Director of Sales

Company Overview

Pacifica Beauty is a renowned beauty care company dedicated to offering natural, sustainable, and cruelty-free beauty products that empower individuals to express their unique beauty while respecting the planet. Our mission is to provide high-quality skincare, makeup, fragrance, and body care items that promote self-care, wellness, and environmental consciousness. With a commitment to innovation and integrity, we strive to inspire positive change in the beauty industry and beyond.

Position Overview

The Director of Sales is responsible for the strategic and day-to-day management of our critically important strategic partners, Target & Ulta. With a focus on continued growth and expansion, you will help shape & implement the US retail and wholesale business plans, driving Pacifica to deliver on agreed upon company revenue goals. To manage these accounts most effectively, you will be required to perform deep analysis evaluating POS, P&L review, P&L modeling against potential scenarios, and cost analysis to identify sales growth as well as margin saving opportunities, and overall deep knowledge on monthly tracking of actuals vs forecast. In close collaboration with the retail partners, the Director of Sales will take on an integral role in forecasting and planning. You will collaborate closely with cross functional partners to develop strategic plans and implement for sales growth.

Salary Range:

$160k-185k Based on experience

Key Responsibilities

It is essential the candidate is an analytical and strategic thinker who is passionate about the category, business, and forges strong relationships with retail partners. It is also crucial that this person has a strong understanding and experience specifically with Target & Ulta.

1. Wholly own the relationship with the accounts.
2. Maintain excellent relationship with existing retailers, working to understand their goals, market conditions, challenges, competitive activities, and possible unique opportunities.
3. Collaborating with the retailers to achieve stated sales and revenue targets and drive sell out.
4. Develop account specific stock and sales plans to align with financial targets and corporate goals.
5. Meet with the accounts to develop and implement precise sales and business plans.
6. Monitor wholesale sales, inventory levels and retailer activity to maximize sales opportunities and brand image.
7. Establishing annual joint business plans, driving alignment to the plan both internally and with retailer/s.
8. Direct ownership of forecasting shipment and consumption patterns aligned to the Fiscal Year planning calendar.
9. Providing wholesale and POS forecasts, account reporting and other sales reports requested.
10. Communication and coordination of customer needs with internal support teams as required to provide superior customer service.
11. Management of the elements of the P & L Scorecard, working to improve status at every level (reduce returns, minimize expenditures on account-specific programs, etc.).
12. Management of trade funds to efficiently drive the business.
13. Management of weekly sales reporting and monthly and quarterly business reviews.
14. Ongoing analysis against business performance to drive incremental growth opportunities and visibility to the current state.
15. Strategic leadership of retailer engagements & meeting preparation with critical focus on line reviews.
16. Review terms, space, location, and special offers with retailers to satisfy corporate goals set with distributors.
17. Revenue and sales budget responsibility for all channel sales including monthly reporting to provide transparency across the business and to support global business decisions.
18. Work closely with Marketing to ensure trade marketing, investment plans and product placement goals are met.
19. Identify and present channel strategy of the brand in each US retailer.
20. Provide insight and advisement to Brand/Marketing team on trade marketing plans/price promotions supported with historical data demonstrating the uplift and success to ensure the correct promotional strategy is put into action.
21. Help set the strategy & seek new business opportunities for expansion into new retailers and/or classes of trade.

Requirements

• 7+ years directly working with Target & Ulta necessary.
• Preferred National Account Management experience within Beauty/CPG brand.
• Proven record of fostering strong relationships and high value partnerships.
• Demonstrated knowledge of key retailer ways of working and ability to maximize sales based on brand and retailer white space opportunities.
• Experience developing and implementing strategies to sustain and grow revenue, increase market share and distribution in marketplace.
• Strong knowledge of Channel Strategy, Sku Rationalization, and Distribution planning.
• Ability to evaluate promo effectiveness and lift projections to maximize use of trade fuel supporting larger US growth and retailer pricing strategy.
• Proven track record for successful retailer space negotiations resulting in growth and achieving sales KPI targets.
• Business Development experience within the cosmetic/beauty industry in USA a plus.
• Sales and Trade experience - in-store execution, retailer strategy, trade marketing and promo evaluation required.
• Pricing and analytics reporting experience required.
• Experience managing sales dilution, with knowledge of retailer funding models.
• Space productivity thresholds and velocity measures for perm and semi-perm merch.
• Experience working with mass retail chains and delivering on marketing (both Trade & ATL) objectives.
• Demonstrated experience working within a fast-paced environment.

Knowledge / Qualifications / Skills

• Intermediate to Advanced MS office, particularly Excel & PowerPoint.
• Tertiary Qualified in Business, Marketing, Finance or Communications related.
• MA in Business Administration or similar relevant field highly desirable.
• Outstanding communication, interpersonal and leadership skills.
• Proven ability to foster positive internal and external relationships.
• Excellent negotiation and presentation skills.
• Ability to analyze and build strong forecast and financial planning documents.
• Strong time management and organizational skills.
• Attention to detail, and ability to manage multiple projects simultaneously.
• Multitasker, critical thinker with strong analytical skills.
• Ability to identify consumer insights and explore opportunities for innovation.
• An extremely commercial and strategic mindset, with the ability to communicate effectively at all levels.
• Strong financial acumen and ability to provide accurate ongoing data on monthly performance.
• Ability to contribute to the preparation of annual budgets and Operating Plan, ensuring the effective fiscal management of all sales budgets.
• Ability to drive complex projects through various business partners and stakeholders.
• Ability to work cross-functionally within local market and across global teams.
• Reliable, proactive, self-starter with pride in personal performance.
• An extremely commercial and strategic mindset, with the ability to communicate effectively at all levels.
• Regular travel to home office necessary.
• Regular account travels necessary.

Bonus if you have

• Walgreens, CVS, Rite Aid experience.
• Sally Beauty experience.
• Beauty industry experience.
• Customer-obsessed.
• Los Angeles or Chicagoland-based.

Benefits

• Competitive salary and benefits package.
• Opportunities for professional growth and development.
• Employee discounts on Pacifica Beauty products.
• A supportive and inclusive work culture that values diversity, creativity, and innovation.
• Meaningful work that makes a positive impact on people and the planet.

Join Pacifica Beauty in our mission to redefine beauty and inspire conscious living. Together, we can create a brighter, more beautiful future for all. Apply now to join our passionate team