The Vice President of Wholesale Sales is a senior leader responsible for driving strategy, growth, and execution across our wholesale business, our largest sales channel. This role leads and develops a high-performing sales organization (employees and independent representatives), builds and expands key account relationships, identifies new growth opportunities, and partners cross-functionally with Marketing, Finance, and Product Development to deliver results aligned with business objectives. This position requires a proven wholesale sales leader with strong commercial instincts, a collaborative leadership style, and a results-driven mindset. Relocation to the Birmingham, Alabama area is required.
Key Responsibilities
• Develop and execute the wholesale sales strategy to drive revenue growth, expand distribution, and achieve business objectives
• Identify new market opportunities and customer segments across dealer networks and designer channels
• Set, manage, and deliver wholesale sales targets aligned with overall company growth strategy
• Lead all wholesale selling initiatives, including trade events and to-the-trade showroom strategy
• Build and maintain strong, long-term relationships with key wholesale accounts and strategic partners
• Ensure exceptional customer service standards and proactively resolve customer issues
• Lead, mentor, and develop a high-performing wholesale sales organization, including employee and independent representatives
• Drive accountability through recruitment, training, performance management, and professional development
• Align inside sales strategy with and in support of field sales teams to grow market share
• Analyze sales performance, pipeline activity, inventory, and forecasts to identify trends and growth opportunities
• Implement sales systems, tools, and processes (CRM, BI, territory planning, forecasting) to improve productivity and results
• Partner cross-functionally with Marketing and Product Development to align wholesale offerings with market demand
• Collaborate with Finance on budgeting, forecasting, and profitability management
• Work closely with Operations to ensure efficient supply chain execution and on-time delivery
• Monitor industry trends, competitive landscape, and customer insights to drive innovation and improvement
• Ensure compliance with company policies, industry regulations, and operational standards
• Partner with other channel leaders to deliver a consistent, seamless customer experience
Performance Metrics
• Order entry versus budget
• Revenue versus budget
• Net Promoter Score
• Net new account growth
• Year-over-year improvement
• Lead conversion
Founded in 1987, Gabriella White is a family-owned American furniture company bringing together the Gabby and Summer Classics brands under one roof. We believe great design should feel effortless, timeless, and adaptable to the way people truly live—indoors and out.
Our collections are inspired by the world’s most iconic destinations and designed with harmony and versatility at their core. Through thoughtful materials, cohesive design language, and elevated craftsmanship, we create furniture that allows spaces to flow seamlessly from room to room and from inside to outside.
At our core, we believe furniture is more than function or style—it shapes the environments where people gather, connect, and create lasting memories. Rooted in decades of experience, Gabriella White exists to help customers build sophisticated, livable spaces that support life’s best moments.
