Director of Account Management

Director, Commercial Sales & Key Accounts (Parental Leave Coverage)

Location: New York, NY (Hybrid: 4x/week on-site in SOHO)

Contract Duration: August 31, 2026 – June 4, 2027

Schedule: Full-Time (M–F, 9:00 AM – 5:00 PM | Anticipated ~37.5 hrs/week)

Industry: Beauty & Skincare

About the Role

We are seeking a dynamic, result-driven Director, Commercial Sales & Key Accounts to lead our North America Key Account Management (Partnerships) Team during a high-impact parental leave coverage.

In this high-visibility, client-facing commercial leadership role, you will own the commercial strategy and P&L for our premier retail partners across North America (including Ulta, Sephora, and upcoming expansion channels). Reporting into executive leadership, you will serve as the primary strategic partner to retailer merchants, driving 360° omni growth strategies, leading cross-functional teams, and executing growth plans to continuously capture market share.

Key Responsibilities

Strategic Commercial Leadership & P&L Ownership

• Shape and execute the North America growth strategy to expand market share and improve brand rank across key accounts.
• Own key account P&Ls and oversee the North America OPEX budget, ensuring program alignment with profitability goals and proactively managing variances with Finance.
• Establish sales targets by account and channel, developing 360° strategies to exceed net/retail sales, profitability, and regional KPIs.
• Drive hero product momentum and new product launches (NPL), negotiating incremental secondary exposures and innovative test-and-learn placements with retailers.

Retail Partner Engagement & Channel Expansion

• Serve as the principal point of contact for North America retailer merchants, cultivating deep, strategic relationships with buying teams.
• Leverage customer, market, and retail insights to identify white-space growth opportunities and build tailored expansion strategies into new channels (e.g., Pharmacy).
• Represent the brand in high-visibility corporate retailer strategy sessions, upholding brand image and values.

Forecasting, Business Planning & Operations

• Partner closely with Demand Planning and SCM to lead granular forecasting (Basic, NPL, Sets) and monthly LE (net and retail) analyses.
• Track and analyze sales performance at a granular level to mitigate commercial risks through strategic innovation and agile plan revisions.
• Oversee team-level SOX compliance, workstream documentation, and internal control activities.

Cross-Functional Leadership & Culture

• Lead, empower, and align the North America Partnerships Team, ensuring seamless cross-functional execution across Demand Planning, Brand, Education, Visual Merchandising, Field, Digital, and Communications.
• Equip the North America Field Team with the necessary strategy, building blocks, and sales plans to win at the account level.
• Champion company values by embedding Sustainability, Social Impact, and Diversity, Equity & Inclusion (DE&I) into commercial project planning and team decisions.

Qualifications

• Leadership Experience: 5 years of direct team management and progressive commercial sales/account management leadership in the beauty or skincare industry.
• Retailer Expertise: Proven track record managing top-tier North American prestige beauty retailers (e.g., Sephora, Ulta).
• Financial & Business Acumen: Strong proficiency in P&L management, demand forecasting, sales analytics, and executive-level negotiations.
• Operational Capabilities: Experience navigating cross-functional workflows, OPEX budget management, and corporate compliance (SOX compliance experience is a plus).
• Technical Skills: Advanced proficiency in MS Office, particularly Excel and PowerPoint.
• Competencies: Exceptional organizational and prioritization skills; adept at driving business under tight deadlines and managing complex stakeholder relationships.

Work Environment & Schedule

• Location: Hybrid schedule on-site 4 days per week at our SOHO Office
• Travel: Occasional domestic travel required for retailer meetings and strategy sessions.