Key Responsibilities and Required Skills for Antique Dealer

🎯 Role Definition

An Antique Dealer sources, evaluates, acquires, restores, markets, and sells antiques and collectibles across channels (retail, consignment, online marketplaces and auction houses). The role requires advanced art and object knowledge, strong valuation and authentication skills, exceptional client relationship management, and commercial acumen to turn acquisitions into profitable sales. This position often involves estate-buying, appraisals for clients, catalogue creation, condition reporting, and coordination with conservators and shippers.

📈 Career Progression

Typical Career Path

Entry Point From:

Retail Sales Associate at specialty or vintage shop
Auction House Assistant or Cataloguer
Estate Sale Coordinator or Field Representative

Advancement To:

Senior Appraiser / Head Buyer
Antique Shop Owner or Specialty Gallery Manager
Director of Acquisitions or Buying Director for a multi-location antique retailer
Auction House Specialist / Department Head

Lateral Moves:

Curator or Collections Manager (museums, private collections)
Restoration/Conservation Specialist
eCommerce Merchandiser or Marketplace Account Manager (antique/vintage focus)

Core Responsibilities

Primary Functions

Conduct authoritative, market-based appraisals and valuations of antiques, collectibles, furniture, ceramics, silver, jewelry and fine art using up-to-date comparables, auction results, provenance research and condition assessment to support buying, selling and insurance documentation.
Source and acquire inventory through estate and household purchases, auctions, private collections, consignments, trade relationships and international dealers while negotiating terms, prices, and consignment agreements that protect margin and legal compliance.
Authenticate objects by researching provenance, maker marks, hallmarks, period construction techniques, materials analysis and historical documentation; prepare written authentication statements and retain supporting evidence for records.
Prepare detailed condition reports and conservation assessments that document wear, repairs, restorations, and structural stability, and provide recommended next steps and cost estimates for conservation or restoration work.
Create professional listing descriptions and optimized product copy for in-store displays, website listings, marketplace platforms (eBay, LiveAuctioneers, Invaluable, Etsy), and social channels, using SEO-driven keywords and high-quality photography to maximize discoverability and conversion.
Photograph and digitally edit images of items—showing multiple angles, details, marks and condition issues—and prepare image galleries and slide decks for online listings, auction catalogs and private client presentations.
Price inventory strategically using market analysis, seasonal demand, sales velocity, restoration costs and historical sales data, and update pricing to reflect market trends and inventory turnover targets.
Negotiate sales and consignments with collectors, interior designers, estate executors and private sellers, preparing contracts, bills of sale, consignment agreements and ensuring compliance with legal and tax obligations.
Manage inventory lifecycle: intake, cataloguing, tagging, storage allocation, condition tracking, and de-accessioning procedures while maintaining accurate inventory records in POS/inventory systems and regular stock audits.
Oversee packing, crating and shipping logistics for domestic and international sales, coordinating with specialized art shippers, insurers, customs brokers and compliance teams to ensure safe, insured transit and timely delivery.
Coordinate restoration and conservation projects by selecting qualified conservators and restorers, vetting quotes, supervising scope of work and approving completion to protect object integrity and resale value.
Develop and maintain strong relationships with auction houses, private dealers, collectors, appraisers, restorers and local antiques networks to create sourcing pipelines, consignments and referral business.
Lead and host client-facing activities including valuation appointments, estate consultations, private viewings, trunk shows, pop-up sales and on-site purchasing events to drive high-value transactions and long-term client retention.
Prepare professional auction consignments including condition reports, provenance statements, reserve recommendations, estimates and catalog descriptions to maximize hammer prices and seller returns.
Monitor and analyze antiques market trends, auction results, dealer pricing, and demographic buying behavior to refine buying strategies, forecast demand, and update merchandising assortments.
Build and manage an owned customer database (CRM) with purchase histories, preferences, alerts for clients and follow-up schedules, and use data-driven outreach to convert leads and upsell services.
Implement merchandising strategies for showroom displays and booth/market placements that highlight rarity, provenance and storytelling—optimizing aesthetic presentation, lighting, and signage to increase per-item sales.
Prepare financial documentation for acquisitions and sales including purchase invoices, consignment remittances, sales receipts, profit-and-loss tracking per object and periodic reporting to owners or investors.
Educate customers, interior designers and collecting communities through written content, blog posts, guided tours, seminars and social media posts that explain object history, significance, and care to build brand authority and SEO visibility.
Manage returns, disputes and after-sales service including authenticity claims, condition discrepancies, restitution requests and warranty issues, negotiating solutions that preserve reputation and legal compliance.
Develop and execute targeted marketing and sales campaigns around seasonal buying cycles, estate sale opportunities, auctions and fairs—leveraging email marketing, social ads, marketplace promotions, and PR to drive traffic and qualified leads.
Ensure legal and ethical compliance for antiques transactions, including due diligence for restricted cultural property, export/import regulations, CITES requirements, tax reporting and proper provenance due diligence for high-value items.

Secondary Functions

Represent the business at trade shows, antique fairs, estate sales and auction previews to source items and raise brand profile.
Collaborate with photographers, eCommerce specialists and copywriters to maintain high-quality online storefronts, SEO-optimized listings and enriched content for better discoverability.
Track and maintain supplier and vendor records, payment terms and insurance certificates for restoration shops, shipping vendors and storage facilities.
Provide mentorship and on-the-job training to junior buyers, sales staff and interns in appraisal techniques, condition reporting and sales negotiation.
Support pop-up events, client hospitality and private sale logistics, including set-up, tear-down and client follow-up.
Assist with periodic inventory valuations for insurance and financial reporting, coordinating with external appraisers when needed.
Contribute to strategic buying plans, margin targets and quarterly inventory reviews to align acquisitions with business goals.

Required Skills & Competencies

Hard Skills (Technical)

Expert antique appraisal and valuation skills across multiple categories (furniture, ceramics, silver, glass, textiles, clocks, fine art, jewelry).
Proven authentication techniques including hallmark/maker identification, wood/fabric/carving analysis, provenance research and use of comparables/auction databases.
Knowledge of restorative conservation processes and ability to evaluate restoration impact on value; experience selecting and overseeing professional conservators.
Inventory management and POS systems experience (e.g., Lightspeed, Square, Vend) and proficiency maintaining digital catalogues or collection management systems.
Online marketplace and eCommerce skills — listing optimization and sales experience on eBay, Etsy, 1stdibs, LiveAuctioneers, Invaluable, and Shopify.
Strong digital photography skills for object documentation and marketing, including image editing and color accuracy.
Shipping, crating and logistics knowledge for fragile and high-value objects, including dealing with international customs, insurance and freight forwarders.
Contract drafting skills for consignment agreements, bills of sale and purchase contracts, and relevant knowledge of sale conditions and return policies.
Financial literacy for pricing, margin analysis, invoicing, and basic P&L reporting relating to inventory.
Familiarity with legal/regulatory frameworks for cultural property, import/export controls, CITES and relevant tax obligations.

Soft Skills

Exceptional negotiation and closing skills with high-net-worth clients, estate representatives and professional buyers.
Outstanding verbal and written communication for client consultations, listing copy, and provenance documentation.
Strong attention to detail and observational skills to detect subtle repairs, replacements, or restorations.
Customer service orientation and relationship-building to generate repeat business and referrals.
Commercial acumen and market intuition to balance passion for objects with profitable inventory decisions.
Organizational skills and time management to manage multiple consignments, restorations and sales channels simultaneously.
Problem-solving ability to manage disputes, shipping incidents, or provenance questions effectively and diplomatically.
Adaptability and continuous learning mindset to stay current with market trends, research methods and digital selling tools.
Collaborative teamwork skills for working with restorers, shippers, auction houses and internal staff.
Professional ethics and integrity in handling client property, confidential provenance information and acquisitions.

Education & Experience

Educational Background

Minimum Education:
High school diploma or equivalent; demonstrated trade experience and portfolio of handled items often substitutes for formal education.

Preferred Education:
Bachelor’s degree in Art History, Decorative Arts, Museum Studies, History, Antiquities Law, or related fields; professional certification in appraisal (e.g., ISA, ASA) or graduate coursework in conservation/appraisal is a plus.

Relevant Fields of Study:

Art History
Decorative Arts / Material Culture
Museum Studies / Conservation
Business or Retail Management
Cultural Heritage Law / Antiquities Studies

Experience Requirements

Typical Experience Range:
2–8 years of progressive experience in antiques retail, auction houses, estate buying or related specialty retail.

Preferred:
5+ years as an antique dealer, auction cataloguer, senior buyer or appraiser with demonstrated track record of sourcing high-value inventory, closing significant sales, and managing restoration and logistics for collectible objects.