Senior Consignment Director, Trusts & Estates for an established auction house in California

Key Responsibilities:  

Business Origination 

• Secure trust and estate consignments through your own existing network of relationships
• Identify, pursue, and win competitive estate engagements against regional and national auction houses, estate-sale companies, and dealers
• Expand referral relationships within the Southern California fiduciary community
• Estate Engagement & Proposals
• Conduct on-site estate walk-throughs; assess and identify property across categories
• Prepare and present consignment proposals, estimate ranges, and commission terms alongside specialist departments and leadership
• Negotiate and execute consignment agreements
• Coordinate property pickup, inventory, and intake with the Operations team 

Client & Fiduciary Service 

• Act as the primary point of contact for trustees, executors, attorneys, and families throughout the sale cycle: cataloguing, marketing, sale, and settlement
• Provide fiduciaries with the documentation they need to discharge their duties
• Deliver exceptional service consistent with the company’s standard  

Pipeline Management & Reporting 

• Maintaining the sales database
• Report weekly on originated consignments, pipeline movement, and upcoming estate visits
• Track originated sales results against annual targets and accelerator thresholds 

Collaboration & Market Presence 

• Work with specialist departments to ensure accurate estimates, appropriate sale placement, and strong results for consigned property
• Represent the company at professional fiduciary, estate planning, and trust industry events
• Contribute market intelligence on competitors, pricing, and fiduciary expectations to leadership 

Required skill set: 

• A verifiable book of originated trust and estate consignment business of at least $1,000,000 – $2,000,000 in annual consigned sales
• Documented evidence of origination over the past 2-3 years
• An active and transferable book of relationships
• Minimum 7 years of experience in estate consignment, trust and estate liquidation, or closely related role
• Working knowledge of fine art, jewelry, silver, automobiles, and estate furnishings
• Understanding of the necessary processes of estate property liquidation
• Proven ability to prepare and present consignment proposals and close competitive engagements
• Excellent written and verbal communication skills
• Valid California driver’s license, reliable transportation, and willingness to travel throughout Southern California for estate visits 

Preferred:  

• Experience at a regional or national auction house, or at a bank or private trust company
• Appraisal credential (ISA, ASA, or AAA) and current USPAP compliance
• Fiduciary or trust credential (CTFA, CLPF, or similar) or a legal background in trusts and estates
• Specialist depth in one or more auction categories
• Fluency in Spanish or relevant language  

Schedule: Full-time, Exempt  

Compensation: $100k with 10% on a consignment 

• Commission structure based on originated consignments with tiered accelerators
• Health, vision, and life insurance
• 401(k) savings plans
• Cell phone stipend and reimbursement of approved business expenses, including mileage for estate visits
• Paid time off and company holidays 

Reports To: Principal & Vice President of Business Development