Head of Sales, luxury homewares

• London
• £80,000 + discretionary bonus

This is a fantastic opportunity to join the senior leadership team of a successful, founder-led homewares brand and shape a modern, data-led sales function that takes them into their next phase of growth.

This is a senior leadership role for a data-led, analytical sales leader to build a modern, systems-led sales function. You’ll lead the UK and US sales team, rebuild how the business sells from the CRM up and lift conversion, while protecting the personal, considered service their customers value. Purchases are high value and brand-led, often made over weeks or months, so this role needs someone who sells through knowledge and relationships, never pressure.

• Own sales performance and revenue across the UK and US, leading the team to monthly, quarterly and annual targets while protecting margin
• Stay closely involved in selling, taking an active part in key deals and client relationships and showing what good looks like
• Build the annual and quarterly sales plan, forecast and revenue projections with the MD
• Grow key relationships across trade, retail and contract sales, including senior relationships with leading interior design studios

• Lead US business development, balancing inbound conversion with a proactive outreach plan to designers and architects in key states
• Make the most of strong UK inbound demand, converting more of it, faster and more consistently
• Identify the strongest European opportunities and build trade relationships in priority markets

• Map the journey from enquiry to close and redesign it into clear, documented stages
• Build a qualification and lead scoring framework, with response and follow-up standards for each lead tier
• Make the CRM the single source of truth, owning dashboards, KPIs and weekly, monthly and quarterly reporting
• Analyse win rates, pipeline velocity, order value and lost deals, and turn insight into clear actions
• Deliver an accurate monthly forecast the business can plan stock, production and cash flow around

• Partner with Marketing on lead quality, lead sources, shared targets and campaigns
• Introduce tools and automation that reduce manual admin and free the team up for client conversations
• Own customer service from order through to aftercare, working closely with operations and logistics
• Present a monthly sales report to the Exec, with clear insight and evidence-based recommendations

• Move the team from quote processing to consultative selling through training, playbooks and coaching
• Set clear goals and KPIs, hold regular 1:1s and review performance against the data
• Build a positive, high-performing culture rooted in collaboration and quality

• Senior sales leader who has built or transformed a sales function in a premium, considered-purchase environment (premium B2B, design-led, luxury or similar; interiors or homewares a bonus)
• Experience selling to trade and private clients in both the UK and US;
  Europe a strong plus
• Proven track record of lifting conversion from high volumes of inbound enquiries
• Expert, hands-on CRM skills (Pipedrive, Hub Spot or similar), having configured pipelines, automations and reporting yourself
• Strongly analytical, comfortable building your own forecasts and defending the numbers
• A warm, data-led coach who raises a team’s capability
• Confident presenting to Founders and senior leadership
• A genuine love of design and making, and curiosity about how technology and AI can enhance

ILMJ values diversity, equality and inclusion and encourages applicants from all backgrounds and identities.