Senior Director, Business to Business (B2B) Sales

Crate & Barrel • Northbrook, IL • 2h ago

The Senior Director, Business to Business (B2B) Sales provides strategic leadership and vision for Crate & Barrel's Regional Business Sales organization, driving growth, market expansion, and customer value across multiple regions and business verticals. This role is accountable for defining and executing the sales strategy that enables long-term revenue growth, deepens client relationships, and strengthens Crate & Barrel's position in the business and trade markets. As a senior member of the Business Sales leadership team, the Senior Director oversees the regional sales team, ensuring consistent execution, high performance, and alignment with company objectives. This leader partners closely with cross-functional executives in marketing, merchandising, operations, and finance to shape market strategy, optimize profitability, and deliver exceptional client experiences.

A day in the life as a Senior Director, Business to Business (B2B) Sales...

Lead and scale the B2B sales organization across multiple regions, setting the strategic vision, goals, and performance expectations

Develop and execute growth strategies that expand Crate & Barrel's footprint in the corporate, hospitality, and trade markets.Partner cross-functionally with Marketing, Merchandising, and Product teams to create targeted go-to-market plans and client solutions

Drive new business development while deepening relationships with existing clients to maximize customer lifetime value

Inspire, coach, and develop Senior and Regional Sales Managers, fostering a culture of collaboration, accountability, and excellence

Represent the B2B function in enterprise planning sessions and leadership forums, shaping strategy and influencing decision-making

Monitor performance metrics, sales pipeline health, and forecasting accuracy to ensure visibility and operational discipline

Collaborate with Operations, Logistics, and Customer Care to deliver a seamless, premium client experience from sale to delivery

Oversee regional budgets and resource allocation, ensuring alignment with financial goals and operational priorities

Champion diversity, inclusion, and professional development within the sales organization

Serve as a visible ambassador of the Crate & Barrel brand at industry events, trade shows, and client engagements

Partner with executive leadership to identify new opportunities, mitigate risks, and position the business for sustainable growth

What you'll bring to the table...

Proven ability to design and execute national or multi-regional B2B strategies that deliver sustainable revenue growth

Skilled in engaging C-suite leaders internally and externally; able to negotiate complex deals and shape organizational direction

Deep understanding of sales analytics, forecasting, and performance optimization using CRM and BI tools

Strong financial and operational management capabilities, including budgeting, resource allocation, and P&L influence

Experienced in leading through influence across cross-functional teams to deliver holistic client and business outcomes

Demonstrated success building and scaling high-performing, geographically distributed sales organizations

Thrives in a dynamic, high-growth, and rapidly evolving environment while maintaining focus on long-term strategic goals

We'd love to hear from you if you have...

12+ years of progressive B2B sales experience, including 7+ years leading multi-regional or national teams

Bachelor's degree required; MBA a plus

A proven track record of scaling business sales organizations and exceeding revenue goals

Strategic thinking and strong financial acumen with the ability to influence executive stakeholders

Exceptional leadership, communication, and relationship-building skills

Experience in home furnishings, design, corporate gifting, or adjacent industries preferred

Euromarket Designs, Inc., which does business as Crate and Barrel and CB2, will be referred to as "the Company". The Company is deeply committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please contact the location you are applying to here and ask to speak with a manager regarding the nature of your request. The Company is an equal opportunity employer; applicants are considered for all positions without regard to race, color, religious creed, sex, national origin, citizenship status, age, physical or mental disability, sexual orientation, gender identity, marital, parental, veteran or military status, unfavorable military discharge, or any other status protected by applicable federal, state or local law. The Company participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the US. State / City Compliance: The Company will consider for employment qualified applicants with criminal history, including arrest and conviction records, in accordance with the Los Angeles Fair Chance Initiative for Hiring and the San Francisco Fair Chance Ordinance.

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