CARACOLE – REGIONAL VICE PRESIDENT OF SALESBased in Austrailia

Reports To: Vice President, International Sales – Caracole

Location: Austrailia

Travel: Extensive regional and international travel required

Compensation: Competitive base salary + performance-based sales incentive

Luxury Furniture Industry Experience Required

MissionLead and accelerate Caracole’s commercial growth across the assigned territory, substantially increasing revenue, market penetration, distribution, and customer relationships while establishing Caracole as one of the region’s leading luxury home furnishings brands.

The Regional Vice President of Sales will have overall responsibility for the region’s sales strategy and execution, distributor and partner network, key accounts, new business development, sales team leadership, and commercial performance.

Authority &

• Decision Rights

- Regional P&L; ownership and accountability.
- Pricing and discount authority consistent with worldwide pricing and discount strategy.
- Contract and distributor-agreement authority in coordination with Corporate leadership.
- Hiring and termination authority for the regional sales team within the approved business plan and P&L.;
- Authority to recommend and design sales incentive and compensation plans for the regional team.
- Authority to establish regional sales goals, account priorities, channel strategies, and market-development plans consistent with Caracole’s global strategy.

Key ResponsibilitiesBusiness & • Revenue Growth
- Develop and execute the regional sales and business development plan.
- Own sales performance across the territory, with accountability for revenue growth, profitability, market penetration, and current business development.
- Develop a market prioritization and sequencing strategy across the territory, recognizing differences in retail structure, price positioning, customer preferences, and consumer behavior.
- Grow existing retail accounts while aggressively identifying and developing new business opportunities.
- Expand Caracole’s presence with architects, interior designers, developers, contract and hospitality customers, and other commercially viable channels.
- Identify and develop e-commerce and digital sales opportunities in appropriate markets.
- Negotiate product placement and use sales and customer data to drive stronger account productivity.
- Establish quotas and sales goals for the regional sales team, accounts, distributors, and channels.
- Forecast long-range account sales and inventory requirements and communicate market needs to Corporate teams.
- Identify white-space opportunities and develop strategies to expand Caracole into underpenetrated markets.
- Represent Caracole at trade shows, furniture markets, customer events, and other industry events that support commercial growth.

Distributor & • Partner Management
- Select, develop, negotiate with, and manage distributors, agents, representatives, and strategic sales partners throughout the territory.
- Establish clear distributor and agent selection criteria, expectations, sales targets, and performance standards.
- Conduct regular performance reviews with distributors and partners.
- Identify opportunities to strengthen, restructure, renegotiate, or exit underperforming relationships.
- Ensure partners properly represent Caracole’s positioning, product assortment, customer experience,



and commercial standards.

Team Leadership
- Lead, manage, coach, and develop the regional sales organization, including brand managers, sales professionals, agents, and representatives.
- Recruit and build a high-performing regional sales team as the business grows.
- Establish clear goals, accountability, performance expectations, and sales disciplines.
- Build succession and development plans for key regional roles.
- Create a culture of urgency, accountability, collaboration, and customer focus.
- Provide creative and commercially practical solutions to logistical, competitive, and market challenges.
- Lead product and sales training to ensure sales professionals, retail partners, architects, and designers understand Caracole’s products, positioning, features, and benefits.

Market Development & • Brand Partnership
- Serve as the commercial voice of the region, identifying opportunities to strengthen Caracole’s market presence and customer engagement.
- Partner with Caracole’s Marketing team to ensure sales priorities, key accounts, launches, events, and market-development initiatives receive appropriate marketing support.
- Provide regional market intelligence and customer insights to help Corporate Marketing develop relevant advertising, communications, digital content, collateral, and brand initiatives.
- Ensure regional sales activities consistently support and protect Caracole’s global brand positioning.
- Identify potential counterfeit or intellectual-property concerns in the marketplace and coordinate with Corporate leadership and Legal as appropriate.

Customer & • Account Management
- Ensure customers and accounts are serviced according to Caracole standards and policies.
- Conduct Quarterly Business Reviews with the regional sales team, distributors, and key accounts.
- Develop and maintain strong relationships with key customers, designers, architects, distributors, developers, and industry partners.
- Establish senior-level relationships with the region’s most strategically important accounts.
- Ensure customer satisfaction and communicate customer and market feedback to Corporate teams.
- Resolve significant customer issues involving quality, pricing, delivery, product, service, or market representation.
- Serve as a trusted commercial advisor to customers while protecting the interests and reputation of Caracole.

Product & • Cross-Functional Collaboration
- Ensure strong representation of Caracole’s core products within the region and within key customer assortments.
- Analyze regional sales trends, customer needs, competitive activity, and emerging market opportunities.
- Translate regional insights into recommendations regarding product development, assortment, inventory, pricing, and commercial support.
- Collaborate closely with Product Development, Supply Chain Planning, Customer Care, Operations, Finance, Marketing, and other Corporate functions.




- Provide Corporate leadership with actionable market intelligence to support future business decisions.

Corporate Coordination & • Reporting
- Maintain strong working relationships and communication with Corporate leadership and cross-functional teams.
- Establish regional sales goals with Corporate management consistent with Company objectives.
- Track and communicate performance against revenue, margin, account-development, and other key commercial objectives.
- Keep Corporate leadership informed of market activity, competitive developments, customer trends, risks, and significant business opportunities.
- Maintain accurate and timely forecasts, reports, account plans, and sales records.
- Manage regional and international business travel effectively.
- Attend Corporate, regional, and customer meetings as required.
- Bring creative, proactive, and entrepreneurial solutions that improve sales performance and strengthen Caracole throughout the territory.

Success MetricsSuccess in this role will be measured by:
- Sustained year-over-year double-digit revenue growth.
- Achievement of regional revenue and profitability objectives.
- Growth in gross margin alongside revenue.
- Significant expansion of new retail, designer, contract, hospitality, and e-commerce accounts.
- Increased sales productivity within existing key accounts.
- Expansion into priority and underpenetrated markets.
- Distributor and sales-agent productivity and performance.
- Sales team capability, accountability, development, and retention.
- Improved forecasting accuracy and commercial discipline.
- Increasing customer satisfaction and long-term account relationships.

Key Qualifications & Education
- Bachelor’s degree or equivalent combination of education and relevant experience.
- Luxury furniture industry experience required.
- Demonstrated success leading sales growth across multiple international markets.

Required Knowledge & Experience
- 10+ years of progressive sales and business development experience.
- 5+ years of experience leading and managing sales teams preferred.
- 5+ years of experience living, traveling, selling, or conducting business across the region
- Strong knowledge of luxury furniture, home furnishings, interior design, or a closely related luxury category.
- Strong understanding of the high-end consumer, retail distribution, designer and architect channels, and regional market dynamics.
- Demonstrated experience developing distributors, agents, representatives, and strategic accounts.
- Strong knowledge of pricing, negotiation, sales forecasting, account management, and commercial strategy.
- Experience managing revenue and profitability within a regional P&L.;
- Ability to travel extensively throughout the territory and internationally, including travel to the United States.

Abilities
- Exceptional sales, negotiation, presentation, and communication skills.
- Strong commercial and financial acumen.
- Entrepreneurial, hands-on leadership style with the ability to turn strategy into execution.
- Highly organized with strong analytical and problem-solving capabilities.
- Strong interpersonal, relationship-building, and people-leadership skills.
- Ability to operate effectively across cultures and international markets.
- Working knowledge of CRM platforms, sales analytics, forecasting tools, and AI-enabled sales technologies.
- Fluent in English and regional language is a plus.

📌 Regional Vice President OF SALES –Australia
🏢 Caracole Home
📍 Australia