Head of Sale, Senior Specialist, American Furniture & Decorative Arts

Description

The Head of Sale is responsible for overseeing successful execution of auctions. They will also be responsible for driving business development and securing profitable consignments for sales. The role combines market leadership, client relationship management and scholarly expertise. The Head of Sale is responsible for the growth and profitability of the sales within the expert department, and ensuring the highest standards of research, cataloguing and client service.

Requirements

KEY RESPONSIBILITIES: 

• Meet department and individual consignment and revenue goals, contributing meaningfully to auction, and departmental strategic objectives. 
• Proactively identify, source and secure works for sale. 
• Proactively develop new opportunities to grow and maintain the volume of transactions with top dealers, institutions, and private collectors.
• Travel to regional offices to support Business Development efforts, and to evaluate and consign property for upcoming sales.
• Collaborate with other departments and with the Trusts, Estates, and Private Client group (TEPC) to develop strategies to reach new potential consignors.
• Help drive potential sale opportunities alongside auction consignments, identifying key selling points and supporting targeted, proactive outreach.
• Review and approve consignment proposals, marketing content and communication strategies.
• Maintain and contribute to the scholarly integrity of the sales’ catalogues and research; review and approve catalogue entries, provenance research, and attribution decisions.
• Ensure management of consignment-related costs, including terms, deal margins, marketing, logistics and other financial elements.
• Ensure the successful delivery of sales through effective marketing, client outreach, and bidding engagement
• Work with department Specialists to promote the auction by helping clients at auction previews, speaking to clients about the property, developing, tracking and communicating client interest and executing bids at auction.
• Stay informed about developments in scholarship, exhibitions,
• and the art market relevant to the sales’ specialty.
• Assist with training, and education of Cataloguers and Department Coordinators as necessary.
• Monitor market trends, auction results, and collector demand to inform strategy.
• Manage sale budgets, revenue targets, and sales performance.
• Ensure efficient coordination with internal teams including operations, marketing, editorial, and client services.
• Maintain compliance with company policies and due diligence standards.

EDUCATION & EXPERIENCE

• Advanced degree in Art History or related field preferred.
• 7-10+ years of experience in an auction house, gallery, or art market leadership role.
• Deep expertise in the department’s collecting category and strong reputation within the field.
• Proven track record of securing consignments and achieving strong sales results.
• Proven business acumen
• Demonstrated leadership and team management experience

SKILLS

• Sophisticated understanding of departmental P&L and the ability to negotiate consignments (with approval from SVP) and deal structures that drive profitable sales while remaining competitive in the market
• Exceptional client relationship and business development skills.
• Strong leadership and team management capabilities.
• Strategic thinking and market insight.
• Creative problem solving.
• Excellent communication and negotiation skills.
• Ability to manage multiple high-value projects under deadline
• Flexible to travel at short notice to see clients, view property and support sales

VALUES

Excellence: Setting the standard in auction and appraisal services through expertise and meticulous attention to detail.

Integrity: Upholding honesty and transparency in all interactions with clients, partners, and colleagues.

Judgment: Incorporating experience, empathy, and integrity to always deliver client centric decisions and actions that uphold our brand.

Collaboration: Working together with our team and clients to achieve shared goals and exceed expectations.

Responsiveness: Delivering timely and tailored solutions to meet the unique needs of every client.

PHYSICAL NEEDS

• Perform light physical tasks, including lifting and moving items such as boxes, files, and other materials up to 20 pounds, unless otherwise specified.
• Operate standard office equipment proficiently, including phones, computers, copiers, and other commonly used devices or software applications.
• Communicate clearly and effectively, both verbally and in writing, with internal teams and external contacts; sufficient hearing is required for routine interactions.
• Understand and accurately process written materials and documentation.
• Work efficiently in a traditional office environment, including extended periods of sitting, with the flexibility to adapt to various work settings as needed.

WHAT WE OFFER

• 401(k) Retirement Savings Plan with Company Match.
• Comprehensive Health Coverage – Choose from Medical, Prescription Drug, Vision & Dental Plans(PPO & HDHP options available).
• Generous Paid Time Off.
• 11 Paid Holidays – Enjoy 11 company-paid holidays throughout the year
• Up to 12 Weeks of Fully Paid Parental Leave.
• Company-Paid Short Disability Insurance.
•  Company-Paid Group Life Insurance.
• Employee Assistance Program (EAP).
• Flexible Spending Account (FSA