Director of Sales

About this role

We are seeking a highly strategic and commercially driven Director of Sales to lead and grow two of our most important retail partnerships: Sephora and Ulta Beauty.
The Director will own the overall business strategy, performance, and long-term growth plans for Sephora, Ulta Beauty and other key retail partners. This individual will be responsible for developing and executing retailer-specific growth strategies, identifying opportunities to expand market share, leading annual planning, and serving as the primary commercial partner between Farmacy and our retail accounts.
This is a highly visible role requiring strong cross-functional leadership and close partnership across Marketing, Product Development, Digital, Operations, Finance, and executive leadership to ensure we are maximizing brand presence, profitability, and long-term retailer success.
This role requires a strong operator, exceptional relationship builder, and a highly strategic leader who brings deep expertise managing Sephora as a key prestige beauty retailer, understands the evolving beauty landscape, and has a proven track record driving sustainable growth within large-scale retail partnerships. This role would manage 1 direct report at the Coordinator level.
KEY RESPONSIBILITIES:
Strategic Account Leadership & Growth Strategy

• Own and lead the overall business strategy for Sephora and Ulta, driving topline revenue growth and long-term strategic expansion across both accounts

• Develop retailer-specific growth strategies that position Farmacy for increased market share, stronger brand ranking, and accelerated category performance

• Build and execute annual joint business plans aligned to both internal revenue goals and retailer priorities

• Identify whitespace opportunities across assortment, category expansion, exclusives, promotions, merchandising, and new product launches
Sephora & Ulta Commercial Partnership Management

• Serve as the primary relationship owner with merchant teams and senior retail partners at both Sephora and Ulta

• Build strong executive-level partnerships and proactively identify opportunities to deepen retailer relationships and unlock future growth opportunities

• Lead all retailer negotiations including assortment expansion, promotional strategy, investment planning, launch opportunities, and long-term commercial agreements

• Bring deep knowledge of Sephora’s operating model, merchandising structure, and go-to-market ecosystem to inform business strategy and decision making
Retail Performance

• Partner cross-functionally to ensure best-in-class execution across all retail touchpoints, maximizing both consumer conversion and brand visibility

• Oversee launch strategy and ensure strong execution of product launches, visual merchandising, retailer programming, and campaign activation

• Partner closely with demand planning and operations teams to ensure inventory health and operational excellence across both accounts
Financial Ownership & Business Management

• Own the overall financial performance of retail accounts with full accountability for achieving sell-in revenue targets and driving sustainable, profitable growth across both accounts

• Manage the full P&L for both retail accounts, monitoring revenue performance, promotional investments, and overall business profitability

• Lead forecasting and annual business planning processes, ensuring accurate sales projections, inventory alignment, and strategic investment decisions

• Develop and manage retailer-specific budgets, including trade spend, promotional investments, marketing support, sampling, and retailer programs to maximize return on investment

• Continuously analyze business performance, identifying risks and opportunities while making data-driven recommendations to improve sales performance, profitability, and long-term channel growth
Cross Functional Leadership

• Collaborate closely with brand marketing, digital, product development, finance, operations, and executive leadership to align retailer strategies with broader company priorities

• Provide retailer insights and market intelligence that help inform innovation pipeline, product development decisions, and future category opportunities

• Act as the internal voice of the retailer, ensuring teams are aligned around strategic priorities and executional excellence
Business Analysis & Performance Management

• Own forecasting, sales reporting, retailer scorecard tracking, promotional analysis, and ongoing business performance reviews

• Monitor category trends, competitive landscape, ranking performance, and evolving retailer strategies to proactively identify risks and opportunities

• Translate data into actionable recommendations that improve business performance and strengthen long-term growth
Requirements

• 7+ years of experience in sales, key account management, or commercial leadership within beauty, skincare, prestige retail, or consumer brands

• Deep experience managing Sephora as a retail partner is required; direct Ulta experience strongly preferred

• Proven track record driving growth within prestige beauty retailers and successfully managing large strategic retail partnerships

• Strong understanding of the beauty retail landscape, category dynamics, and omnichannel retail strategy

• Highly strategic thinker who can balance big-picture commercial planning with strong executional excellence

• Exceptional relationship management skills with experience influencing senior external retail partners

• Strong analytical and financial acumen with experience forecasting, planning, and identifying growth opportunities through data-driven insights

• Comfortable working cross-functionally within fast-paced, entrepreneurial environments

• Able to commute to the NYC office a minimum of 2 days per week.

• Authorized to work in the United States without the need for current or future sponsorship. Immigration sponsorship is not available for this role.