Director of Sales, Ulta

Milani Cosmetics • Culver City, CA

1d • $185,000 - $200,000 • Hybrid

About The Position

Milani Cosmetics is seeking a strategic, results-oriented Director of Sales to lead and grow its Ulta Beauty business across stores and eCommerce. As the primary commercial owner of the account, this role is accountable for profitable revenue growth, retail sales, market share, and the strength of Milani’s partnership with Ulta.

The Director owns account strategy, annual business planning, customer P&L, and retailer negotiations, while leading cross-functional execution of assortment, merchandising, promotional, and digital initiatives. The role requires direct Ulta experience, strong financial judgment, and the ability to turn retailer and consumer insights into growth while remaining closely involved in day-to-day execution. The position may be based in Los Angeles, California, on a hybrid schedule, or in Chicago, Illinois, remotely with travel. The posting also describes a required Tuesday-through-Thursday onsite schedule at Milani’s Culver City office as part of its flexible work environment.

Requirements

• Bachelor’s degree in Business, Marketing, Finance, or a related field.
• At least 5 years of progressive experience in CPG sales, business development, or national account management, including ownership of a major retail account.
• Direct experience managing the Ulta Beauty account, including knowledge of its merchandising, planning, promotional, and digital business processes.
• Experience with a highly SKU-intensive business.
• Demonstrated success driving profitable growth, leading retailer negotiations, and managing customer P&L, trade investments, and account forecasts.
• Strong analytical skills using retailer reporting platforms, syndicated data, and advanced Excel, with the ability to turn insights into clear business recommendations.
• Excellent presentation, relationship-building, and project management skills, with the ability to influence cross-functional teams and balance strategy with hands-on execution.
• Proficiency in PowerPoint and business analytics tools.
• Ability to travel for retailer meetings, company meetings, and business needs.
• Must be located in Los Angeles, California, or Chicago, Illinois.

Nice To Haves

• Beauty or personal care experience is strongly preferred.

Responsibilities

• Own the Ulta business strategy and annual account plan, setting sales, profitability, distribution, and market share objectives aligned with Milani’s priorities.
• Lead relationships with Ulta merchants and relevant planning, digital, and marketing partners; lead joint business planning, business reviews, and growth proposals.
• Lead negotiations on assortment, promotional support, merchandising opportunities, and commercial terms in partnership with internal leadership.
• Identify and secure opportunities for distribution expansion, new product placement, assortment growth, and stronger in-store and online productivity.
• Translate POS, shipment, syndicated, category, and shopper data into actionable recommendations; monitor performance and identify risks and opportunities.
• Own account sales forecasts and partner with Demand Planning and Supply Chain to align inventory and replenishment with launches, promotions, and retail demand.
• Present business performance, growth recommendations, and corrective action plans to Milani leadership and Ulta partners.
• Lead assortment reviews, planogram strategies, new item launches, and assortment transitions with Category Management and cross-functional teams.
• Develop retailer-specific promotional and activation plans with Marketing and eCommerce partners to grow sales across stores and online.
• Oversee fixture, display, and visual merchandising execution; evaluate retail conditions, competitive activity, and promotional ROI to improve future plans.
• Own customer P&L performance and trade investment plans, including promotional spending and markdowns, managing investments to deliver profitable growth.
• Partner with Finance to monitor account profitability, resolve deductions, and address pricing or spending discrepancies.
• Ensure accurate item setups, pricing, promotion trackers, and account reporting; hold partners accountable for retailer deadlines and deliverables.
• Lead account initiatives across Marketing, eCommerce, Category Management, Product Development, Finance, Demand Planning, and Supply Chain, establishing clear priorities and accountability.
• Represent Ulta’s needs in Milani’s go-to-market planning and communicate retailer opportunities, requirements, and business risks.
• Direct broker or external account support, where applicable, setting performance expectations and aligning activities with account objectives.
• Travel for retailer meetings, company meetings, and business needs.

Benefits

• Health care plan covering medical, dental, and vision.
• 401(k) retirement plan with company match.
• Life insurance, including basic, voluntary, and AD&D coverage.
• Generous vacation time policy.
• Family leave.
• Short-term and long-term disability.
• Flexible work environment; hybrid work is described, with Tuesday, Wednesday, and Thursday required onsite at Milani’s Culver City office.
• Dog-friendly headquarters.

What This Job Offers

• Job Type: Full-time
• Career Level: Director