Northeast Regional Sales Manager – Furniture

Description

Our most important asset is our people. Who we are, what we do, how we do it and why we are passionate are all centerpieces of why we succeed.

We are proud to be recognized:

• Among Americans Best Midsize Employers by Forbes in 2021, 2022 and 2024
• As a Chicago Tribune Top Workplace for four consecutive years )

This role will be remote-based in the Northeast, near a major metropolitan area such as New York City, Boston, Washington DC, or Philadelphia.

This position is not eligible for employment-based visa sponsorship.

Role Summary

As the Northeast Regional Sales Manager
- Contract Furniture
, reporting to the EVP Sales
- Contract Furniture, you will partner with five independent representative organizations to grow regional sales, strengthen dealer relationships and win profitable projects. Through coaching, purposeful field engagement and strong cross-functional collaboration, you will become a trusted day-to-day resource for rep groups and dealers, helping them confidently position Fellowes products and deliver an unrivaled customer experience.

You will develop market-specific growth strategies, expand dealer engagement and provide project insights that support forecasting and business planning. Success in this role requires strong relationship-building skills, sound business judgment and the ability to influence independent sales partners.

In This Role, You Will…

• Coach and develop sales partners. Support five independent rep groups across the Northeast, increasing Fellowes' visibility and engagement with reps, dealer sales representatives and dealer designers. Work alongside local reps, respecting their relationships and market knowledge while helping them become more effective.
• Build market-specific growth plans. Tailor your approach to local relationships, dealer dynamics, competitive conditions and product opportunities. Coordinate strategies for multi-location dealerships with rep groups, other Fellowes Regional Sales Managers and senior leadership.
• Expand dealer engagement. Increase the number of dealer sales representatives and designers who specify, quote and sell Fellowes products. Build relationships across the dealership, including owners, sales managers, customer service, installers, warehouse teams and accounting.
• Lead business reviews that drive action. Conduct quarterly reviews with rep groups to evaluate sales performance, product mix, quoting activity, pipeline, sample placement, sales incentives and dealer growth opportunities.
• Help reps and dealers win profitable projects. Guide product selection, competitive positioning and pricing strategy. Use established tools and approval guidelines to evaluate discounts, incentives and rep commissions, escalating pricing exceptions with clear recommendations.
• Strengthen forecasting and demand visibility. Stay close to significant projects and share timely market and project insights with Sourcing and Supply Chain, including early-stage opportunities as details develop.
• Manage regional investments thoughtfully. Oversee travel, dealer events and sample spending with clear business objectives and attention to return on investment. Manage dealer rebate and incentive programs through monthly statements and quarterly reviews.
• Create opportunities for product engagement. Use Fulton Market visits, product launches, dealer events, samples and eligible incentive programs to build interest and specification activity. Demonstrate effective selling through confident, compelling product presentations.
• Own the customer experience. Take responsibility for customer issues, gather the full picture and partner with internal teams to develop practical solutions. Bring a collaborative mindset and a willingness to ask, "What can I do to help?"
• Travel with purpose. Initial travel may reach 75% as you meet rep teams and learn each market. Ongoing travel is expected to average 50%-60%, focused on projects, growth opportunities and territories needing support.

The Fellowes Value Proposition

You will help reps and dealers communicate the advantages of partnering with Fellowes:

• Solutions that help dealers win projects while maintaining or improving profitability.
• An industry- and category-leading lifetime warranty, including labor coverage when warranty issues occur.
• Industry-leading 48-hour lead times.
• An Unrivaled Customer Experience that removes friction and helps dealers deliver for their customers.

What You Bring to the Team

• Six or more years of contract furniture industry experience, with…