Position Overview
Gallery Espace is looking for a full time Director Sales & Marketing based in New Delhi.
The Sales Director will be responsible for driving the gallery's sales strategy, revenue growth, client acquisition, and development of long-term relationships with collectors, HNIs, UHNIs, corporate clients, interior designers, architects, and art institutions.
The role requires a strong understanding of the contemporary and/or modern art market, excellent sales and negotiation skills, and the ability to build trusted relationships with collectors and key stakeholders.
The Sales Director will work closely with the Gallery Director, curatorial team, artists, marketing team, and operations team to convert exhibitions, art fairs, private viewings, and client engagements into sustainable commercial opportunities.
Key Responsibilities
1. Sales Strategy & Revenue Growth
Develop and implement the gallery's annual and quarterly sales strategy.
Set revenue targets and sales objectives and ensure their achievement.
Identify new markets, collector segments, and business opportunities.
Develop strategies for increasing sales from existing collectors while acquiring new clients.
Monitor sales performance, market trends, pricing, and competitor activity.
Prepare regular sales forecasts, reports, and performance updates for management.
2. Client & Collector Development
Build and maintain strong relationships with existing and prospective collectors.
Develop a structured database of collectors, HNIs, UHNIs, corporate clients, designers, architects, and institutions.
Conduct personalised outreach and follow-ups based on clients' collecting interests and budgets.
Organise private viewings, studio visits, collection presentations, and bespoke art consultations.
Understand individual clients' tastes, collecting objectives, and investment horizons and recommend appropriate artworks.
Ensure a high level of confidentiality, professionalism, and service throughout the sales process.
3. Art Sales & Business Development
Lead the end-to-end sales process, from prospecting and artwork presentation to negotiation, closing, invoicing, and post-sale relationship management.
Develop corporate and institutional sales opportunities.
Build relationships with interior designers, architects, hospitality groups, luxury brands, and corporate organisations.
Identify opportunities for commissioned works, corporate collections, and large-scale installations.
Support the development of new revenue streams and strategic partnerships.
4. Exhibitions & Art Fairs
Develop sales plans for exhibitions, previews, openings, and art fairs.
Work closely with the curatorial and marketing teams to identify priority artworks and potential buyers.
Coordinate collector outreach before and after exhibitions and art fairs.
Attend openings, VIP previews, art fairs, and industry events as a representative of the gallery.
Maximise sales opportunities generated through exhibitions, events, and digital channels.
5. Team Leadership
Lead, mentor, and motivate the gallery's sales team.
Establish individual and team sales targets and KPIs.
Develop sales processes, reporting systems, and follow-up standards.
Conduct regular pipeline reviews and performance evaluations.
Train the team on client engagement, artwork presentation, negotiation, and closing techniques.
Foster a culture of professionalism, accountability, and relationship-driven selling.
6. Pricing & Negotiation
Work with senior management to establish pricing and discounting strategies.
Lead negotiations with collectors and institutional buyers within approved parameters.
Maintain appropriate margins while ensuring commercially viable transactions.
Monitor artwork pricing, artist demand, secondary-market activity, and relevant market developments.
7. CRM & Sales Reporting
Maintain accurate records of leads, prospects, collectors, interactions, sales, and follow-ups.
Ensure effective use of the gallery's CRM and client database.
Track the sales pipeline from lead generation through conversion.
Analyse sales data and provide actionable insights to management.
Maintain accurate forecasts and reports on revenue, conversion rates, average transaction values, and client acquisition.
8. Brand Representation
Represent the gallery professionally at exhibitions, art fairs, dinners, collector events, and industry functions.
Develop and maintain relationships with collectors, artists, curators, critics, museums, foundations, and other industry stakeholders.
Protect and enhance the gallery's reputation and relationships within the art ecosystem.
Key Performance Indicators (KPIs)
Annual and quarterly sales revenue
Achievement of sales targets
New collector acquisition
Repeat-purchase rate
Sales conversion rate
Average transaction value
Sales pipeline value
Corporate and institutional business generated
Exhibition and art-fair sales performance
Client retention and relationship development
Team productivity and target achievement
Qualifications & Experience
Bachelor's or Master's degree in Art History, Fine Arts, Business, Marketing, Luxury Management, or a related field preferred.
8–12+ years of relevant sales/business development experience , preferably within an art gallery, auction house, luxury business, or related sector.
Proven track record of achieving significant sales targets.
Established network of collectors, HNIs/UHNIs, corporate clients, designers, architects, or art professionals is highly desirable.
Strong knowledge of the contemporary and/or modern art market.
Experience working with artists, galleries, collectors, art fairs, and exhibitions.
Experience managing and developing a sales team.
Core Skills
Strategic sales planning
Relationship management
Business development
Consultative selling
Negotiation and closing
Client acquisition and retention
Art-market knowledge
Team leadership
CRM and sales analytics
Presentation and communication
Networking and stakeholder management
Commercial awareness