Job Description

G|M Business Interiors is southern California’s premier dealer for Miller Knoll furniture. We specialize in office furniture planning, specification, procurement, project management, delivery, installation, reconfiguration, and complete asset management. With our history dating back to 1944, G|M’s success continues because of our team of dedicated and professional employees, who embrace passion for excellent furniture design, operational proficiency and most importantly, delighted customers!

As an ESOP company, G|M Business Interiors is proudly employee-owned. Our employee-owners share in the company's success and are committed to collaboration, accountability, and delivering exceptional results for our clients. Every G|M team member makes an impact, contributes to a legacy of excellence, and builds long-term value through employee ownership.

ROLE SUMMARY

The Market Director is responsible for driving business growth throughout the Inland Empire market by developing new client relationships, expanding opportunities within existing G|M accounts, and leading the Inland Empire sales team.

This position serves as the catalyst for new business development and guides team members in converting opportunities into long-term client relationships. The role provides leadership and coaching to Account Executives and Account Managers, aligning team members with opportunities based on their strengths, experience, and geographic coverage.

Success in this role requires a strong personal commitment to business development and a passion for developing team members who consistently deliver on the G|M Promise and our Client First philosophy.

ESSENTIAL DUTIES & RESPONSIBILITIES

Business Development Strategy and Execution

• Develop and execute a written business development plan with measurable goals, quantifiable action steps, and defined performance indicators.
• Drive new business acquisition and sustainable growth across all relevant vertical markets, including Private Enterprise, Federal and Local Government, and Education.
• Identify, research, and pursue target prospects using a structured A-B-C prioritization system.
• Develop strategies to engage both competitively held organizations and “Blue Ocean” prospects.
• Lead First-Time Appointments (FTAs), showroom tours, and other prospect engagement activities, demonstrating effective techniques that team members can replicate.

Team Leadership, Coaching, and Development

• Provide leadership and coaching to Account Executives and Account Managers in the Riverside office.
• Develop team members’ prospecting, networking, relationship-building, presentation, and opportunity-conversion skills through hands-on coaching and demonstrated best practices.
• Help team members incorporate business development activities into their weekly schedules while balancing account management responsibilities.
• Conduct monthly one-on-one meetings with each direct report to review call sheets, quotes, prospect pipelines, account performance, and progress toward goals.
• Conduct quarterly Team Member Excellence Reports to assess individual performance and development.

Strategic Industry Partnerships

• Cultivate relationships with industry partners, including architects and designers (A+D), construction management firms, real estate brokers, and general contractors.
• Develop and maintain a prioritized partner target list and a collaborative “War Room” to coordinate relationship-building strategies, market intelligence, and business development opportunities.
• Establish G|M as a trusted partner by highlighting our expertise, capabilities, execution, and value for their clients.
• Track progress and identify opportunities to build a pipeline of referrals, projects, and new client relationships.

Prospect Pipeline and Opportunity Management

• Lead the identification, qualification, and advancement of prospective clients and new business opportunities.
• Ensure team members maintain accurate prospect information and proactively pursue next steps.
• Determine the appropriate level of involvement and resources required to position G|M for success.
• Partner with the Market President and other key stakeholders to develop and execute win strategies for qualified opportunities.

Marketing, Market Research, and Lead Generation

• Partner with Marketing and Visualization departments to develop and leverage compelling sales tools, presentations, showroom experiences, and other resources that differentiate G|M and support successful First-Time Appointments.
• Collaborate closely with the Digital Marketing Manager to maximize the use of lead-generation software, prospect research, contact data, and outreach strategies.
• Identify target organizations and decision-makers and translate research into actionable prospecting plans.

Cross-Functional Collaboration

• Collaborate with leaders and team members across G|M to develop compelling solutions and strengthen the company’s competitive position.
• Engage the appropriate subject-matter experts to support presentations, showroom tours, product demonstrations, and project-specific opportunities.

Sales Quality, Client Stewardship, and Operational Excellence

• Model and reinforce the G|M Promise, Client First philosophy, and company DNA in all client, prospect, partner, and team interactions.
• Review quotes, proposals, and other sales deliverables as appropriate to ensure accuracy, quality, and alignment with client expectations.
• Hold team members accountable for managing their accounts, internal micro-teams, and individual responsibilities.
• Support ethical, responsible client stewardship by ensuring that commitments are realistic, communications are timely, and proposed solutions reflect G|M’s capabilities.
• Partner with the Director of Sales Operations to reinforce G|M’s POP principles, processes, and operating standards.

The Market Director is responsible for managing their schedule and priorities to meet objectives and support the success of the team. The role requires flexibility and professional judgment necessary to fulfill responsibilities while maintaining effective time management and a work-life balance.

Regular in-office presence at the Riverside location is expected to provide accessible leadership, facilitate collaboration, support team development, and reinforce a strong, connected office culture.

QUALIFICATIONS

• Demonstrated success in business development and sales leadership.
• Ability to analyze prospect pipelines, sales activity, and business performance to identify opportunities and drive growth.
• Proven leadership and coaching skills, including the ability to develop sales talent and establish accountability for measurable results.
• Excellent networking, relationship-building, presentation, negotiation, and communication skills.
• Strong organizational, planning, prioritization, and time-management skills.
• Proficient in Microsoft Office applications including Outlook, Excel, Word, Power Point.
• Positive, solutions-oriented attitude and a commitment to Client First philosophy.
• Ability to differentiate G|M’s capabilities and value proposition in competitive and emerging markets.

COMPENSATION & BENEFITS

Annual salary starts at $150,000 per year, plus commission and incentive plan. Paid time off, health insurance benefits, a 401(k) plan and an employee stock ownership plan are available for eligible team members.

This job description provides information about the general nature and level of work performed by team members assigned to this classification. It is not an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. A team member may be required to perform duties outside of normal responsibilities from time to time and at any time, as needed.

G|M Business Interiors is an Equal Opportunity Employer.