Sales Executive - Fine Arts

Job DetailsLevel: ExperiencedJob Location: Kansas City Office - Kansas City, MO 64108Fine Art Sales Executive

Gallery & Specialty Fine Art Channel: Thomas Kinkade Galleries, independent galleries, and elevated specialty retail

Location

Kansas City, MO (ORB office); field-based

Department

Fine Art

Reports To

Sales Manager, Kansas City

Supervises

None (individual contributor)

Entity

Open Road Brands LLC

FLSA Status

Exempt (outside sales)

Type

Full-time

Pay Structure

Base salary plus commission

Career Level

Sales Executive III (ORB sales ladder)

Travel

50% or more (territory, shows, events)

ABOUT OPEN ROAD BRANDS FINE ART

Open Road Brands is a lifestyle consumer products company specializing in home décor, wall art, and gift collections that celebrate Americana and pop culture. Its Fine Art division represents Thomas Kinkade alongside other fine art properties, bringing published editions, canvas and paper works, and framed presentations to market through Thomas Kinkade Galleries, independent galleries, and specialty retailers serving collectors of elevated art, with domestic production and fulfillment behind it.

POSITION SUMMARY

The Fine Art Sales Executive owns revenue and relationships across the fine art gallery channel. The role is consultative and curator-facing: it sells a collection and an artist story, not a price, and it is equally accountable for opening new galleries and for growing sell-through inside the ones already carrying the work. This is a field role; the majority of working time is spent in galleries, at shows, and in the territory.

The role carries a revenue quota and a book of business and manages the full cycle: prospecting and qualifying galleries, presenting collections and new releases, building gallery-level assortment plans, quoting across mediums and framing, negotiating program and territory terms, closing, and managing the account through reorder, event, and release cycles. Success is measured by new galleries opened, revenue and margin delivered, gallery sell-through and reorder rates, and recurring program business established.

KEY RESPONSIBILITIES

Gallery Network Development & New Business

Serve as the primary commercial contact for the Thomas Kinkade Gallery network in the assigned territory, running a consistent call, visit, and business-review cadence with owners and principals.
Build and manage a target list of independent galleries, art dealers, framing and décor showrooms, designers, and specialty retailers; generate qualified meetings through outbound calling, email, referrals, gallery visits, and industry events.
Open new galleries and specialty accounts and guide them through onboarding, opening assortment, display standards, and first-order success.
Convert one-time buyers into recurring programs: release calendars, replenishment of core sellers, seasonal and gift-occasion programs, and multi-location rollouts.

Collection Presentation, Assortment & Sell-Through

Present new releases, editions, and collections with command of the artist story, the provenance, and the reasons a collector buys.
Build gallery-level assortment plans by price point, medium, size, and framing, sized to each gallery's clientele, footprint, and turn.
Train gallery staff on the collections, the artist narrative, and consultative selling so the work sells through rather than sitting.
Drive sell-through with in-gallery events, signings, release launches, collector outreach, and co-op marketing, partnering with Marketing on assets and campaigns.
Report sell-through, reorder patterns, and gallery-level performance to Fine Art leadership and Product so the release calendar reflects what is actually selling.

Pricing, Editions & Margin

Prepare accurate quotes across mediums, sizes, editions, and framing, coordinating with production and Fine Art leadership on feasibility, minimums, print-on-demand versus stocked programs, and lead times.
Protect price integrity and brand positioning: administer MSRP and MAP expectations, manage territory and exclusivity terms, and defend the value of the work rather than discounting to close.
Sell to the target margin; manage price, freight, and program terms within approved guidelines and escalate exceptions rather than granting them.

Trade Shows, Reporting & CRM Discipline

Represent the Fine Art division at art expos, gift and home markets, and gallery association events; set meetings in advance, work the booth, and complete lead follow-up within the agreed service standard.
Maintain the CRM as a condition of the role: galleries, contacts, opportunities, quotes, next steps, and forecast kept current.
Deliver an accurate rolling forecast by gallery and a weekly summary of pipeline movement, wins, and losses, with loss reasons stated specifically.
Collaborate with Product, Licensing, Operations, Marketing, and Finance to support gallery success; partner with Inside Sales on quoting, order entry, and service follow-through.

QUALIFICATIONS

Required

Preferred

B2B or high-consideration consultative sales experience with direct accountability for a revenue quota and for opening new accounts
Experience selling premium or luxury product where brand story, provenance, presentation, and price integrity drive the sale
Track record of self-generated pipeline rather than inherited accounts
Comfort quoting configured or made-to-order product where medium, size, framing, edition type, and lead time affect price
Ability to present to owners and principals and to train third-party retail staff
Strong negotiation, written and verbal communication, and follow-through across competing deadlines
CRM discipline; proficiency in Microsoft Office
Valid driver's license; able to travel 50% or more by car and air

Bachelor's degree (art history, business, marketing, or related)
Experience in fine art, art publishing, galleries, framing, or licensed art, or an adjacent elevated category (luxury goods, jewelry, furniture, interior design)
Experience managing an authorized dealer, franchise, or gallery network with territory or exclusivity rights
Familiarity with limited and open editions, giclee and canvas production, print-on-demand versus stocked programs, framing, and certificate or provenance practices
Commercial acumen with margin, freight, MAP policy, and program pricing
Familiarity with NetSuite or a comparable ERP and CRM

POSITION LEVEL & CAREER PATH

Placed at Sales Executive III on the ORB sales ladder (Inside Sales, Sales Rep I to III, Sales Executive I to III, National Account Manager I to III, Director). At this level the role carries a book of business, mentors Inside Sales and Sales Reps supporting the Fine Art channel, and holds pricing authority within defined profitability parameters. Advancement to National Account Manager requires demonstrated growth in book size and profitability, negotiation and technical proficiency, AI and automation adoption, cross-functional leadership, and industry knowledge, as defined in the sales succession plan.

PHYSICAL DEMANDS & WORK ENVIRONMENT

The position combines office work with regular travel by car and air to galleries, expos, and customer events, and periodic time in a production and fulfillment environment. It requires sitting, standing, and computer work for extended periods; walking and standing for extended periods on show floors; and occasionally lifting or handling framed art, sample cases, or display materials up to 40 pounds. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Open Road Brands is an Equal Opportunity Employer. This job description is not a comprehensive listing of activities, duties, or responsibilities. Duties, responsibilities, and activities may change, or new ones may be assigned, at any time with or without notice.Qualifications