Director of Sales, Sephora & Strategic Retailer Accounts - #1405281

Description

We are seeking a creative, strategic, and relationship-driven leader to oversee and grow our partnerships across Sephora US, Canada, Kohl’s, and Shoppers Drug Mart. This role is ideal for someone who thrives in a fast-paced, growth-oriented environment and brings a strong track record of building business plans, creating joint value with retail partners, and influencing cross-functional teams. The ideal candidate will think outside the box to contribute to 360-degree launch planning and innovative in-store activation strategies.

This role drives sustainable sales growth, achieves financial and market share targets, and fosters strong, collaborative relationships with key retail stakeholders. Success requires sharp analytical and negotiation skills, adaptability in a dynamic environment, and a positive, solutions-oriented mindset.

• Own and manage the Sephora US, Sephora Canada, Kohl’s, and Shoppers Drug Mart accounts
• Develop and execute 3-year strategic growth plans aligned with brand and commercial priorities
• Lead joint business planning and top-to-top meetings with retail leadership to align on growth levers and long-term strategy
• Identify whitespace and innovation opportunities to drive incremental business
• Serve as the key contact for senior stakeholders across all four accounts
• Present brand strategies, launches, and performance metrics with strong insights and compelling storytelling
• Negotiate annual joint business plans, including CO-OP, margin, exclusives, and promotional programs
• Partner with cross-functional teams to ensure flawless execution of account strategies
• Optimize retail performance through precise forecasting, proactive inventory management, and Gross-to-Net tracking, including monitoring of trade spend, discounts, returns, and retailer fees
• Lead all business reviews and performance recaps to inform future plans
• Analyze retail trends, consumer data, and competitive activity to inform strategy
• Maintain pricing catalogs, track new/discontinued SKUs, and lead competitive analysis of launches
• Collaborate with Sales Ops and Finance on budgeting, forecasting, and sales reporting
• Work closely with Marketing, Education, Visual Merchandising, and Finance teams to align on go-to-market strategy
• Schedule and lead internal and external meetings to ensure effective communication and execution
  
  

Requirements

• A creative, outside-the-box thinker with the ability to contribute to 360-degree launch planning and retail activation strategies
• Strong collaboration skills with field teams to support in-store activations, manage store-level inventory, and respond to feedback with flexibility and empathy
• Bachelor’s degree in Business, Marketing, or a related field
• Minimum 5 years of experience in account management or sales within the beauty or CPG industry
• Previous experience managing $100M+ in sales volume
• Direct experience managing Sephora preferred
• Strong analytical, negotiation, and relationship-building skills
• Experience building bottom-up retail sales forecasts and managing full P&L by account, including line-item budgeting and monthly reconciliation
• Excellent verbal and written communication skills
• Advanced Excel skills required, including: XLOOKUP, IF/IFS statements, Pivot tables, dynamic dashboards, Data visualization (charts, graphs), INDEX/MATCH, and conditional formatting, large dataset handling and data transformation, Advanced PowerPoint skills required — ability to build compelling, insight-driven presentations for executive storytelling
• Proficient in Microsoft Office
• Ability to thrive in a fast-paced, dynamic environment with adaptability and initiative
• Broad knowledge of cosmetics and beauty industry products and brands
• Able to work both independently and collaboratively
• Willingness to travel up to 20%
  
  

Physical demands

Sitting, Typing, Frequent Standing and Walking, Occasional lifting (less than 25 lbs)

Anastasia Beverly Hills offers a competitive compensation package with full benefits and a 401(K) plan with matching contributions from the company. The starting base salary range for this position in the selected city is $100,000.00-$175,000.00 yearly. Compensation may vary outside of this range depending on several factors, including a candidate’s qualifications, skills, competencies, experience, and geographical location. Base pay is one part of the total compensation package that is provided to compensate and recognize employees for their work.