Director, Strategic National Accounts

Pacifica Beauty is a natural, sustainable, cruelty-free beauty company offering skincare, makeup, fragrance, and body care products. The Director, Strategic National Accounts will own strategy and day-to-day management for Walmart, Target, and Ulta to deliver revenue, manage margin, and drive long-term growth.

• Own the full commercial relationship with Walmart, Target, and Ulta, including strategic direction and daily account management.
• Develop and execute annual joint business plans aligned to revenue and margin targets.
• Lead line reviews, innovation sell-ins, and assortment optimization to improve productivity and growth.
• Identify whitespace opportunities, distribution expansion, and retailer-specific growth strategies aligned to category objectives.
• Own topline revenue, trade spend, marketing investment, and net revenue performance for assigned accounts.
• Analyze POS and P&L performance with internal partners to identify growth and margin opportunities.
• Build financial models and scenarios for pricing, promotions, assortment changes, and distribution shifts.
• Forecast shipments and sales patterns; monitor monthly actuals vs. forecast and course-correct as needed.
• Partner with Marketing on trade marketing, promotional strategy, and innovation launches.
• Collaborate with Operations to ensure in-stock performance, inventory planning, and operational execution.
• Work with Finance to manage trade accruals and protect gross margin.
• Develop retailer-specific merchandising, pricing, and promotional plans; evaluate promotional performance and optimize pricing architecture.
• Partner with digital teams to maximize omni-channel performance and conversion.
• Build relationships with buyers, planners, and retail stakeholders; maintain understanding of retailer goals, competition, and category trends.
• Identify new distribution opportunities within existing accounts and support channel expansion exploration.
• Provide insights on evolving consumer trends to inform long-term retail strategy.

• 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, including P&L management, trade investment management, forecasting, and promotional ROI.
• Advanced analytical ability to interpret POS data, model scenarios, and translate insights into commercial action.
• High proficiency in Excel (financial modeling, forecasting, trade analysis) and PowerPoint or Canva (retailer presentations and line review decks).
• Deep understanding of mass and specialty retail dynamics, including omni-channel performance and digital growth.
• Strong negotiation skills and executive presence; ability to influence buyers and cross-functional stakeholders.
• Ability to manage multiple complex projects simultaneously with strong attention to detail.
• Strategic, commercial mindset with ability to identify consumer insights and drive innovation opportunities.
• Experience contributing to annual budgets and operating plans with 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 excellent communication skills.
• 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.
• Supportive and inclusive work culture valuing diversity, creativity, and innovation.
• Meaningful work focused on positive impact for people and the planet.
• Travel: Regular travel to retailer headquarters and Pacifica offices as needed.