Director of Sales

WHO WE ARE

With our team located in Los Angeles, CA, Karuna Skin LLC operates two brands, Karuna Skin and Avatara. Karuna has been leading beautiful breakthroughs for over a decade, from our launch as the first US sheet mask brand in 2009 to a comprehensive daily skincare line sold nationwide in Whole Foods Market and globally in select hotels, spas and beauty retailers like Mecca. Karuna's sister brand, Avatara, was created in 2017 to bring safe, fun, and effective skincare solutions appropriate for tween, teen, and young skin needs and can be found in Target, Walmart, CVS, Whole Foods Market and select grocery locations nationwide.

A career with Karuna is an opportunity to join a collaborative, upbeat, open floor-plan office that welcomes idea-sharing, communication, and teamwork. We offer a competitive benefits package that includes medical, dental, vision, and much more.

JOB DESCRIPTION

In this role, Director of Sales, you will own and grow our topline across our retail partners. You will lead the strategy, negotiations, and day-to-day relationships that drive our business across our key North America accounts and distributors, such as Target, Walmart, CVS, and Whole Foods Market, among many others, and you will build the plan to expand our footprint into new doors and channels throughout the US and Canada. Partnering directly with the CEO, you will set the sales agenda, lead our retailer line reviews, and manage a small, high-output sales team—turning our brand momentum into sustained, profitable revenue growth.

KEY RESPONSIBILITIES

Revenue & Account Leadership

• Own the sales topline across both brands, setting and delivering revenue targets by retailer and channel.
• Lead the strategy, negotiations, and ongoing relationships with our key North America accounts, such as Target, Walmart, CVS, Whole Foods Market, and Walmart Canada, along with many additional retailers.
• Manage and grow our distributor partnerships across North America, including KeHE and Purity Life, among others, to expand reach and support new channels.

Growth & Distribution

• Build and execute a plan to win new doors and channels, expanding distribution and shelf presence for both brands.
• Grow our assortment footprint within each key retailer, expanding the SKUs and categories we hold on shelf.
• Bid out and secure additional merchandising placements, from secondary displays to feature and promotional space.

Line Reviews & Trade Strategy

• Serve as the primary presenter in retailer meetings and line reviews, and drive the line review process end to end, partnering with internal teams on assortment, pricing, and new product strategy.
• Develop and negotiate trade terms and promotional strategy with our retail partners, reviewing margins to guide promotional decisions that grow revenue while protecting profitability.

Business Health & Market Insight

• Review overall business health across retailers and channels, acting on risks and opportunities early.
• Partner with Finance and the Planning Consultant to align sales plans with revenue projections and inventory.
• Stay informed and in tune with cosmetic and beauty trends, and maintain a clear understanding of what key competitors are doing.

Team & Broker Leadership

• Manage and mentor the sales team, including the Associate Business Manager and sales enablement, setting priorities and developing talent.
• Direct the broker network, holding partners accountable to clear goals and performance standards.
• Report on performance, risks, and opportunities to the CEO, and help shape overall commercial strategy.

POSITION REQUIREMENTS

• Bachelor's degree or above in Business, Marketing, or a related field.
• Bring at least 7 years of CPG sales experience, with direct experience selling into Target and/or Walmart; beauty or personal care experience strongly preferred.
• Demonstrate a proven track record of growing topline revenue and winning new distribution at major national retailers.
• Possess established buyer and broker relationships across mass, grocery, or drugstore channels.
• Exhibit strong negotiation skills and command of trade terms, promotional planning, and retailer economics.
• Show experience leading line reviews and presenting confidently to senior retail buyers.
• Stay in tune with beauty and cosmetic trends and the competitive landscape, translating insight into commercial action.
• Bring people-leadership experience, with the ability to manage, mentor, and get the most from a small team.
• Combine strategic thinking with hands-on execution—comfortable owning both the plan and the follow-through.
• Thrive in the energetic, ever-changing environment of a growth-oriented beauty brand.