ORCA Senior Sales Manager

Who we are: 

At ORCA, we believe nature can heal the human condition. We use plants and natural materials in their rawest forms to re/connect humans with earth. 

What we are looking for: 

The Senior Sales Manager is responsible for developing and executing ORCA’s product sales strategy, generating new demand, and driving profitable revenue growth. They identify priority markets, build strategic relationships, and create a repeatable approach to acquiring and growing customer accounts. The role combines commercial planning, proactive business development, hands-on selling, and sales leadership, working closely with ORCA leadership, Marketing, Trade and Showroom, Customer Experience, and Product Operations.

Responsibilities: 

Sales Strategy and Growth Planning

  • Develop and own a sales plan with clear revenue goals, pipeline targets, priority customer segments, and market opportunities.
  • Identify growth opportunities across trade accounts, geographic markets, and product categories; translate priorities into quarterly action plans.
  • Build account and territory plans that focus sales activity on opportunities with strong revenue potential and brand alignment.

Demand Generation and New Business Development

  • Create qualified demand through targeted outbound outreach, referrals, partnerships, firm presentations, and industry events.
  • Build relationships with architects, landscape architects, designers, builders, and developers before product selections are finalized.
  • Partner with Marketing on campaigns and product launches with clear target audiences, sales follow-up plans, and revenue objectives.

Strategic Accounts and Sales Execution

  • Personally develop and close high-value opportunities, managing discovery, product positioning, proposals, negotiation, and commercial commitments.
  • Build long-term relationships with key firms and decision-makers to earn repeat specifications and business across multiple projects.
  • Create growth plans for priority accounts, including new relationships, additional product categories, and upcoming projects.

Sales Leadership and Performance Management

  • Establish clear sales stages, qualification standards, follow-up expectations, and CRM reporting practices.
  • Provide leadership with reliable revenue forecasts, performance reporting, and early visibility into risks and opportunities.
  • Coach sales and trade-facing team members on prospecting, account development, consultative selling, and negotiation.
  • Recommend sales team capabilities, tools, and staffing needs as the business grows.

Cross-Functional Commercial Planning

  • Share demand forecasts and upcoming project requirements with Product Operations to inform inventory and purchasing decisions.
  • Bring customer needs, product feedback, and lost-sale insights into product and launch planning.
  • Align with Marketing on messaging, target accounts, and the conversion of campaign interest into qualified sales opportunities.
  • Partner with Trade and Showroom teams on events and presentations that support broader sales priorities.

Qualifications 

  • 7+ years of progressive sales or business development experience, ideally in architectural materials, outdoor products, furnishings, or a related design-focused business.
  • Demonstrated experience personally generating demand and building qualified pipelines through proactive outreach, partnerships, and account development.
  • Proven ability to develop and execute a sales strategy, with measurable results in new business, revenue growth, and account expansion.
  • Experience with project-based or specification-driven sales and relationships across the architecture, design, or building community.
  • Strong commercial judgment, negotiation skills, and experience managing strategic accounts and complex opportunities.
  • Experience using CRM systems, pipeline data, and forecasts to guide decisions and improve sales performance.
  • Ability to coach others, establish effective sales processes, and work across teams while remaining actively involved in selling.

About the Role 

  • Full time - contract to hire anticipated three months
  • Based in Los Angeles
  • In office 3 times a week. We are located in Highland Park
  • Field time and some travel required

To apply, please email showroom@orcaliving.com with the subject line: ORCA Senior Sales Manager. Please include your resume, salary expectations, location, and a short note about why you think you'd be a good fit.