Director of Business Development & National Accounts Bernhardt Hospitality
Position Overview
Bernhardt Hospitality is seeking Director of Business Development & National Accounts to play a pivotal role in accelerating the growth of our custom furniture business and expanding our influence across the hospitality FF&E landscape. This is a highly strategic, outward-facing leadership role designed for a proven relationship builder with deep industry credibility and a track record of converting relationships into scalable business.
Reporting directly to the Vice President / General Manager, this role works in close partnership with the Director of Global Sales and senior leadership to drive long-term growth with owners, brands, purchasing firms, and key decision-makers across the hospitality ecosystem.
This position is ideal for a go-getter - someone who is proactive, entrepreneurial, highly networked, and equally comfortable shaping strategy and executing it.
Key Responsibilities
Strategic Business Development
- Lead the development and execution of a national business development strategy focused primarily on custom hospitality furniture.
- Identify, pursue, and secure new business opportunities with hotel owners, developers, purchasing agents, brands, and management companies.
- Expand Bernhardt Hospitality's presence with national and global accounts, aligning opportunities with long-term growth objectives.
- Act as a strategic voice internally, helping shape market approach, customer targeting, and positioning.
Relationship Management & Industry Leadership
- Leverage extensive, established relationships within the hospitality FF&E industry to drive new project wins and preferred vendor positioning.
- Build and deepen senior-level relationships with:
- Hotel owners and developers
- Purchasing agents and procurement firms
- Hospitality brands and brand design/construction teams
- Represent Bernhardt Hospitality at key industry events, trade shows, brand meetings, and client engagements.
- Position Bernhardt as a trusted, solutions-oriented partner for complex custom projects.
Custom Business Growth & Execution
- Serve as a champion for Bernhardt Hospitality's custom capabilities, working cross-functionally to ensure projects are won, scoped correctly, and executed successfully.
- Partner closely with sales, design, operations, and leadership teams to convert opportunities into profitable, repeatable business.
- Help refine and scale internal processes that support growth in custom and national account business.
- Maintain accountability for pipeline development, opportunity tracking, and revenue growth tied to strategic accounts.
Collaboration & Leadership
- Work alongside the Director of Global Sales to ensure alignment between national strategy and global sales execution.
- Provide leadership, insight, and mentorship where appropriate to support broader sales and business development initiatives.
- Serve as a connector between the market and internal teams, ensuring customer needs are clearly communicated and addressed.
Qualifications & Experience
- 10+ years of experience in hospitality FF&E, custom furniture, or a closely related industry.
- Deep, established relationships with hospitality owners, purchasing firms, and brands.
- Proven success driving new businesses, especially in custom or complex project environments.
- Strong strategic mindset with the ability to execute and close.
- Exceptional communication, negotiation, and relationship-building skills.
- Highly self-motivated, entrepreneurial, and comfortable operating with autonomy.
- Willingness and ability to travel extensively as required.
Key Attributes for Success
- Strategic thinker with a builder's mentality
- Trusted relationship developer at the senior decision-maker level
- Results-oriented executor who follows through
- Comfortable navigating ambiguity and complexity
- Collaborative partner who elevates the broader team
Why Bernhardt Hospitality
This is a rare opportunity to help shape and scale one of the most important growth areas of Bernhardt Hospitality. The role offers high visibility, direct access to leadership, and the ability to make a meaningful impact on the future of the business.
E/O/E
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Bernhardt Furniture Company
Mar 12, 2026