NYC)

Gantri•San Francisco, CA

About The Position

Gantri is hiring a senior individual contributor to lead relationships with major design-industry brands and retailers. The role owns a named list of 20 to 30 target accounts in North America and Europe, developing each from the first meeting through pilot, launch, and expansion. It focuses on two customer groups: design retailers that begin as wholesale accounts for Gantri-branded products and may progress to exclusive or private-label Gantri Made programs, and design brands that partner with Gantri Made to develop and manufacture products on demand. The position is measured by account depth and revenue rather than the number of accounts opened. The Head of Design Accounts will lead account acquisition, partnership development, and account growth, coordinating with product development and factory teams on feasibility, pricing, and timelines. The role also manages pipeline and forecasting, supplies market intelligence to product planning, and represents Gantri at trade shows and industry events. Regular travel, including customer visits and quarterly time at Gantri's Bay Area factory and showroom, is expected.

Requirements

At least 10 years of experience in sales, business development, or partnerships at a design brand, design retailer, contract furniture or lighting manufacturer, or a manufacturers' representative serving these organizations.
A current network of decision-makers at leading design brands and retailers, with references who can confirm the relationships.
Demonstrated success closing large, multi-year accounts with design brands or retailers, including the ability to show the deals, people involved, and revenue.
Understanding of how design brands develop and source products, including development cycles, tooling, minimum order quantities, landed cost, and sourcing decisions.
Understanding of how design retailers buy and merchandise, including assortment planning, margin structure, exclusives, private label, and seasonal calendars.
Ability to sell manufacturing partnerships and discuss unit economics, lead times, and quality with sourcing leaders, as well as product collections with buyers.
Disciplined pipeline management, accurate forecasting, and accountability for revenue.
Direct communication, ownership of outcomes, and ability to work quickly with little supervision.
Willingness to travel regularly for trade shows, customer sites, and quarterly time at the Bay Area factory and showroom.

Nice To Haves

Experience in lighting.
Experience on the buying or product side of a design brand or retailer, not only the selling side.
A network among European design brands and retailers in Milan, Copenhagen, and London.
Experience with on-demand, made-to-order, or additive manufacturing and its implications for product and inventory models.
Experience in the contract and A&D channel through MillerKnoll, Haworth, or Steelcase dealer networks.

Responsibilities

Develop and own account plans for 20 to 30 leading design brands and retailers in North America and Europe, with a defined path from first meeting to Gantri Made partnership.
Acquire new accounts through personal networks and presence at NeoCon, ICFF, Salone del Mobile, 3 Days of Design, and High Point.
Scope, structure, and close Gantri Made partnerships with design brands, coordinating with product development and factory teams on feasibility, pricing, and timelines.
Open and grow wholesale accounts for Gantri-branded products, including assortment, pricing, merchandising, and launch support, and convert promising accounts into exclusive and private-label Made programs.
Expand existing partners, including Haworth, Floyd, and The Standard, from initial programs into multi-product, multi-year relationships.
Maintain accurate CRM pipeline stages, timing, and revenue forecasts for owned accounts, providing visibility to the Director of Sales.
Gather market intelligence on customer plans, challenges with tooling, minimums, and inventory, and emerging product categories; share insights with product planning.
Represent Gantri at trade shows, design weeks, and industry events, building and maintaining trusted relationships with industry decision-makers.
Travel regularly to trade shows, customer sites, and the Bay Area factory and showroom.