Pacifica Beauty

Director, Strategic National Accounts

Pacifica Beauty

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Job Level

Lead

About the role

  • 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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales leadershipP&L managementfinancial modelingforecastingtrade analysispromotional ROIanalytical capabilitiesscenario modelingjoint business plansdistribution gains
Soft Skills
negotiation skillsexecutive presenceattention to detailstrategic mindsetcommercial mindsetcross-functional alignmentself-starteraccountabilitycommunication skillsrelationship building