National Sales Manager

About Furniture Services Company

Furniture Services Company was founded in Atlanta in the late 1980s and has grown into a nationally recognized hotel furniture restoration provider serving properties across the United States and Puerto Rico. With over 35 years of experience, we are a family-owned operation with a deep reputation for quality work and lasting client relationships.

In 2020 the founder's son established a satellite office in Safford, AZ, which has become a critical hub for the company's admistration.

We have a proven sales model and an established service operation. The opportunity in front of us is significant: a nationwide market that remains underserved, a track record that speaks for itself, and a business that has demonstrated it can scale. We are now focused on growing gross revenue by executing our existing model with more consistency, higher volume, and expansion into new regional markets.

Position Overview

We're looking for a hands-on Sales Manager who leads by doing — someone equally comfortable directing a team and executing the work themselves. You'll step into an existing structure: a sales coordinator, two part-time remote cold callers, and a part-time remote support person are already in place. The model works. Your job is to scale it — more consistency, higher volume, more territories, stronger processes throughout. You'll own mid-to-lower-tier client relationships, manage the pipeline from first contact through close, collaborate with the owner on major accounts, and serve as a key voice in weekly management meetings with operations, contributing to project forecasting and making sure what gets sold can actually get delivered.

The base salary reflects an early-stage opportunity with significant commission upside. For a driven person who sees the potential here and commits to realizing it, total compensation will grow meaningfully as the business does.

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KEY RESPONSIBILITIES

Sales Leadership & Pipeline Management

• Own the sales pipeline from prospecting to close
• Lead, oversee, and support the existing sales team coordinator
• Provide direction, accountability, and mentorship to the broader sales team
• Lead weekly sales team meetings; participate in weekly manager-level meetings with ownership and operations to discuss ongoing projects and forecast upcoming work
• Manage ongoing change orders and supplemental bids that arise during active jobs, in coordination with operations

Territory Development & Expansion

• Reinforce and scale our existing sales model in exisiting and new regional territories, nationwide
• Build new territories systematically: research and input hotel data into ACT! CRM, run initial cold calling, then hire and onboard new callers to sustain the territory as it matures
• Prioritize and assign call lists; ensure the team is working the right accounts in the right sequence
• Future opportunity to travel occasionally to new regions for door-to-door outreach, site visits, and eventually trade shows

Bid Writing & Project Scoping

• Learn to write bids — with owner training and support initially
• Clearly communicate bid details and client expectations to operations team at handoff; serve as the bridge between what's sold and what's delivered
• Evaluate new service verticals or sales opportunities surfaced by operations and assess them from a sales and margin perspective

CRM & Data Management

• Work within ACT! by Sage — our primary CRM — to manage pipeline records, account data, and territory lists
• Ensure the CRM remains accurate and up to date; support and oversee the coordinator's maintenance work
• Build and manage prospect lists for new territories; update and expand existing territories to ensure complete hotel coverage
• Learn and integrate CRM marketing automations to support outreach cadence and follow-up workflows

Marketing & Communications

• Oversee the team's sales email account; ensure timely, professional engagement and consistent follow-up from the team
• Write and coordinate marketing email blasts; establish campaign cadence and follow-up sequences
• Write and publish LinkedIn content on a consistent schedule (twice weekly minimum)
• Manage and update company website content as needed
• Manage and maintain marketing collateral — ensuring materials are current, on-brand, and available for the team and client use
• Explore additional marketing channels as opportunities arise: direct mail, purchased lists, advertising, and others

Client Success & Retention

• Follow up with clients after job completion
• Cultivate references, testimonials, and case studies from satisfied clients
• Identify and pursue referral opportunities within existing client relationships
• Maintain and grow long-term relationships to increase renewal and referral rates

Reporting & Strategy

• Develop and maintain consistent sales reporting to track team activity, pipeline health, and revenue forecasting
• Use data and reporting to identify what is working, what isn't, and where to focus effort
• Bring informed recommendations to management meetings on territory prioritization, team capacity, and sales strategy

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EXPERIENCE & QUALIFICATIONS

Required

• 2–5+ years of B2B sales experience, with direct involvement in prospecting, outreach, and closing
• Experience managing, coordinating, or mentoring a small team in a sales or customer-facing environment
• Proficient CRM user — experience with pipeline management, list building, and data hygiene (experience with ACT! by Sage is a plus)
• Strong written communication skills — emails, bids, marketing copy, and professional correspondence are a regular part of this role
• Comfortable in Excel for reporting, list management, and data analysis
• Practical experience using AI tools as a collaborator
• Organized and process-driven: able to manage multiple territories, campaigns, and team members simultaneously
• Self-starter who thrives with autonomy and builds structure rather than waiting for it

Preferred

• Background in hospitality, hotel services, facilities management, construction, or commercial B2B services
• Experience writing service proposals, scopes of work, or project bids
• Familiarity with email marketing tools (YAMM, Mailchimp, Constant Contact, or similar)
• LinkedIn content creation or social selling experience
• Experience scaling into a new market — building territory vs. inheriting a warm book
• Bachelor's degree in Business, Marketing, or related field; equivalent experience considered

Required Traits

• Disciplined: does the unglamorous work consistently, without being reminded or managed
• Willing to Do Foundational Work: comfortable with data entry, research, cold calls, and other ground-level tasks that make the bigger picture possible
• Process-Oriented: builds repeatable systems; thinks in cadences and checklists
• Competitive & Driven: motivated by hitting goals and beating them; gets energized by the gap between where we are and where we could be
• Self-Directed: identifies what needs doing and does it

We're a small, family-run company in growth mode. The person who thrives here sees a real opportunity — an underserved market, a proven model, and the room to build something — and gets energized by that. We value work-life balance, but we're equally serious about finding someone who is invested in the mission: someone who looks at the upside in front of us and decides they want to be the one to realize it.

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COMPENSATION & COMMISSION STRUCTURE

$50,000 annually. This is a lower base by design — the role is structured to reward performance, and the earning potential above base is real and tied directly to business growth.

Commission is available in two ways. First, by earning a percentage of gross on any opportunity that is intitated through your cold calling. Second, you will early bonuses as the total gross revenue of the business hits benchmarks, and ultimately a flat percentage of gross over $2M.

Commission is not capped!

Commision on Self Generate Opportunities

• Wood Restoration: 2% of gross
• Upholstery: 0.5% of gross
• Furniture Modification: 0.5%

Benchmark Bonuses, based on gross business revenue, annually

• $2k bonus at $1.5M gross revenue
• +$1k bonus at $1.75M gross revenue
• +$1K bonus at $2M gross revenue

*Bonuses stack, so if the company earns $2M gross revenue, you earn $4k on top of any commission

Team Override Commission

If the business grosses more than $2M in a year, you will receive 2% commission on that gross over $2M, in addition to all other commissions and bonuses.

Commission Notes

• Commission is paid monthly on collected revenue, with a standard 30-day lag to account for invoicing cycles
• No cap on commission — earnings scale directly with volume
• Commission structure will be reviewed annually as team size and territory coverage grow

Pay: From $50,000.00 per year

Benefits:

• Cell phone reimbursement
• Paid time off
• Travel reimbursement

Application Question(s):

• Have you managed or directed a sales team, even in an informal capacity?
• Describe your experience using a CRM — which platform(s) and how you used it day-to-day.
• This role requires building and managing new sales territories from the ground up. Briefly describe a time you built or grew something from a limited starting point.

Education:

• Bachelor's (Preferred)

Experience:

• B2B sales: 3 years (Required)
• Leadership: 3 years (Required)

Ability to Commute:

• Safford, AZ 85546 (Required)

Work Location: In person