Sr. Director, Sephora, NA & Specialty Accounts

The Sr.  Director, Accounts - Sephora will be a strategic partner to our SVP of Global Sales and work closely with our wholesale retail partners in North America. This role will own our sell-in and sell-thru strategy for their respective accounts in the US & Canada and partner with Marketing to align on retailer support for launches, events and promotions. This role will work collaboratively with our Planning, Sales Ops, Field and Marketing functions, and identify key opportunities for commercial growth.

This position reports to the SVP of Global Sales and is a hybrid role based out of our headquarters office in Laguna Beach or Century City, CA. It will require travel, both domestic and international, of up to 10%.

• Partner with SVP of Sales to align on strategies that are unique to Sephora NA, Sephora Mexico, Mecca, Credo and Independent Retailers and support the brand across all channels

• Coach and develop Sr. Manager of Specialty Accounts and Assistant Manager of Account Operations

• Spearhead sell-in and sell-thru strategy with Sephora merchants and planning to maintain status in the US and Canada. Responsible for the achievement of all shipments, dilutions and retail sales plans across each category

• Responsible for business sector’s complete P&Ls, including gross shipments, dilutions and OPEX; reforecast and submit updates to finance via the monthly business review process

• Partner with Sephora’s merchant team and brand marketing team to secure their alignment on brand strategy and maximize retailer support for launches, events, and promotions

• Develop strong relationships with internal cross-functional teams including Planning + Operations + Marketing + Field teams and external Retailer Partners

• Validate key opportunities through data and consistently evaluate current sales strategies and adjust based on tests and learns, key data trends, and competitive analysis

• Provide guidance on a sales strategy to create alignment with cross-functional teams including Marketing, Planning, Education, Operations, Demand Planning, Creative and Finance to support key initiatives

• Partner closely with Planner providing strategy updates and troubleshooting any inventory issues

• Own and maintain corporate Sales and Activation Calendar to ensure all store animations, digital campaigns, gratis, sampling, events, and gondola updates are planned and forecasted accurately

• Forecast annual sampling inventory needs and order flow to support Always On core product support and new launches.

• Partner with Planning, managing purchase order submissions and allocations to maximize retail sales and wholesale inventory for launches, core replenishment, in store animations, and sampling

• Identify, resolve, and communicate inventory issues at the SKU level with internal cross-functional teams

• Provide store assortments to Sephora merchants with every gondola updates. Partner with merchants on adds, discos, and gondola road maps

• Partner closely with Director of Education on EDU sheets, marketing assets, and gratis assortment by month

• Prepare visual merchandising briefs in partnership with Director of Visual Merchandising identifying new concepts and storytelling ideas for gondola updates and in store animations

Requirements

• 7+ years of beauty sales experience; Sephora experience required

• Demonstrated success of building winning partnerships with Sales leadership and retailers

• Strong interpersonal skills and proven ability to work with diverse teams

• Intermediate to advance data manipulation & visualization experience in Excel or a similar BI platform

What we would like to offer...

• $170,000-190,000 annually*

• Bonus Opportunity

• Health Benefits - 100% employer-paid medical, dental & vision coverage

• Flex Time Off - No cap on personal time off and paid company holidays

• Seasonal Flex Days - Flexible scheduling to enjoy extra time under the sun during the Spring & Summer season

• Parental Leave - Up to 18 weeks paid parental leave

• 401(k) - Save for your future with a 401(k) with a company match

• Flexibility & Wellness Stipends - Monthly stipends to support remote work & self-care

• ILIA Products - Quarterly stipend to replenish your favorite products and try new ones

*This is the anticipated salary range for this position. The actual salary offered will carefully consider a few factors including your skills, qualifications, experience, and location.

About ILIA

ILIA makes clean skin-centric beauty. We see skincare and makeup as one and believe that skin should look like skin. With transparency as our guide and color as our vehicle, we challenge the conventions of clean beauty to create something radically new, through safe, groundbreaking formulas that protect + revive the skin. Headquartered in Laguna Beach, California, ILIA brings together a strong group of innovative thinkers, rule-breakers and creative problem solvers. We pave the way forward as the leading clean makeup brand in what is being called the Clean Beauty Revolution. Fast paced growth provides constant learning, collaborative teamwork, and the desire to be the best at what you do. We celebrate taking risks and doing what hasn’t been done before.

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