Sourcing Manager, Made to Order Upholstery

Lulu & Georgia is growing, and our Made to Order upholstery business is at the center of it. We are looking for a Sourcing Manager to own the supplier base behind our domestic Made to Order upholstery and upholstery fabrics, from the factory floor to the fabric mill. You will manage a large and growing SKU count, and your work will directly shape the pieces our customers live with every day. You will report into our Senior Director of Sourcing, for Furniture and Lighting, and join a small, collaborative team where every person’s work is seen and felt. This is a hands-on role with real ownership: you will be close to the product, close to our partners, and close to the decisions that move the category forward. If you love the craft of upholstery, get excited about a great fabric, and want to help build a department rather than step into a finished one, we would love to meet you. We are looking for a true partner who brings deep expertise, takes pride in owning results, and wants to grow with us for the long term. Responsibilities: Supplier Strategy and Relationships Own the sourcing strategy and supplier relationships for domestic Made to Order upholstery, upholstery fabric mills, and domestic textile converters Partner with the Senior Director of Sourcing, Furniture and Lighting, who owns international partner growth, on strategy and planning as we explore international Made to Order partners, bringing domestic insight so that every partner involved is set up for the best outcome Build and manage relationships with domestic and international textile mills and domestic textile converters to support the upholstery and curtain fabric assortment Evaluate the current supplier matrix and onboard new partners with the right quality, capacity, and lead times to support growth Allocate new designs to the suppliers best placed to execute the aesthetic and meet target cost Build supplier scorecards covering quality, on-time delivery, cost, and compliance, and lead regular business reviews to resolve performance issues Travel domestically at least quarterly to factories and mills to initiate new development, keep projects and production moving, audit quality, and build long-term partnerships Cost and Negotiation Develop negotiation strategies and lead negotiations on first cost, payment terms, minimums, and capacity commitments Understand the bill of materials and cost drivers for each product (frame, foam, fill, fabric, labor, finish, packaging) and use raw material trends to find savings Audit contract pricing and address unfavorable variances Prepare business cases and cost and benefit analyses for margin improvement initiatives, and present supplier strategy to the Senior Director of Sourcing, Furniture and Lighting and leadership. Product Development Manage all Made to Order upholstery development projects for current and future collections across a high SKU count, in close partnership with Product Development, Design, and Buying Review technical drawings and specifications with suppliers and deliver samples that match the intended design and quality standard Reduce development and production lead times, and support quick-ship programs where applicable Help build the processes, tools, and supplier standards this department will scale on as it grows Fabric Development and Mill Management Own fabric development from concept through production, partnering with mills and converters on new qualities, colorways, constructions, and finishes that are applied across our Made to Order upholstery and curtain programs Work closely with our Textile Sourcing team to align on mill strategy, shared suppliers, development calendars, and fabric standards across categories Manage day-to-day relationships with domestic and international textile mills and domestic textile converters, including pricing, minimums, lead times, quality, and capacity. Lead strike-offs, lab dips, and fabric approvals, and ensure each fabric meets performance, durability, and compliance requirements before it is approved for production Manage fabric projections, yields, and reorders for in-line upholstery and curtains, and drive fabric consistency across the assortment Run the swatch program for in-line fabrics, including distribution to internal and cross-functional teams Production, Compliance, and Quality Review production timelines and expedite where needed to protect launch and delivery dates Partner with our Compliance Manager on testing protocols and compliance for all Made to Order items and fabrics, including flammability, durability, and applicable federal and state regulations Partner with our Compliance Manager to monitor our GREENGUARD Gold certification for kids programs, and to support sustainability and hospitality initiatives with suppliers Partner with Operations on packaging that protects the product while controlling cost and damage rates Requirements: 7+ years of sourcing or product development experience in furniture, with a focus on Made to Order upholstery and fabrics Deep knowledge of upholstery construction Working knowledge of raw materials (wood, metal, natural materials, finishes) and how each affects cost, quality, and lead time Deep understanding of textile sourcing, including upholstery and performance fabrics, testing, and yields, with established relationships at textile mills and domestic textile converters Established relationships with quality furniture manufacturers, domestic and international. Proven negotiation results on first cost, terms, and margin improvement Experience with product testing, compliance, and packaging for furniture Comfortable reading technical drawings and CAD and communicating specifications clearly to designers and factories Experience managing a high SKU count across multiple suppliers and development calendars at once, with strong follow-through on dates. A self-starter who thrives with ownership and autonomy and is energized by building, not just maintaining Clear, professional communicator in writing and in person, with internal teams and external partners Ability to travel domestically at least quarterly, and more often as projects require, to factories, mills, and trade shows; occasional international travel Experience in the premium or luxury home furnishings segment, ideally with a DTC or e-commerce brand Experience with domestic and North American upholstery manufacturing (United States, Mexico, Canada) Experience working with overseas sourcing agents Familiarity with product lifecycle management (PLM) and enterprise resource planning (ERP) systems, such as NetSuite Openness to using AI and data tools for supplier discovery and cost analysis