California Closets Richmond VA Design Consultant

📍 Job Overview

Job Title: Design Consultant Company: California Closets - Raleigh, NC / Richmond, VA Location: Glen Allen, VA Job Type: FULL_TIME Category: Sales Operations / GTM (Go-to-Market) Operations Date Posted: August 14, 2025 Experience Level: Mid-Level (2-5 years) Remote Status: Remote OK (In-home client consultations)

🚀 Role Summary

• This role is instrumental in driving revenue by managing the client engagement lifecycle from initial consultation through to project completion, acting as a key interface between the customer and the company's operational delivery.
• It requires a blend of sales acumen, design creativity, and operational execution to ensure seamless project management and client satisfaction, directly impacting sales targets and customer retention.
• The Design Consultant will leverage proprietary CAD software and a consultative sales approach to translate customer needs into detailed, sellable designs, ensuring accuracy in estimates and orders to minimize downstream operational friction.
• Success in this role relies on building and maintaining strong client relationships, fostering repeat business and referrals, which are critical metrics for GTM strategy and ongoing revenue generation.

📝 Enhancement Note: While the title is "Design Consultant," the responsibilities clearly indicate a sales and client management function that is deeply integrated with operational processes. The role sits at the intersection of GTM strategy and client-facing operations, requiring strong project management and sales execution skills. The "Remote OK" status refers to the in-home consultation aspect, not a traditional remote work setup.

📈 Primary Responsibilities

• Conduct in-home consultations to understand client needs, space constraints, and aesthetic preferences for custom storage solutions (closets, home offices, garages, media centers, etc.).
• Develop compelling and accurate designs using proprietary CAD software, translating client requirements into detailed project plans and estimates.
• Utilize a consultative sales approach to present design solutions, overcome objections, and close sales, consistently meeting or exceeding monthly sales goals.
• Manage the entire sales process from initial contact and needs analysis through to order placement and project scheduling, ensuring a smooth handover to the installation team.
• Proactively pursue customer referrals and repeat business by delivering exceptional service and fostering long-term client relationships.
• Collaborate closely with the installation and delivery teams to ensure accurate project execution, timely completion, and high levels of customer satisfaction.
• Participate actively in monthly training sessions to stay updated on product offerings, design trends, sales techniques, and proprietary software enhancements.
• Maintain meticulous records within the CRM system, tracking leads, client interactions, sales pipeline, and project status for effective pipeline management and forecasting.

📝 Enhancement Note: The responsibilities highlight a direct impact on revenue generation and client satisfaction, underscoring the role's importance within the GTM and sales operations framework. The emphasis on consultative selling, project management, and cross-functional collaboration is typical for client-facing operational roles.

🎓 Skills & Qualifications

Education:

• While no specific degree is mandated, a background or formal education in Interior Design, Architecture, or a related field is highly beneficial for understanding spatial planning and aesthetic principles.
• Candidates with strong sales or business-related educational backgrounds who demonstrate a passion for home décor and design will also be considered.

Experience:

• 2-5 years of experience in a client-facing sales role, preferably in a consultative or design-led environment.
• Proven track record of meeting or exceeding sales targets in previous roles.
• Experience in customer service or retail sales, particularly in roles where building client relationships was key to repeat business.
• Experience with CRM systems for lead management and sales tracking is advantageous for operational efficiency.

Required Skills:

• Consultative Sales: Ability to engage clients, understand their needs, and propose tailored solutions effectively.
• Customer Relationship Management (CRM): Proficiency in managing client interactions, sales pipelines, and follow-up processes, ideally with experience in systems like Salesforce, HubSpot, or proprietary CRM equivalents.
• Design Software Proficiency: Aptitude for learning and expertly using proprietary CAD software for design creation and visualization. Basic computer literacy and familiarity with design or visualization tools are essential.
• Communication & Presentation: Excellent verbal and written communication skills, with the ability to articulate design concepts and sales proposals clearly and persuasively.
• Attention to Detail: Meticulous approach to design, measurements, estimates, and order processing to ensure accuracy and minimize errors in production and installation.
• Project Management Fundamentals: Ability to manage a portfolio of clients and projects simultaneously, balancing design, sales, and follow-up activities.
• Sales Goal Achievement: Demonstrated ability to drive revenue and meet quantifiable sales objectives.

Preferred Skills:

• Interior Design Knowledge: Familiarity with interior design principles, color theory, space planning, and current home décor trends.
• Direct Industry Experience: Previous experience in the custom home furnishings, cabinetry, or interior design industry.
• Lead Generation & Referral Cultivation: Proactive approach to generating new leads and nurturing existing client relationships for repeat business and referrals.
• Time Management & Organization: Strong organizational skills to effectively manage multiple client consultations, design projects, and administrative tasks within a dynamic environment.
• Adaptability & Learning Agility: Willingness to embrace new technologies, sales methodologies, and product knowledge through ongoing training.

📝 Enhancement Note: The skill set emphasizes a blend of sales execution, client management, and technical design aptitude. For operations professionals, this translates to understanding the importance of accurate data input (designs, estimates) into operational systems (CAD, CRM) to ensure smooth downstream processes like manufacturing and installation.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Design Case Studies: Showcase a minimum of 3-5 diverse design projects (closets, offices, garages, etc.) that demonstrate your ability to translate client needs into functional and aesthetically pleasing custom solutions.
• Sales Performance Metrics: Quantifiable achievements in sales, such as average deal size, conversion rates, and attainment of sales quotas, presented clearly to highlight your revenue generation impact.
• Client Testimonials/Referrals: Evidence of positive client feedback, testimonials, or a demonstrated ability to generate repeat business and referrals, showcasing your relationship-building skills.
• Process Workflow Examples: Visual representations or descriptions of your personal workflow for managing a client from initial contact through design, sale, and handover, highlighting organizational and project management capabilities.

Process Documentation:

• Needs Analysis & Design Process: Document your systematic approach to conducting in-home needs analyses and how you translate these into CAD designs, ensuring all client specifications and operational constraints are considered.
• Sales Cycle Management: Outline your strategy for managing the sales cycle, including lead qualification, proposal generation, negotiation, and closing techniques, with an emphasis on efficiency and client satisfaction.
• Order Accuracy & Handover: Detail the steps you take to ensure the accuracy of orders and designs before submitting them for production, including any self-auditing or cross-referencing processes to minimize errors and rework for the operations team.
• Follow-Up & Post-Sale Engagement: Describe your methods for post-sale follow-up, managing client expectations during production and installation, and nurturing relationships for future business.

📝 Enhancement Note: For operations-focused candidates, demonstrating an understanding of the importance of accurate design and order data for the manufacturing and installation teams is crucial. The portfolio should highlight not just creative design but also the operational rigor applied to ensure project success.

💵 Compensation & Benefits

Salary Range:

• Estimated Range: $60,000 - $100,000+ annually (Commission and Bonus Structure)
• Explanation: California Closets typically operates on a commission-based structure for Design Consultants, often with a guaranteed base or draw during the initial training period. The provided range reflects a typical earning potential for a mid-level performer in this role, with significant upside based on sales volume and performance. This estimate is derived from industry benchmarks for similar sales-consultant roles in the custom home furnishings sector, adjusted for the Richmond, VA market.
• Research Methodology: Industry salary surveys for sales consultants in home furnishings, interior design sales, and custom cabinetry, combined with data from similar roles in the Richmond, VA metropolitan area. Commission structures are highly variable and depend on individual performance and company policies.

Benefits:

• 401(k) Matching: Company contributes to your retirement savings plan, offering a valuable long-term financial benefit.
• Employee Discounts: Significant discounts on California Closets products and services, beneficial for personal use or home improvement projects.
• Flexible Schedule: While client consultations require availability, the role offers flexibility in managing your schedule around appointments, allowing for better work-life integration.
• Paid Training Program: Comprehensive initial and ongoing training on products, CRM, proprietary CAD software, and sales methodologies, ensuring you are well-equipped for success.
• Qualified Leads: The company provides qualified leads, reducing the burden of cold outreach and allowing consultants to focus on relationship building and closing.

Working Hours:

• This is a full-time position. Actual working hours will vary based on client appointment scheduling, which may include evenings and weekends. The role offers flexibility in structuring your week around client needs and personal productivity. Many consultants work a hybrid schedule, balancing in-home client visits with remote administrative and design work from a home office.

📝 Enhancement Note: The compensation structure is heavily performance-based, requiring a strong understanding of sales metrics and pipeline management. The benefits are standard for full-time roles, with the employee discount being a notable perk for those interested in home design.

🎯 Team & Company Context

🏢 Company Culture

Industry: Home Furnishings / Interior Design / Custom Manufacturing Company Size: California Closets operates as a franchise network, with individual locations often falling into small to medium-sized business categories. The broader California Closets brand is a well-established national entity with a strong reputation for quality and customization. For a Design Consultant, the immediate team will likely be small, consisting of other designers, a sales manager, and support staff for operations and installation.

Founded: California Closets was founded in 1978, establishing a long history of innovation and customer service in the custom organization industry. This longevity indicates a stable business model and a deep understanding of market needs.

Team Structure:

• Design Consultants: Typically report to a Sales Manager or Showroom Manager. They work independently on client consultations but collaborate on design best practices and lead sharing.
• Cross-Functional Collaboration: Close collaboration with the installation team is essential to ensure smooth project execution. Communication with the operations or order fulfillment department is also key for accurate material ordering and production scheduling.
• Support Functions: May include administrative support, marketing, and customer service personnel who assist in lead generation and client retention efforts.

Methodology:

• Data-Driven Design: Utilizes customer data and design preferences to create personalized solutions.
• Consultative Sales Process: Emphasizes understanding client needs and providing expert advice rather than high-pressure tactics.
• Process Optimization: Focuses on streamlining the client journey from initial contact to project completion, aiming for efficiency and customer satisfaction.
• Continuous Improvement: Encourages learning and adaptation through training and feedback to enhance sales techniques and design capabilities.

Company Website: https://www.californiaclosets.com

📝 Enhancement Note: The company's established reputation and franchise model suggest a structured yet potentially entrepreneurial environment for Design Consultants. Understanding the blend of brand standards and local operational execution is key.

📈 Career & Growth Analysis

Operations Career Level: This role is positioned as an individual contributor within the GTM and sales functions, focusing on direct client engagement and revenue generation. It represents a mid-level career stage for individuals transitioning into or excelling in sales and client management within a design-centric industry.

Reporting Structure: Typically reports to a Sales Manager or Showroom Manager, who oversees sales performance, team development, and operational adherence. The role involves significant autonomy in managing client interactions and schedules.

Operations Impact: The Design Consultant's work directly impacts several operational areas:

• Revenue Generation: Directly responsible for closing sales and achieving revenue targets.
• Forecasting Accuracy: Accurate sales projections are critical for production planning and inventory management.
• Customer Satisfaction: The quality of the design and sales experience influences customer retention and brand reputation.
• Production Efficiency: Accurate designs and orders submitted to manufacturing minimize costly errors, rework, and delays in the production and installation phases.

Growth Opportunities:

• Senior Design Consultant/Sales Specialist: Progress to handling more complex projects, larger clients, or specializing in specific product lines.
• Sales Management: Transition into leadership roles, managing a team of Design Consultants, overseeing sales strategy, and driving overall revenue performance.
• Operations Management: With a focus on process improvement and client journey optimization, potential exists to move into roles managing sales operations, client services, or project coordination.
• Product Development/Training: Contribute to the development of new product offerings or become a trainer for new hires, leveraging expertise in design and sales.

📝 Enhancement Note: For operations professionals, this role offers a path to understand the front-end of the business and how sales activities directly influence operational efficiency and profitability. Growth opportunities can lead to broader operational responsibilities or leadership within sales-focused teams.

🌐 Work Environment

Office Type: Hybrid. The role primarily involves in-home client consultations, which can be considered "remote" client-facing work. Consultants will also utilize a home office for administrative tasks, design work using CAD software, and client follow-up. Some interaction with a physical showroom or design center may be required for training, team meetings, or specific client presentations.

Office Location(s): The primary service area is Richmond, VA, and surrounding regions. While there isn't a traditional "office" for daily work, consultants will be assigned a territory or service area within the Richmond, VA metropolitan region.

Workspace Context:

• Client Homes: The primary workspace is the customer's home, requiring professionalism, adaptability, and excellent interpersonal skills to navigate diverse environments.
• Home Office Setup: Consultants are expected to maintain a professional home office setup with reliable internet access to utilize company software (CRM, CAD) and communicate effectively.
• Showroom Interaction: Occasional visits to a California Closets showroom or design center may be necessary for team meetings, training sessions, or to meet clients in a dedicated design space.

Work Schedule:

• The work schedule is flexible but demanding, driven by client availability. Consultants often set their own appointments, which can include evenings and weekends to accommodate client needs. While the core work is client-focused, managing time effectively to complete administrative tasks, design work, and follow-ups is crucial.

📝 Enhancement Note: The "remote" aspect is client-site based, not a traditional work-from-home role. This requires strong self-management and the ability to represent the company professionally in client environments.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your application and resume, likely conducted by an HR representative or hiring manager, to assess qualifications and experience.
• First Interview (Phone/Video): A conversational interview to discuss your background, sales approach, design interests, and alignment with the company culture. Expect questions about your experience with consultative sales and handling client needs.
• Second Interview (In-Person/Video): This stage may involve a more in-depth discussion, potentially including a presentation of your portfolio or a simulated client consultation scenario. You may meet with the Sales Manager or other key team members.
• Portfolio Review: A critical component where you will present your design and sales portfolio, showcasing your capabilities in design, client management, and achieving sales goals.
• Final Interview/Offer: Following successful interviews and portfolio review, a final discussion may occur before an offer is extended.

Portfolio Review Tips:

• Showcase Variety: Include a range of projects demonstrating your versatility in design styles and project types (closets, offices, garages, etc.).
• Highlight the Process: For each project, briefly explain the client's initial problem or need, your design solution, the materials chosen, and the final outcome. Emphasize how you used the CAD software.
• Quantify Achievements: Where possible, include metrics like sales volume, conversion rates, or customer satisfaction scores related to your projects. If you don't have direct sales numbers, highlight client feedback that speaks to your consultative approach.
• Focus on Client Engagement: Explain how you built rapport, understood client needs, and managed expectations throughout the sales and design process.
• Prepare for Design Software Discussion: Be ready to talk about your experience with CAD software, even if it's not the proprietary California Closets software. Highlight your ability to learn new technical tools quickly.
• Practice Your Presentation: Rehearse your portfolio presentation to ensure it flows smoothly, is concise, and effectively communicates your value proposition.

Challenge Preparation:

• Sales Scenarios: Be prepared to answer questions about how you handle objections, close sales, and manage client expectations. They might present hypothetical client scenarios.
• Design Problem-Solving: You may be asked to walk through how you'd approach designing a specific space based on given constraints, or discuss your design process.
• Company Research: Demonstrate knowledge of California Closets' brand, products, and commitment to custom solutions. Understand their market positioning.

📝 Enhancement Note: Operations candidates should emphasize their understanding of how accurate design and sales processes contribute to overall business efficiency and customer satisfaction, even if their primary background isn't in direct sales. Highlighting project management and systematic approaches is key.

🛠 Tools & Technology Stack

Primary Tools:

• Proprietary CAD Software: Essential for designing custom storage solutions. Proficiency in learning and utilizing this software is a core requirement.
• CRM System: For managing leads, client interactions, sales pipelines, and forecasting. Examples might include Salesforce, HubSpot, or a custom-built system.
• Laptop/Tablet: For in-home consultations, design presentations, and client management.

Analytics & Reporting:

• Sales Analytics Tools (within CRM): To track personal sales performance, pipeline health, and conversion rates.
• Reporting Dashboards: May be used to monitor team or individual performance against sales targets.

CRM & Automation:

• CRM Software: As mentioned, crucial for managing the sales funnel and client data.
• Communication Tools: Email, phone, and potentially messaging platforms for client and internal communication.

📝 Enhancement Note: For individuals with a strong operations background, familiarity with CRM systems and the ability to quickly master specialized design software are key transferable skills. Understanding how data flows from sales to operations is a plus.

👥 Team Culture & Values

Operations Values:

• Customer-Centricity: A strong focus on delivering exceptional customer experiences, from the initial design consultation through installation and beyond.
• Excellence in Craftsmanship: A commitment to high-quality design, materials, and execution, reflecting the premium nature of California Closets products.
• Collaboration & Teamwork: Working effectively with colleagues, including other designers, sales staff, and installation teams, to achieve shared goals.
• Innovation & Continuous Improvement: An openness to learning new design techniques, sales strategies, and utilizing technology to enhance efficiency and client satisfaction.
• Results-Oriented: A drive to achieve and exceed sales targets and contribute to the overall success of the local franchise.

Collaboration Style:

• Client-Focused: The primary collaboration is with clients to understand and fulfill their needs.
• Cross-Functional Partnership: Close working relationships with installation teams are essential for seamless project delivery. This requires clear communication and mutual respect for each other's roles.
• Peer Support: Sharing best practices and insights with fellow Design Consultants can foster a supportive and high-performing team environment.
• Managerial Guidance: Regular communication with Sales Managers for feedback, coaching, and performance review.

📝 Enhancement Note: The company culture values both individual performance and collaborative effort, particularly in ensuring a positive client experience across all touchpoints. Operations professionals will find alignment with values related to quality, process, and continuous improvement.

⚡ Challenges & Growth Opportunities

Challenges:

• Managing Client Expectations: Balancing client desires with practical design constraints, budget, and material availability requires strong communication and negotiation skills.
• Sales Pressure: Meeting consistent sales targets can be demanding, requiring resilience and effective sales strategies.
• Scheduling Complexity: Coordinating in-home consultations across a geographic area while managing design work and administrative tasks requires excellent time management.
• Adapting to Proprietary Software: Learning and mastering a new CAD software adds a technical learning curve.
• Competitive Market: Differentiating California Closets' offerings and value proposition in a competitive home furnishings market.

Learning & Development Opportunities:

• Sales Training: Ongoing opportunities to hone consultative selling techniques, negotiation skills, and closing strategies.
• Design Software Proficiency: Mastering the proprietary CAD software to create increasingly sophisticated and efficient designs.
• Product Knowledge: Deepening understanding of materials, finishes, hardware, and new product lines to offer clients the best solutions.
• Industry Trends: Staying abreast of interior design and home organization trends to provide cutting-edge recommendations.
• Mentorship: Potential to learn from experienced sales managers and top-performing consultants within the franchise network.

📝 Enhancement Note: For operations professionals, the challenges present opportunities to apply analytical and problem-solving skills to sales processes and client management. Growth opportunities can lead to specialized expertise or leadership roles within the sales operations ecosystem.

💡 Interview Preparation

Strategy Questions:

• Sales Approach: "Describe your consultative sales process. How do you build rapport with clients and uncover their needs during an in-home consultation?" (Focus on active listening, probing questions, and empathy.)
• Design Process: "Walk me through how you would approach designing a custom closet for a client who has a large shoe collection and limited hanging space." (Emphasize understanding constraints, proposing solutions, and utilizing design principles.)
• Handling Objections: "What would you do if a client felt your proposed solution was too expensive?" (Prepare responses that focus on value, ROI, and alternative options.)
• Closing Techniques: "How do you confidently close a sale while ensuring the client feels good about their decision?" (Discuss building trust and summarizing benefits.)
• Technology Utilization: "Describe your experience with design software or CRM systems. How quickly do you adapt to new technologies?" (Highlight your ability to learn and use tools like CAD and CRM effectively.)

Company & Culture Questions:

• "What do you know about California Closets and why are you interested in working with us?" (Research their brand, history, and commitment to custom solutions.)
• "How do you ensure a positive customer experience throughout the sales and design process?" (Focus on communication, responsiveness, and exceeding expectations.)
• "Describe a time you had to collaborate with another team (e.g., installation, production) to achieve a client's goal." (Showcase your teamwork and cross-functional communication skills.)

Portfolio Presentation Strategy:

• Structure Your Narrative: For each project, clearly outline the client's problem, your proposed solution (including design rationale), and the outcome (sales success, client satisfaction).
• Highlight Design Software Use: Verbally explain how you used the CAD software to visualize the design and communicate it to the client.
• Quantify Impact: If possible, include sales figures, conversion rates, or client feedback that demonstrates your effectiveness.
• Be Prepared for Q&A: Anticipate questions about your design choices, sales tactics, and how you handle challenges.
• Professionalism: Dress professionally and ensure your presentation is polished and concise.

📝 Enhancement Note: Operations candidates should frame their answers and portfolio examples to highlight their systematic approach, attention to detail, and understanding of how their work impacts downstream operational processes and overall business efficiency. Emphasize project management and data accuracy.

📌 Application Steps

To apply for this Design Consultant position:

• Submit your application through the provided link on the California Closets career portal.
• Operations Portfolio Customization: Review your professional experience and select 3-5 projects that best demonstrate your ability to manage processes, deliver results, and handle client interactions. For each, prepare to articulate the "before" state (problem/need), your systematic approach (process), the tools used, and the "after" state (outcome/impact).
• Resume Optimization: Tailor your resume to highlight transferable skills relevant to sales operations and GTM, such as project management, CRM usage, client communication, data accuracy, and achieving measurable outcomes. Use keywords from the job description.
• Operations Interview Preparation: Practice articulating your experience using the STAR method (Situation, Task, Action, Result), focusing on how you managed projects, improved processes, or achieved goals. Prepare to discuss your understanding of how sales activities feed into operational execution.
• Company Research: Thoroughly research California Closets, their brand values, product offerings, and the specific franchise you are applying to. Understand their market position and commitment to custom solutions. Familiarize yourself with common home organization trends.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.