Territory Representative - Wholesale

About the role

Remote Territory Sales Representative covering the Mid‑Atlantic region (Washington DC, Maryland, Virginia, Delaware, Eastern Pennsylvania). Manage and expand customer relationships, exceed sales goals, and identify new business opportunities for Gabriella White’s wholesale brands.

About the Company

Gabriella White is home to the family of brands Gabby and Summer Classics. Family‑owned and operated since 1987, the company furnishes life's best moments with luxury outdoor living and transitional, eclectic furniture and accessories. Core values: Dedication, Enthusiasm, Synergy, Integrity, Goal‑Oriented, Nimble (DESIGN). As a premier innovator, manufacturer, and retailer, the brands are loved by designers and design‑conscious consumers.

Responsibilities

• Prospects and builds a network for new business opportunities and referrals.
• Develops sales leads within the territory and follows up as needed, identifying decision‑makers to start the sales process.
• Collaborates with Wholesale Leadership to determine essential strategic approaches for increasing sales.
• Negotiates sales deals with a 70% or greater closing rate.
• Attends sales group meetings concerning sales targets or forecasts, reporting on the market situation in the assigned territory.
• Handles cancellations or changes in sales orders and communicates the changes to related departments.
• Coordinates with customer service for order status to ensure timely delivery to clients.
• Keeps records of sales calls, contacts, and meetings, and reports regularly to the VP of Wholesale Sales.
• Attends industry conferences to develop expertise, build a network, and stay on top of trends.

How Success is Measured

• Lead conversion
• Order volume compared to plan
• Revenue dollars compared to plan

Requirements

• Four‑year bachelor’s degree from an accredited college or university preferred.
• Three to four years’ proven experience in sales, preferably in high‑end furniture or other home furnishing or luxury goods; prior experience with Summer Classics and/or Gabby brands a plus.
• Excellent written and verbal communication and interpersonal skills.
• Strong organizational skills and drive for results.
• Self‑motivated and self‑directed, with exceptional interpersonal and negotiation skills.
• Ability to set and manage priorities and versed in cold‑calling sales techniques.
• Demonstrated sales track record with a high ratio of closing conversions.

Benefits

• Competitive health, dental, and vision plans.
• 401(k) plan with match after 12 months.
• Paid sick, vacation, holidays, and paid parental time.
• Generous Employee Product Purchase discount.