Director, Sales

Renovation Brands

47d•$130,000 - $140,000•Remote

About The Position

Renovation Brands is seeking a highly motivated Director of Sales to oversee and drive revenue growth within our retail, marketplace, and owned e-commerce channels at Hearth Brands, which consists of Electric Fireplaces Direct, Mantels Direct, and Modern Ember . This role will lead and scale a team of direct sales professionals focused on inbound and outbound lead conversion, commercial and trade sales, and customer experience optimization in addition to owning the commercial performance of the business across Home Depot, Lowe’s, Wayfair, Amazon, and other key online retailers. As a senior leader, this position will develop and implement strategies spanning ecommerce retail sales, direct sales, lead management, and conversion optimization. The Director will collaborate closely with teams in Marketing, Merchandising, Brand, Operations, and Customer Service. This role is responsible for top-line growth, contribution margin, operating leverage, and team performance, continuously driving improvements throughout the customer journey.

Requirements

5+ years of experience managing and developing direct sales or inside sales teams.
12+ years of total experience within ecommerce, marketplace, or digital sales businesses at scale.
Entrepreneurial mindset with comfort operating in a fast-paced, growth-oriented environment.
Excellent background working with major online retail platforms (Lowe’s, Home Depot, Wayfair & Amazon).
Experience with lead tracking, CRM systems, and sales funnel optimization.
Demonstrated success driving conversion rate improvement and revenue growth.
Utilization of Artificial Intelligence to source new outbound leads, manage current leads, improve efficiencies, and reduce costs.
Keen analytical skills with the ability to translate data into action.
Excellent leadership, communication, and cross-functional influence skills.

Nice To Haves

Bachelor’s degree in Business, Sales, Marketing, or a related.
Small to mid-size business experience within a sales role.
Previous experience managing, coaching, and elevating a tenured sales team of 5-10.
Experience with commercial, B2B, or project-based sales.
NetSuite CRM experience is a plus.

Responsibilities

Lead, coach, and scale a team of direct sales representatives supporting Hearth Brands (Electric Fireplaces Direct, Mantels Direct, and Modern Ember).
Own the end-to-end lead management strategy, including inbound lead routing, speed-to-lead, CRM utilization, pipeline visibility, and follow-up standards.
Drive growth in commercial, trade, and project-based sales, including large-ticket and multi-unit opportunities with repeat customer potential.
Partner with Marketing to improve lead quality, attribution, and alignment between paid media, organic traffic, and sales conversion.
Establish and optimize sales processes that improve close rates, average order value, and customer satisfaction.
Develop sales targets, performance metrics, and compensation and incentive structures aligned to company goals.
Identify friction points across the ecommerce and sales funnel and implement improvements to increase conversion.
Leverage analytics, testing, and customer insights to improve performance across phone, chat, and digital channels.
Ensure a seamless handoff between ecommerce, direct sales, customer service, and post-purchase support.
Champion a customer-first mindset while balancing speed, efficiency, and profitability.
Own and execute the ecommerce growth strategy across Amazon, Wayfair, Lowe’s, Home Depot, and other wholesale marketplaces with clear revenue and margin targets.
Serve as the senior point of contact with retail buyers and wholesale partners, balancing performance optimization with long-term brand positioning.
Partner with merchandising & brand on strategy across pricing, promotions, merchandising, logistics, content, and customer experience to maximize profit contribution.
Oversee forecasting, inventory planning, and performance reporting to support scalable, capital-efficient growth.
Monitor and optimize KPIs including traffic, conversion rate, margin, advertising efficiency, and contribution profit.
Identify and launch new wholesale, dealer, and marketplace opportunities aligned with brand and profitability goals.
Lead, mentor, and develop high-performing ecommerce and sales team members in a remote-first environment.
Partner closely with Marketing, Merchandising, Brand, Operations, and Customer Service leadership to align on growth initiatives.
Translate data and insights into clear recommendations and executive-level narratives.
Drive operational excellence through clear processes, accountability, and continuous improvement.