Director of International Sales

Company Overview

A|R|T Furniture is a nationally recognized residential furniture brand positioned within the upper-mid to upper-premium segment of the home furnishings market. The brand is known for comprehensive whole-home collections, strong retail partnerships, and a scalable global sourcing platform that supports consistent product flow and operational reliability.

A|R|T balances design integrity with disciplined operational execution. The organization is focused on sustainable growth through channel optimization, product innovation, margin improvement, inventory discipline, and supply chain efficiency. As part of the Vivet portfolio, A|R|T operates with brand autonomy while leveraging shared services to enhance scalability and performance discipline.

Position Summary

The Director of International Sales is responsible for leading the growth, development, and daily management of A|R|T Furniture’s international sales channel. Reporting directly to the President, this role owns international customer development, new account prospecting, dormant account reactivation, market planning, and disciplined account management across targeted global regions.

This position requires a self-directed sales professional who can represent A|R|T with professionalism, commercial judgment, cultural awareness, and strong understanding of the furniture industry. Success in this role is defined by measurable international sales growth, quality of account relationships, brand-enhancing customer engagement, disciplined communication, and consistent execution across product, sales, customer service, supply chain, and leadership functions.

Primary Objectives

· Grow A|R|T’s international business through new account development, dormant account reactivation, and expanded engagement with qualified global customers.

· Build a focused global prospecting plan by region, account type, product opportunity, and brand fit.

· Protect and enhance the A|R|T brand through professional customer engagement, clear product presentation, and disciplined account selection.

· Strengthen international sales performance while balancing revenue, margin, inventory, payment terms, logistics, and operational capacity.

· Serve as the primary commercial owner for assigned international accounts, ensuring timely follow-up, internal coordination, and clear accountability for results.

Key ResponsibilitiesBusiness Development & Prospecting

· Identify, qualify, and pursue new international sales opportunities across targeted global markets.

· Develop and maintain a pipeline of prospective retailers, distributors, design-focused showrooms, and regional furniture partners.

· Reactivate dormant accounts and evaluate prior customer relationships for renewed growth opportunities.

· Develop territory and market plans based on account potential, product fit, regional demand, logistics feasibility, and brand positioning.

· Track prospecting activity, customer progress, and sales opportunities through clear reporting and follow-up discipline.

Customer Relationship Management

· Serve as the primary relationship manager for assigned international accounts.

· Provide responsive, professional communication regarding product, pricing, availability, production timing, shipping status, documentation, and account needs.

· Partner with Customer Service, Supply Chain, Product Development, Finance, and leadership to support order flow, claims resolution, shipment planning, and account success.

· Maintain a high standard of customer service while balancing customer needs with company profitability, operational priorities, and payment discipline.

· Support key customers through showroom appointments, virtual presentations, market meetings, and in-country visits.

Global Travel & Market Representation

· Travel domestically and internationally to meet current and prospective customers, evaluate market opportunities, and strengthen account relationships.

· Represent A|R|T at High Point Market, international trade shows, customer presentations, and regional sales meetings.

· Prepare for travel with clear objectives, account plans, product priorities, and follow-up actions.

· Provide post-travel summaries outlining customer feedback, sales opportunities, competitive insights, risks, and next steps.

Brand Representation & Product Knowledge

· Present the A|R|T brand with confidence, professionalism, and strong understanding of design direction, product categories, collection stories, and value proposition.

· Communicate product positioning, merchandising opportunities, and brand differentiators to international customers.

· Protect the brand by ensuring accurate product presentation, appropriate account fit, and disciplined communication of pricing, programs, and policies.

· Share customer and market feedback with leadership and Product Development to help inform future assortment planning and regional opportunities.

Business Acumen & Operational Discipline

· Manage international sales activity with attention to revenue growth, gross margin, inventory position, payment terms, freight, tariffs, production timing, and account profitability.

· Support annual sales planning, forecasting, budget development, and account-level performance review.

· Communicate progress, opportunities, risks, and customer issues to leadership in a timely and professional manner.

· Maintain organized records, account notes, pipeline updates, travel plans, and follow-up documentation to support operational transparency.

· Recommend process improvements that enhance efficiency, customer experience, sales execution, and cross-functional alignment.

QualificationsRequired

· Minimum 3-5 years of sales experience in furniture, home furnishings, wholesale distribution, interior design trade, or a related product category.

· Demonstrated ability to prospect, open new accounts, reactivate dormant accounts, and manage customer relationships independently.

· Strong business acumen with working knowledge of pricing, margin, inventory, freight, payment terms, logistics, and account profitability.

· Excellent written and verbal communication skills with professional decorum across cultures and business settings.

· Ability and willingness to travel domestically and internationally as business needs require.

· Strong organizational skills, follow-through, sound judgment, and ability to self-manage priorities in a lean, fast-moving environment.

· Proficiency with Microsoft Office; ability to work with product line presentations, pricing files, sales reports, inventory data, and customer account information.

Preferred

· International sales experience, preferably within residential furniture, case goods, upholstery, or whole-home furnishings.

· Existing global customer relationships or demonstrated success developing business in international markets.

· CRM, ERP, sales reporting, or pipeline management experience.

· Experience working in a multi-brand, sourcing-driven, or growth-oriented business environment.

Desired Attributes

· Self-motivated, disciplined, accountable, and comfortable owning results.

· Polished, professional, culturally aware, and customer-facing at a high level.

· Commercially smart, service-minded, and able to balance relationship building with company priorities.

· Curious about global markets, product trends, merchandising, and brand storytelling.

· Able to represent A|R|T with credibility, warmth, confidence, and sound business judgment.

Success Metrics

· International sales performance against budget, forecast, and agreed growth objectives.

· New account development, qualified prospect pipeline creation, and conversion of appropriate new customers.

· Dormant account reactivation and measurable improvement in assigned account engagement.

· Quality and productivity of customer travel, market appointments, and post-travel follow-up.

· Customer relationship strength, communication discipline, and brand-enhancing representation.

· Account profitability, margin awareness, payment discipline, and alignment with inventory and operational priorities.

· Timely reporting of pipeline activity, sales opportunities, risks, customer issues, and market feedback.

· Effective cross-functional collaboration with Customer Service, Supply Chain, Product Development, Finance, and leadership.

General Expectations

· Perform responsibilities in accordance with established company policies, procedures, quality standards, and performance expectations.

· Maintain confidentiality of company, customer, pricing, product, financial, and strategic information.

· Represent the company professionally in all internal and external interactions.

· Manage priorities effectively to meet deadlines, support departmental objectives, and contribute to company performance.

· Perform other duties as assigned that are consistent with the scope, purpose, and responsibility level of the role.