Flute Authority Dealer Sales Specialist in Iowa City, Iowa at WEST MUSIC CO INC

Summary:

Flute Authority is seeking a relationship-driven sales professional to grow revenue by cultivating strong partnerships with musical instrument dealers throughout North America. A division of West Music, Flute Authority is the exclusive distributor of Miyazawa, Sankyo, and Trevor James flutes and Hammig piccolos throughout North and South America.

Success in this role comes from building strong dealer relationships, proactively pursuing new business, identifying growth opportunities, and helping dealers increase sales.

The Dealer Sales Specialist manages a portfolio of dealer accounts and is responsible for achieving sales goals through strategic account management, disciplined sales activity, and business development. Daily responsibilities include prospecting, outbound sales calls, dealer meetings, sales pipeline management, closing sales, and expanding Flute Authority's presence within dealer markets. While the balance can vary, this role typically focuses 80% developing existing accounts and 20% on acquiring new business.

This consultative, relationship-based sales role follows a defined sales process supported by HubSpot CRM. The Dealer Sales Specialist will have meaningful ownership of their account portfolio, direct access to sales leadership, and the opportunity to influence how Flute Authority grows its dealer network.

An appreciation for music and music education is valuable, but the ideal candidate does not need to be a flutist. We are seeking an accomplished salesperson who enjoys building relationships, solving business problems, and helping independent music retailers succeed.

Essential Duties & Responsibilities

Note: Responsibilities include, but are not limited to, the following. Other duties may be assigned as business needs evolve.

Business Development & Sales

• Achieve established sales and revenue goals through disciplined execution of the company's sales strategy, leveraging personal selling effectiveness, consultative problem-solving, and relationship management skills to create customer value.
• Develop and execute account plans that identify opportunities for dealer growth.
• Prospect for and cultivate new dealer relationships through outbound phone calls, email, referrals, networking, and industry events.
• Generate qualified opportunities and successfully onboard new dealer accounts.
• Increase dealer product representation ("shelf space"), inventory investment, and overall sales performance.
• Conduct regular sales conversations that uncover dealer needs, identify opportunities, and recommend solutions that create mutual success.
• Negotiate and close opportunities while strengthening long-term dealer relationships.
• Maintain an active sales pipeline and consistently move opportunities through the sales process.

Account Management & Dealer Success

• Serve as the primary sales contact for assigned dealer accounts.
• Develop trusted relationships with dealer owners, managers, and sales staff.
• Conduct regular business reviews to evaluate performance, identify opportunities, and establish action plans.
• Provide sales and product training that helps dealers confidently recommend and sell our products.
• Lead dealer meetings regarding new products, promotions, pricing, merchandising, and sales initiatives.
• Collaborate with dealers to improve inventory mix, merchandising, and sell-through.

Sales Execution & CRM

• Maintain accurate account information, sales opportunities, and activity within HubSpot CRM.
• Plan and execute consistent outbound sales activities including calls, emails, follow-up, and scheduled meetings.
• Track progress toward individual sales goals and key performance metrics.
• Prepare sales forecasts, account updates, and pipeline reports.
• Collaborate closely with the Director of Sales through regular coaching, pipeline reviews, and strategy sessions.

Market Development

• Represent Flute Authority at on-site trainings and events at dealer locations, trade shows, conferences, and industry events.
• Stay informed about competitive products, pricing, and market trends.
• Share market intelligence and dealer feedback with the Sales Team, Marketing, Repair Team, and Leadership.
• Work collaboratively with Marketing and Operations to support dealer promotions and sales initiatives.

What Success Looks Like

A successful Dealer Sales Specialist consistently:

• Meets or exceeds assigned sales goals.
• Develops a healthy pipeline of qualified dealer opportunities.
• Opens new dealer accounts and expands existing relationships.
• Increases dealer inventory investment and product representation.
• Demonstrates disciplined use of HubSpot CRM and sales processes.
• Earns the trust of dealers by providing valuable business insights and responsive service.
• Continuously improves through coaching, feedback, and professional development.

Education, Experience & Qualifications

Required Qualifications

• 3+ years of successful sales experience with a proven history of achieving or exceeding sales goals.
• Strong relationship building and consultative selling skills.
• Experience managing a sales pipeline using CRM software (HubSpot preferred.)
• Comfortable making outbound sales calls and initiating conversations with business owners and decision makers.
• Strong verbal presentation, negotiation, and communication skills.
• Self-motivated with excellent organization, follow-through, and time management.
• Ability to travel approximately 8–10 trips annually.
• Valid driver's license and ability to be insured under company policy.

Desired Qualifications

• Experience selling through dealer, distributor, or wholesale channels.
• Experience in the music products industry or another specialty retail market.
• Strong presentation skills in both virtual and in-person settings with interactions ranging from one-on-one to large groups.
• Passion for music and music education is strongly preferred. Experience playing an instrument is beneficial but not required.

Key Competencies

• Sales Drive – Motivated by achieving goals, creating opportunities, and growing revenue.
• Relationship Selling – Builds trust through curiosity, listening, and a genuine desire to help customers succeed.
• Business Development – Enjoys prospecting, opening doors, and creating new opportunities.
• Consultative Selling – Understands customer challenges and recommends solutions that create long-term value.
• Coachability – Actively seeks feedback, embraces coaching, and continuously improves sales skills.
• Accountability – Takes ownership of results, activity, and commitments.
• Communication – Confident communicating with business owners, executives, and sales professionals.
• Adaptability – Thrives in a changing environment and adjusts quickly to new opportunities and priorities.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is frequently required to sit, use hands to handle objects or controls, and reach with arms. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required include close vision, distance vision, and the ability to adjust focus.

West Music is an equal opportunity, equal access employer committed to a diverse workforce. The above information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.