Director, Strategic National Accounts

Pacifica Beauty • Carpinteria, CA

4d

About The Position

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.

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed