Hospitality Development & Sales Lead in Summit, New Jersey at Boll & Branch

Boll & Branch is expanding into the hospitality sector, and we are looking for a commercial builder who can bridge strategic product development with outbound sales execution. This role owns the hospitality vertical end to end — partnering with Product Development, Design, Merchandising, and Planning to define and create Boll & Branch's first hospitality-grade offering, then leading go-to-market execution across luxury hotel groups, boutique and independent properties, resorts, and airlines/cruise.

This is a truly unique opportunity. There is essentially no existing hospitality revenue, minimal existing accounts, and no hospitality-specific product today. The right candidate is energized by establishing a business unit from the ground up and driven by outbound business development.

This role reports to SVP, Strategic Initiatives.

What You'll Do:

• Build the commercial offering. Partner with Product Development, Design, Merchandising, and Planning to establish Boll & Branch's first hospitality assortment — defining durability and quality specifications suited to contract use, assortment architecture, and pricing/MOQ structure appropriate for hospitality procurement.
• Execute the go-to-market strategy. Build and execute the segment prioritization, positioning, and go-to-market plan for hospitality from scratch, spanning elevated major hotel brands/groups, boutique and independent hotels, resorts, and airlines/cruise.
• Drive outbound business development. Actively source, pitch, and close new accounts using existing industry relationships and by building new ones — this role is expected to open doors, not just manage inbound interest.
• Own the deal cycle. Manage the full sales cycle — RFPs, sampling, proposals, pricing/contract negotiation — and hand off cleanly to Operations and Finance for fulfillment and ongoing account support.
• Represent Boll & Branch in the industry. Attend hospitality and design trade events (e.g., HD Expo, BDNY, hotel-group supplier days) to build pipeline and brand visibility in the category.
• Report and forecast. Establish pipeline tracking, demand forecasting, and revenue reporting systems for this new line of business, providing regular performance visibility to executive leadership.
• Protect brand standards. Ensure every hospitality placement reflects Boll & Branch's quality and brand positioning — this is an elevated hospitality program, not a budget supply contract.

What You Bring:

• 7+ years in B2B/contract sales within home textiles, hospitality supply, or a related category, with direct experience selling into hospitality accounts (hotel groups, boutique properties, resorts, airlines/cruise).
• Background in the home/textiles category strongly preferred, with a track record of translating a retail or DTC product into a hospitality contract-grade offering.
• A builder — demonstrated success launching or scaling a business, territory, or category from zero, and you're comfortable without an established playbook, accounts, or product on day one.
• Existing relationships with hospitality procurement, interior design, and purchasing contacts are a strong plus.
• Relentlessly Relationship Focused – Strong cross-functional collaborator with the ability to influence Product Creation, Merchandising, Planning and Finance partners at all levels without formal authority.
• Comfortable building revenue models, margin goals, and pipeline forecasts for a new line of business with limited historical data.
• Adaptable — you're building the product and the go-to-market plan at the same time, with no precedent at Boll & Branch to lean on; you'll reassess as you learn what’s working and adjust without losing momentum.
• Drives Quality Results — there's no existing playbook and limited early data to work from. You'll use judgment to prioritize the highest-impact segments and accounts first, hold the line on quality even as you move fast to get the offering to market, and use tools — including AI — to sharpen forecasting and pipeline decisions rather than guess.
• Does the right thing - you'll be realistic in forecasting and reporting on a business that, in year one, has more unknowns than knowns.
• Willingness and ability to travel regularly (estimated 30–50% time for client meetings, site visits, industry trade shows, company events, etc.)

This role is based in our Summit, NJ headquarters. To support our business and company culture, we work together in person a minimum of two days per week (Tuesdays and Thursdays) with flexibility to work remotely on other days. Occasional work from one of our other offices and/or stores may be required.

The annual base salary range for this role is $100,000 to $150,000. New hires are typically brought in between the minimum and midpoint based on qualifications, internal equity, and the budgeted amount for the role. Base salary is one part of a total rewards package. In addition to your base compensation, you may be eligible to be part of the Company’s annual bonus program with a non-binding Company and individual performance-based target bonus.

This role is not eligible for relocation assistance. Additionally, Boll & Branch will not commence an immigration case or "sponsor" an individual for this position (for example, H-1B or other employment-based immigration).

The above is a comprehensive, but not exhaustive, description of requirements and expectations that may evolve over time based on business needs. You must be able to complete all physical requirements of the job with or without a reasonable accommodation.

What We Offer:

• Medical, Dental, Vision, and Life/AD&D insurance
• Commuter Benefits, HSA/FSA, STD/LTD, and Employee Assistance Program
• Family-Planning Services, Gender-affirming healthcare, and Health Advocacy Program
• Fitness Reimbursement Program, 401(k), Paid Time Off, and an Employee Discount

Who We Are:

At Boll & Branch, we don’t make bedding like everyone else. We make it better.

In 2014, our founders, Scott and Missy Tannen, challenged every conventional standard in the textile industry, creating a new supply chain that prioritized thread quality, not thread count. By investing exclusively in 100% organic raw materials from the start, we became the first bedding company ever to be Fair Trade Certified. Today, we keep five commitments at the heart of everything we do. We are:

• Cultivators of the Highest Quality Threads
• Pioneers in 100% Organic Cotton
• Free from Toxins at Every Step
• 100% Traceable from Farm to Finish
• Committed to Fair and Ethical Treatment for All

Boll & Branch has over 250 employees, and we are headquartered in Summit, NJ, with a second office in New York, NY and a dedicated Photo Studio in New Providence, NJ. In 2019, to propel our growth, we raised $100M from L Catterton, a leading consumer goods private equity fund. We are also progressively expanding our retail and wholesale footprint. While the heart of our business lies in the direct-to-consumer online model, we also have several retail stores around the country as well as partnerships with Bloomingdales and Nordstrom.

Boll & Branch LLC is an equal opportunity employer.