Director, Strategic National Accounts

Role Overview

• Own the full commercial relationship with Walmart, Target, and Ulta.
• Develop and execute annual joint business plans aligned to company revenue and margin targets.
• Lead line reviews, innovation sell-ins, and assortment optimization.
• Identify whitespace opportunities, distribution expansion, and productivity improvements.
• Establish clear retailer-specific growth strategies that align with each customer’s category objectives.
• Own topline revenue, trade spend, marketing investment, and net revenue performance for assigned accounts.
• Partner with Insights, Ops & Brokers to analyze POS and P&L to identify growth and margin opportunities.
• Build and model financial scenarios (pricing, promotions, assortment changes, distribution shifts).
• Partner with Operations and brokers to forecast shipments and sales patterns.
• Monitor monthly actuals vs forecast and proactively course-correct as needed.
• Partner closely with Marketing to align trade marketing, promotional strategy, and innovation launches.
• Collaborate with Operations to ensure strong in-stock performance, inventory planning, and operational excellence.
• Work with Finance to manage trade accruals and protect gross margin.
• Align internal teams around retailer expectations, timelines, and deliverables.
• Develop retailer-specific merchandising, pricing, and promotional plans.
• Analyze promotional performance and recommend optimized pricing architecture.
• Ensure promotional investments drive measurable lift and long-term brand equity.
• Partner with digital teams to maximize omni-channel performance and conversion.
• Build strong relationships with buyers, planners, and cross-functional retail stakeholders.
• Maintain deep understanding of retailer goals, competitive landscape, and category trends.
• Serve as a trusted advisor internally on retailer strategy and externally as a brand leader.
• Identify and pursue new distribution opportunities within existing accounts.
• Support exploration of new classes of trade and channel expansion.
• Provide insight on evolving consumer trends to inform long-term retail strategy.

Requirements

• 7–10+ years of progressive sales leadership experience in beauty or CPG.
• Direct ownership of at least two national accounts among Walmart, Target, and Ulta.
• Proven success leading line reviews, securing distribution gains, and building impactful joint business plans.
• Strong financial acumen with experience managing P&Ls, trade investment, forecasting, and promotional ROI.
• Advanced analytical capabilities with the ability to interpret POS data, model scenarios, and translate insights into clear commercial action.
• High proficiency in Excel (financial modeling, forecasting, trade analysis) and PowerPoint or Canva (retailer presentations, line review decks).
• Deep understanding of mass and specialty retail dynamics, including omni-channel performance and digital growth.
• Strong negotiation skills and executive presence with the ability to influence buyers and cross-functional stakeholders.
• Demonstrated ability to manage multiple complex projects simultaneously while maintaining attention to detail.
• Strategic and highly commercial mindset with the ability to identify consumer insights and drive innovation opportunities.
• Experience contributing to annual budgets and operating plans, ensuring disciplined fiscal management.
• Proven ability to drive cross-functional alignment across Sales, Marketing, Finance, and Operations.
• Self-starter with high accountability, strong work ethic, and pride in performance.
• Excellent communication skills with the ability to operate effectively at all levels of the organization.
• Willingness to travel regularly to retailer headquarters and Pacifica offices as needed.

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.