Regional Business Account Manager

Wayfair Professional is a leading B2B sales organization focused on helping businesses create beautiful, functional spaces. Since 2012, we've streamlined the procurement process for furniture, fixtures, and décor, delivering fast, reliable, and value-driven solutions tailored to the needs of our business customers. Our team supports a wide range of clients including boutique hotels, luxury homes, restaurants, and multi-family properties. We connect clients with the furnishings, design solutions, and project support they need to bring their vision to life.

When you join our team, you become part of a community that thrives on innovation, collaboration, and exceptional customer sales and service support.

Overview

As a Regional Business Account Manager, you will own and grow a book of business in a defined territory, building strong relationships with small- and medium-sized business clients. This is a field-based sales role, complemented by a virtual component. Core responsibilities include managing and expanding a regional portfolio across key industries including designers, contractors, property managers, and hospitality while driving new business through proactive prospecting, in-person networking, and engagement with industry partners.

You'll operate with a high degree of autonomy managing your territory like your own business while leveraging Wayfair's extensive product assortment, competitive pricing, and strong cross-functional collaboration with internal teams including sales development, design services, customer support, large project solutions, and retail stores (where applicable) to win and grow accounts.

This role blends in-person selling with virtual engagement, giving you the flexibility to manage your schedule while spending time in-market building relationships, expanding your network, and driving revenue. Success is measured by your ability to generate growth, deepen customer partnerships, and establish a strong presence within your region.

What You'll Do

• Own and grow a regional book of business across key segments (designers, contractors, property managers, hospitality).
• Prospect and acquire new clients through in-person and onsite networking, referrals, and partnership with Regional Sales Development Representative.
• Build long-term relationships as a trusted advisor for sourcing, design, and project needs.
• Execute a field-based sales strategy, focused on in-person, virtual, and in-store engagement (where applicable).
• Meet or exceed revenue targets through strong pipeline management and forecasting.
• Leverage Wayfair Professional's full offering to deliver tailored client solutions.
• Partner cross-functionally to ensure seamless customer experiences.
• Represent Wayfair Professional in your local market through events and industry engagement.

What Makes This Role Unique

• Territory Ownership: Lead and scale your local market.
• Field + Flexibility: Complement in-market selling with remote work.
• Entrepreneurial Impact: Directly influence regional growth.
• Retail Partnership: Serve as a driving force in Wayfair's store expansion strategy; bridging our Wayfair Professional program with the in-store experience - where applicable.

You'll Thrive in This Role if You Have
3+ years of outbound or field sales experience with a track record of hitting aspirational goals. Experience managing a book of business while prospecting new opportunities. Have an established business network in your local market. Strong B2B sales skills, including needs analysis, pipeline management, and solution selling. Comfort working independently in a remote + field-based environment. Excellent communication and relationship-building skills. Proficiency with CRM tools (e.g., Salesforce) and virtual selling platforms. Ability to adapt, take ownership, and operate in a fast-paced environment. Bilingual Spanish/English skills are a strong plus, though it is not a requirement.

Requirements:

• Based in the Chicago, IL area with regional travel required regularly. This is a field-based role. You will be expected to spend time weekly navigating in-person customer meetings (e.g., 3+ days/week) within your territory to secure sales and grow accounts.
• Bachelor's degree or 5+ years of relevant experience
• Valid driver's license and reliable transportation

Compensation and Benefits:

• Salary & Bonus Compensation: This is a performance-based role that consists of base salary and uncapped bonuses:
• Final compensation is contingent upon performance against sales goals.
• Insurance: Comprehensive Health, Dental, and Vision insurance coverage options effective on the first day of employment.
• Time Off Options: Immediate accrual of Paid Time Off (PTO), paid federal holidays, and options for paid/unpaid parental leave.
• 401(k): savings plan with company match up to 4%.
• Wayfair Employee Discount: Generous employee discount of up to 30%+, although discounts will vary by product type.
• Bonuses: Competitive bonus potential based on performance metrics.
• Tuition Reimbursement: Full-Time Employees with at least six months of tenure are eligible for tuition reimbursement of up to $5,250 per year for pre-approved courses from accredited institutions.
• Referral Bonus: A $500 referral bonus for each eligible referral that is hired.