Head of Sales & Business Development (Home Furnishing Business)

About the Role

We are seeking a commercially driven and strategic Head of Sales & Business Development to lead and grow domestic and international sales across B2B project sales and B2C retail channels. Responsible for managing a revenue portfolio of approximately THB 200 million PA with a target growth of 10%+ year-on-year over the next three years, leading sales strategy, pipeline management, sales conversion, customer relationship development, retail performance and project sales execution while building a high-performing team culture.

Key Responsibilities

• Develop and implement commercial strategy, sales pipeline and business growth plans to achieve annual revenue and profitability targets across B2B and B2C channels.
• Lead annual budgeting, revenue forecasting, gross margin management, pricing, sales planning and P&L management.
• Monitor market trends, competitor activities and customer demands and provide proactive feedback to product development to support future launches.
• Ensure high levels of customer satisfaction, loyalty and retention by developing and monitoring SLAs, trade agreements and operating policies.
• Handle escalated customer claims, complaints and commercial disputes while protecting company reputation and commercial interests.
• Drive CRM adoption and best practices across the commercial organization and monitor sales performance metrics, providing regular business reviews to the Chief Commercial Officer.

B2B – Project Sales (Domestic & International)

• Build, manage and strengthen a healthy sales pipeline across all channels, including specification-driven project sales.
• Develop structured sales planning processes including forecasting, pipeline reviews, opportunity tracking and conversion management.
• Identify new market opportunities, customer segments and geographic expansion opportunities and secure new business, specifications and project orders to meet revenue targets.
• Strengthen relationships with specification influencers and decision-makers and expand specification-driven opportunities in hospitality, residential, commercial and luxury sectors.
• Drive tender participation, project pipeline management and commercial negotiations to secure project awards and purchase orders.
• Collaborate with operations, quality and technical teams to deliver client solutions.

B2C – Domestic Sales (Full-Price Showroom & Factory Sales Outlet)

• Monitor store performance and margin optimisation to achieve sales productivity, conversion and customer experience targets.
• Develop promotional campaigns and retail initiatives to increase traffic and basket size while protecting brand equity.
• Partner with marketing to enhance omnichannel customer engagement and ensure retail teams deliver excellent customer service and strong customer relationships.

Team Leadership & Team Development

• Lead, mentor and develop a commercial organisation of approximately 25 employees and directly manage and coach 4 sales leadership team members.
• Establish KPIs, accountability structures and performance management systems and foster a high-performance, collaborative and customer-centric culture.
• Strengthen organisational capabilities in project sales, consultative selling, pipeline management, retail excellence and customer relationship management.
• Support succession planning, talent development, recruitment and retention of high-performing commercial talent.

Qualifications / Requirements

• Deep experience in interior textiles, furnishing materials, luxury retail, architectural products or hospitality-related industries with proven track record in specification-driven project sales and consumer retail businesses.
• Proven experience managing revenue portfolios and delivering year-on-year growth (reference: ~THB 200 million PA and 10%+ YoY growth targets).
• Experience with P&L management, budgeting, forecasting, pricing and margin management.
• Track record of building and leading sales teams, driving CRM adoption and executing commercial negotiations and tenders.
• Ability to work cross-functionally with product, operations, quality and marketing teams to deliver commercial outcomes.