital tools for sales reporting, email, and virtual meetings. High level of comfort with AI.

Education: Bachelor's degree in Business, Marketing, Interior Design, or related field preferred.

Travel: Ability and willingness to travel regularly within the territory and to national market events. Core Competencies & Success Measures Relationship Building = Territory revenue growth year-over-year New Business Development = New trade accounts acquired Territory Management = Growth in active purchasing accounts Trade & Designer Knowledge = Increased average order value per account Customer Experience = Account visit frequency & CRM activity Product Expertise = Repeat purchasing & retention rates Consultative Selling = New account conversion rate Self-Motivation & Drive = Designer engagement at markets & events Attention to Detail = Customer satisfaction & issue resolution speed Collaboration & Communication = Excellence