Business Development Manager

Company Description

Mercana is one of North America’s leading home furnishings wholesalers, with interior designers and retail partners around the globe. As a design‑first company, we produce unique pieces for the home each season, including wall art, furniture, lighting, and home decor accessories.

The Business Development Manager is a key sales professional responsible for driving sales growth through new account acquisition and strategic development of existing accounts. In this role, the manager analyzes the market to target potential customers, maintains a development and onboarding pipeline to launch Mercana with new customers across the online, design, and retail storefront space, and manages a portfolio of accounts, focusing on the online channel while acting as the key point of contact.

• Hit or exceed quarterly and annual sales and profit targets.
• Develop new accounts and grow existing accounts in terms of sales, assortment, and share of wallet.

• Prospect, qualify, and pursue new customer and channel opportunities (online, retail, design trade, omni‑channel).
• Work closely with the Manager, Business Development & Channel Growth to build and maintain a robust pipeline of opportunities, developing tailored programs to drive customer and Mercana value.
• Analyze market trends, competitor activities, and customer needs to inform strategy.

• Serve as the primary contact for a portfolio of strategic online, retail, design, and omni‑channel accounts and maintain strong relationships through regular engagement and tailored solutions.
• Build and maintain multi‑level relationships with accounts and prospects; negotiate pricing, programs, and agreements that support mutual success.
• Understand each customer’s business goals and challenges; develop and execute account plans to meet sales targets.
• Attend quarterly trade shows, interact directly with customers, and travel to customer sites as required.

• Collaborate closely with internal teams, including Customer Success, Marketing, and Customer Operations.
• Coordinate with cross‑functional teams to ensure seamless order fulfillment and exceptional customer service.
• Maintain effective communication channels with internal stakeholders to align strategies and resolve customer‑related issues.

• Stay updated on industry trends, market dynamics, and competitor activities within the furniture sector.
• Use market knowledge to identify growth opportunities and stay ahead of industry developments.
• Provide insights and recommendations to management regarding market trends and customer needs.

• Utilize CRM systems and sales tools to manage customer interactions and track sales activities.
• Provide accurate sales forecasts, reports, and analyses to the Manager.
• Monitor key performance indicators (KPIs) and take corrective actions to ensure sales targets are met or exceeded.

• Track KPIs using Power BI and CRM tools, identify performance trends, and take corrective actions.
• Deliver product presentations, provide account support, and enhance customer experience.
• Stay current on industry trends and competitive activity to inform channel strategy.

Education: Bachelor’s degree in Business, Marketing or a related field.

Experience: 2 years in account management or business in the furniture, retail, or related industry; demonstrated track record of meeting or exceeding sales goals and driving growth.

Skills: Strong market knowledge, analytical skills, strategic planning capabilities; excellent communication, negotiation, interpersonal, and relationship‑building skills; proficiency with CRM and sales analytics tools (e.g., Power BI, Salesforce); excellent Excel and analysis skills.

Other: Willingness to travel as required.

A successful Business Development Manager will maintain a strong cadence of new customer onboarding while managing and growing sales and profitability of a portfolio of accounts across a number of business channels.