Renovation Brands

Compensation

Full Description

Director of Sales   Hearth Brands @ Renovation Brands     About This Position:   Renovation Brands is seeking a highly motivated Director of Sales to oversee and drive revenue growth within our retail, marketplace, and owned e-commerce channels at Hearth Brands, which consists of Electric Fireplaces Direct, Mantels Direct, and Modern Ember .   This role will lead and scale a team of direct sales professionals focused on inbound and outbound lead conversion, commercial and trade sales, and customer experience optimization in addition to owning the commercial performance of the business across Home Depot, Lowe’s, Wayfair, Amazon, and other key online retailers.   As a senior leader, this position will develop and implement strategies spanning ecommerce retail sales, direct sales, lead management, and conversion optimization. The Director will collaborate closely with teams in Marketing, Merchandising, Brand, Operations, and Customer Service. This role is responsible for top-line growth, contribution margin, operating leverage, and team performance, continuously driving improvements throughout the customer journey.     * Location:  Remote with occasional travel to our Hearth Brands office in Florence, AL or retailer visits based on business needs. * Reports to:  General Manager of Hearth Brands. * Base Salary Range:   $130,000 - $140,000 (experience & interview performance will determine actual number within the range). * Annual Discretionary Bonus:  eligible for 20% of base salary. (Linked to revenue and profitability performance.)     What You’ll Do:   Direct Sales & Commercial Growth * Lead, coach, and scale a team of direct sales representatives supporting Hearth Brands (Electric Fireplaces Direct, Mantels Direct, and Modern Ember). * Own the end-to-end lead management strategy, including inbound lead routing, speed-to-lead, CRM utilization, pipeline visibility, and follow-up standards. * Drive growth in commercial, trade, and project-based sales, including large-ticket and multi-unit opportunities with repeat customer potential. * Partner with Marketing to improve lead quality, attribution, and alignment between paid media, organic traffic, and sales conversion. * Establish and optimize sales processes that improve close rates, average order value, and customer satisfaction. * Develop sales targets, performance metrics, and compensation and incentive structures aligned to company goals.   Conversion Rate & Customer Journey Optimization * Identify friction points across the ecommerce and sales funnel and implement improvements to increase conversion. * Leverage analytics, testing, and customer insights to improve performance across phone, chat, and digital channels. * Ensure a seamless handoff between ecommerce, direct sales, customer service, and post-purchase support. * Champion a customer-first mindset while balancing speed, efficiency, and profitability.   Ecommerce & Marketplace Leadership * Own and execute the ecommerce growth strategy across Amazon, Wayfair, Lowe’s, Home Depot, and other wholesale marketplaces with clear revenue and margin targets. * Serve as the senior point of contact with retail buyers and wholesale partners, balancing performance optimization with long-term brand positioning. * Partner with merchandising & brand on strategy across pricing, promotions, merchandising, logistics, content, and customer experience to maximize profit contribution. * Oversee forecasting, inventory planning, and performance reporting to support scalable, capital-efficient growth. * Monitor and optimize KPIs including traffic, conversion rate, margin, advertising efficiency, and contribution profit. * Identify and launch new wholesale, dealer, and marketplace opportunities aligned with brand and profitability goals.   Leadership & Cross-Functional Collaboration * Lead, mentor, and develop high-performing ecommerce and sales team members in a remote-first environment. * Partner closely with Marketing, Merchandising, Brand, Operations, and Customer Service leadership to align on growth initiatives. * Translate data and insights into clear recommendations and executive-level  narratives. * Drive operational excellence through clear processes, accountability, and continuous improvement.     What We’re Looking For:   * 5+ years of experience managing and developing direct sales or inside sales teams. * 12+ years of total experience within ecommerce, marketplace, or digital sales businesses at scale. * Entrepreneurial mindset with comfort operating in a fast-paced, growth-oriented environment. * Excellent background working with major online retail platforms (Lowe’s, Home Depot, Wayfair & Amazon). * Experience with lead tracking, CRM systems, and sales funnel optimization. * Demonstrated success driving conversion rate improvement and revenue growth. * Utilization of Artificial Intelligence to source new outbound leads, manage current leads, improve efficiencies, and reduce costs. * Keen analytical skills with the ability to translate data into action. * Excellent leadership, communication, and cross-functional influence skills.     Preferred Qualifications:   * Bachelor’s degree in Business, Sales, Marketing, or a related. * Small to mid-size business experience within a sales role. * Previous experience managing, coaching, and elevating a tenured sales team of 5-10. * Experience with commercial, B2B, or project-based sales. * NetSuite CRM experience is a plus.     Candidate Experience:     * Ensuring a smooth and enjoyable candidate experience is very important to us at Renovation Brands.  For transparency, our interview process varies in length, depending on the position and appropriate number of interview stages.     * Collaboration is a key proponent of success at Renovation Brands, which is on display during our interview process for a number of positions where it is common to have members of our Senior Leadership Team as well as your future manager partake as Interviewers.  This provides candidates with immediate facetime and rapport building.        Artificial Intelligence (AI) Usage:   We recognize that AI tools can be helpful in preparing for the job search process. To ensure a fair and transparent evaluation, we ask that candidates represent their own work and responses throughout our hiring process. While candidates may use AI tools for preparation, all assessments and interviews must reflect their own experience and capabilities.     About Renovation Brands:   Home is one of the most sacred places, where everything is more personal and where memories are made. At Renovation Brands, we have a tremendous opportunity to create engaging experiences and lasting relationships with our consumers.    Our focus is on creating design-rich home improvement product offerings via Ecommerce that offer innovation that matters to consumers and enhances not only their environment and aesthetics but also the way they live.     Commitment to Diversity:     At Renovation Brands, we value an inclusive, transparent work environment where every voice is heard. We embrace our differences and believe that when you feel welcomed, valued, and empowered, it drives innovation and strengthens our culture.   As we grow, bringing on great talent is key to achieving our mission. From California to New York, our diverse team collaborates on groundbreaking Ecommerce projects nationwide. We believe our diversity makes us stronger and better equipped to serve customers globally.     Our Benefits:   At Renovation Brands, we have you covered when it comes to our comprehensive Benefits Package, including:  * Competitive Base Salary in line with market expectations * Medical, Dental, and Vision plans * 401(k) Safe Harbor Plan with 4% employer match dollar for dollar * Paid vacation allocated by position, and numerous paid holidays * Paid Parental Leave * Paid Sick Days (based on applicable state laws) * Employee Discount program across all brands at a price of 10%-20% above cost * Voluntary Life Insurance & Disability Insurance * Voluntary Accident & Critical Illness Insurance * Employee Referral Program w/Monetary Bonus * Discounts through LifeMart   Our Mission:   Empowering our customers to bring their visions to life.   Our Culture & Values:   Our employees are our most precious resource. We want to create an environment where people build on each other’s ideas, are empowered within their roles to drive growth, and use our consumer insight tools to better serve all of our constituents.    Our foundation is supported by five (5) core values that serve as pillars of our culture:    * Empower the Customer – This is about their vision, not ours.  * Think big. Move fast – We sprint when others stroll.  * We’re a team first – Period.  * Fearlessly Transparent – Robust debate, wholehearted respect, and commitment required.  * Do’ers Not Dreamers – We get more done with a match than other companies do with a blowtorch.      Our Brands:   American Tin Ceilings | Reggio Registers | Baseboarders | RTA Cabinet Store | Electric Fireplaces Direct | Mantels Direct | Trueform Concrete & Blendhouse | Cast & Bevel | Vent Covers Unlimited | Madelyn Carter   Visit us @ RenovationBrands.com [http://www.renovationbrands.com/] & on LinkedIn @ Renovation Brands - LinkedIn [http://www.linkedin.com/company/renovationbrands/]