Business Development Manager (Stockist Channel) - Remote, CaliforniaThe Stockist Business Development Manager is a senior, field-based sales professional responsible for growing product adoption and revenue through our Stockist channel. This role works directly with professional painters, contractor sales teams at 3rd party retail partners, and Farrow & Ball showroom teams. As an ambassador for the Farrow & Ball brand, this role provides painter education, drives awareness, and represents the company at product demonstrations, training events, on-site visits, ride-alongs, virtual presentations, and in-store engagements. Frequent regional travel is required, up to 70%, across key California markets and select West Coast areas.
The ideal candidate has strong experience in the paint category, a passion for consultative and relationship-based selling, and a solid understanding of the products and application needs of professional painters. The role is central to our trade growth strategy, helping expand painter loyalty, increase 3rd party sales, and support showroom sales.
Key Responsibilities- Create and execute a targeted growth plan for the assigned territory.
- Achieve business plan and sales revenue targets.
- Build strong relationships with key Stockist Partners and grow sales through existing distribution.
- Prospect and secure new Stockist accounts to increase sales and geographic distribution.
- Build same-store sales in line with targets.
- Train Stockists, professional painters, contractors, and designers on product, color, and application knowledge.
- Work with outside sales teams to drive product specifications through to painting contractors.
- Drive Stockist, consumer, and contractor engagement through training, events, trade shows, and lead generation.
- Serve as the market expert on Farrow & Ball products, color, and specifications.
- Monitor inventory and ensure appropriate stock levels and product mix.
- Maintain customer records, sales activity reports, and account forecasts.
- Provide exceptional customer service and prioritize accounts effectively.
- Negotiate and monitor Farrow & Ball brand presence within Stockist locations.
- Monitor customer, market, and competitor activity.
- Support new product launches, seasonal campaigns, and marketing events.
- Analyze territory performance and adjust strategy to achieve sales goals.
- Maintain high standards of in-store presentation and merchandising.
- Train Stockist staff and painting contractors to create knowledgeable brand ambassadors.
- Provide expertise and support on the B2B website.
- Share best practices and business wins with the wider team.
- Maintain company Health & Safety standards and operational excellence.
- Review processes and procedures to improve efficiency and business performance.
- Represent the Farrow & Ball brand to the highest standards.
Key Attributes- Minimum five years of related professional sales experience.
- Experience with independent dealers or paint specifiers preferred.
- Product training experience.
- Paint product knowledge and application experience preferred.
- Retail operations experience preferred.
- Excellent communication, presentation, and relationship-building skills.
- Strong market and industry knowledge, particularly in premium and super-premium products.
- Self-directed, motivated, and results-oriented.
- Strong computer, time management, and prioritization skills.
- Valid driver's license, clean driving record, and access to a vehicle.
- Ability to travel within the assigned territory up to 80% of the time.
- Bilingual English/Spanish is a plus.
- Willingness to support the wider team and take on additional duties during periods of high workload, holidays, or emergencies.
What You Can Expect From Us- Competitive base salary, reviewed annually based on individual performance.
- Performance-based bonus eligibility.
- 15 days of PTO, increasing with tenure, plus floating holidays.
- 401(k) with company match.
- Generous employee discount on Farrow & Ball products.
- Employee Assistance Program with 24/7 support.
- Company sick pay.
- Healthcare, dental, and vision benefits.
