Company Overview

Pacifica Beauty is a renowned beauty care company dedicated to offering natural, sustainable, and cruelty-free beauty products that empower individuals to express their unique beauty while respecting the planet. Our mission is to provide high-quality skincare, makeup, fragrance, and body care items that promote self-care, wellness, and environmental consciousness. With a commitment to innovation and integrity, we strive to inspire positive change in the beauty industry and beyond.

Position Overview

Pacifica is seeking a highly strategic, analytical, and self-directed Director, Strategic National Accounts to lead our three most critical retail partnerships: Walmart, Target, and Ulta.

This role owns both the strategic direction and day-to-day management of these accounts, with full responsibility for revenue delivery, margin management, and long-term growth planning. The Director will develop and execute account-specific strategies that drive distribution expansion, productivity improvement, and profitable growth.

Success in this role requires deep expertise in beauty or CPG, direct experience with at least two of the following retailers (Walmart, Target, Ulta), and the ability to independently lead complex retail conversations including line reviews, joint business planning, and promotional negotiations.

This individual must be both highly analytical and commercially decisive, able to evaluate POS trends, P&L performance, and promotional ROI while confidently representing Pacifica in executive-level retailer engagements.

Key Responsibilities

Retail Ownership & Strategy

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

Financial & Analytical Leadership

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

Cross-Functional Execution

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

Promotional & Merchandising Strategy

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

Relationship & Influence

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

Growth & Expansion

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

Join Pacifica Beauty in our mission to redefine beauty and inspire conscious living. Together, we can create a brighter, more beautiful future for all. Apply now to join our passionate team!

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Director, Strategic National Accounts

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