Director of Sales-Luxury Portfolio in at RKG NEWCO LLC

Director of Sales, Luxury Portfolio

Business: Composition Brands
Portfolio: La Cornue, AGA & John Michael Studio
Reports to: VP of Sales
Location: Remote

Role Purpose

The Director of Sales, Luxury Portfolio, leads the commercial strategy and sales organization for the company’s luxury brands. The role is responsible for accelerating profitable growth, strengthening dealer and trade relationships, and ensuring that every customer and partner interaction reflects the portfolio’s ultra-luxury positioning.

Because luxury consumers are strongly influenced by designers, architects, builders, dealers, and other specifiers, this leader will build meaningful relationships across the design community and convert those relationships into sustained brand preference and commercial growth. The ideal candidate profile is a commercially disciplined, relationship-oriented sales leader who understands that ultra-luxury growth is built through trust, influence, presentation, and exceptional execution.

Primary Accountabilities

1. Luxury Portfolio Growth

• Own the go-to-market strategy for the European luxury product portfolio.
• Deliver top-line sales growth while maintaining healthy gross margins.
• Translate market intelligence, customer insight, and competitive activity into commercial priorities.
• Identify opportunities to expand awareness, specification, distribution, and share within the luxury market.
• Establish a disciplined operating rhythm to review performance, address risks, and accelerate opportunities.

2. Sales Team Leadership

• Lead, coach, and develop the Luxury Portfolio Sales Managers and the La Cornue Inside Sales Manager.
• Establish clear goals, KPIs, decision rights, and accountability standards.
• Build individual development plans and career pathways for team members.
• Create a high-performance culture grounded in accountability, customer focus, collaboration, and passion for the brands.
• Ensure the team has the knowledge, tools, and support required to represent the portfolio effectively.

3. Dealer Strategy and Performance

• Maintain the Château dealer roster and lead the strategy for displays, training, activation, and dealer engagement.
• Develop partnership standards for showroom displays, brand presentation, accessibility, and execution.
• Partner with Regional Directors to design and manage dealer programs, including VR, MDF, corporate support, and direct SPIFF programs.
• Strengthen dealer commitment while maintaining the pricing, presentation, and promotional discipline required to protect luxury brand perception.
• Evaluate dealer performance and recommend investments, corrective actions, or coverage changes.

4. Design Community Engagement

• Lead the Designer Program, including engagement strategies, incentives, and brand-building activities.
• Develop direct relationships with influential designers, architects, builders, specifiers, and luxury trade partners.
• Create programs that encourage product specification and long-term brand advocacy.
• Partner with Marketing to deliver experiences that build credibility and preference within the design community.
• Ensure trade engagement reflects the portfolio's elevated service and aesthetic standards.

5. Go-to-Market Programs and Brand Experience

• Develop sales programs, tools, and resources that enable revenue growth.
• Partner with Creative, Training, and Marketing teams to launch compelling brand stories, educational materials, and go-to-market campaigns.
• Ensure showroom execution and partner experiences consistently communicate each luxury brand's distinctive value.
• Balance commercial growth with disciplined stewardship of brand positioning.
• Translate portfolio strategy into clear field-facing priorities and activation plans.

6. Cross-Functional and Channel Leadership

• Improve coordination across Sales, Product, Supply Chain, Marketing, Creative, and Training.
• Work with Retail, Wholesale, and E-Commerce leaders to optimize distribution and elevate the client experience.
• Surface inventory, product availability, service, training, or execution risks that could affect commercial performance.
• Establish clear cross-functional ownership and escalation processes.
• Represent the luxury portfolio in executive planning and business reviews.

Success Measures

The Director will be successful when the luxury portfolio demonstrates:

• Profitable revenue growth and healthy gross margin performance.
• Increased specification and advocacy among designers, architects, builders, and trade partners.
• Stronger dealer engagement, execution, training participation, and showroom quality.
• Consistent luxury brand presentation across dealers and distribution channels.
• Effective return on dealer, display, MDF, SPIFF, and brand activation investments.
• Clear goals, accountability, and development plans across the sales team.
• Improved coordination among Sales, Marketing, Product, Supply Chain, Creative, and Training.
• A more consistent and elevated client experience across retail, wholesale, and e-commerce channels.

Experience and Qualifications Required

• 10 to 12 or more years of experience in luxury business development, account management, or sales within appliances, plumbing, lighting, furnishings, home design, or a related luxury category.
• At least five years of team leadership or direct managerial experience.
• Demonstrated ability to lead through cross-functional relationships.
• Strong understanding of luxury consumer behavior, high-touch clienteling, and relationship-led selling.
• Strong analytical capability, commercial judgment, people leadership, and business acumen.
• Exceptional executive communication, negotiation, and stakeholder-management skills.
• Bachelor’s degree in Business, Marketing, Design, or a related field.

Preferred

• MBA or relevant master’s degree.
• Experience leading a multi-brand luxury portfolio.
• Experience developing relationships with designers, architects, builders, dealers, and specifiers.
• Experience creating dealer programs, showroom standards, sales incentives, and trade-engagement strategies.
• Familiarity with premium or luxury products involving complex configurations, longer sales cycles, and consultative purchasing decisions.

Leadership Competencies

• Commercial Ownership: Takes responsibility for revenue, margin, execution, and portfolio performance. Uses data and judgment to set priorities and make timely decisions.
• Luxury Brand Stewardship: Understands that growth and exclusivity must be managed together. Protects brand value through disciplined distribution, presentation, pricing, promotion, and partner selection.
• Relationship Building: Builds trusted, lasting relationships with dealers, designers, architects, builders, customers, and internal partners.
• People Leadership: Sets clear expectations, gives direct and constructive feedback, develops talent, and creates meaningful accountability.
• Customer First: Designs programs and decisions around the needs of luxury clients, trade professionals, and dealer partners without compromising brand standards.
• Strategic Clarity: Converts complex portfolio goals into focused plans, clear responsibilities, and measurable outcomes.
• Executive Influence: Communicates credibly with senior leaders and aligns stakeholders with different priorities.
• Elevated Aesthetic Judgment: Recognizes the importance of presentation, environment, storytelling, and detail in creating a credible luxury experience.