Director, Key Accounts

tarte cosmetics; New York (NY); On-site; USD 120,000 - 170,000; Full time

Job summary

A leading cosmetics company is searching for a talented Director of Key Accounts to drive retailer-specific strategies and growth initiatives. This role involves collaboration with internal teams and managing relationships with key accounts, with responsibilities spanning marketing, forecasting, and team leadership. Ideal candidates will have expansive experience in sales and marketing within the beauty industry.

Benefits

Medical, dental, vision, 401K plan & access to health & wellness programs

Paid vacation, holidays, summer Fridays, and birthdays off

Makeup gratis and employee discount on tarte.com

Friendly and collaborative work environment

Qualifications

• 10+ years of experience in sales/marketing role with a cosmetics brand.
• In-depth knowledge of beauty industry, especially Ulta and Sephora.
• Strong attention to detail, ability to manage multiple projects.

Responsibilities

• Collaborate on retailer business development strategy and omni-channel management.
• Lead negotiations and ensure optimal representation for tarte brand.
• Manage a team and oversee marketing strategies for retail partnerships.

Skills

Sales/Marketing

Forecasting

Data Analytics

Budget Management

Negotiation

Project Management

Leadership

Collaboration

Education

BA/BS or equivalent work experience

Job description

Director, Key Accounts

Responsibilities:

• Collaborate with leadership and KAM team on retailer business development strategy
• Lead retailer-specific key account team in best-in-class omni channel management to support all retailer needs
• Partner with retailer teams to proactively brainstorm and develop 360-degree go-to market strategy to maximize sell-through of new launches and core categories; continuous partnership across internal and external cross-functional teams
• Lead productive discussion and negotiations with retailers to secure optimal space and location, in store and digital exposure for tarte brand
• Liaise directly with account partners and trade marketing teams to execute all day-to-day sales marketing activities related to growing omni business
• Foster and manage a productive and positive retailer partnership across merchandising, planning and marketing teams through strong relationship and communication, status and strategy meetings as needed, administrative task completion as required by the account; identify business opportunities through long term strategic planning and continuous feedback and results reporting back to teams, manage meeting follow ups thru to completion
• Oversee KAM team’s management and execution of deadlines and due dates of retailer assets, promotions, merchandising, and promotional calendar for timely delivery to retailers
• Represent and advocate for business needs with internal cross-functional partners in marketing, social media, planning, product development and education
• Drive sell-in of new launches, track timing of stock and analyze business performance by account on a weekly basis proposing recommendations to drive retail sales
• Build, manage and optimize retailer coop, RTV and promotional budgets to maximize topline growth and ROI
• Support execution of digital marketing programs with retailer and track ROI
• Oversee seasonal retail product assortments and updates for core, limited life and digital
• Manage assortment files and planning trackers
• Manage retailer merchandising updates, timelines and deadlines. Analyze sales for merchandising changes/update recommendations, partner with merchandising on seasonal updates and manage merch reference file. Lead communication of changes for internal/external assortment updates.
• Lead development and maintenance of internal seasonal side by side trackers and calendars for activations, promotions, exposures in store and online
• Measure/manage ROI for instore/online marketing opportunities
• Manage promotional post-analysis by promotion/account for success rate, sell-in/sell-through and key learnings
• Oversee management of all retailer photo comps, assets and provide internal calendar for timely delivery to retailer
• Partner with planning, marketing and operations team on product forecasting and allocation
• Analyze and communicate door level inventory opportunities with retailer planner to resolve out of stock issues
• Provide WTD/MTD/YTD business analysis for each account; build sales reports (new launch trackers, mix of business, store and online specific) and analyze for business opportunities
• Complete detailed reporting for senior management team
• Develop and perform competitive research and administrative tasks as needed
• Collaborate with cross functional teams for seasonal updates, events, education, promotions, retailer meetings
• Prepare and manage all retailer market and planning meetings with leadership and cross functional teams
• Manage and develop 2+ direct reports, defining work goals and personal development plan as well as providing ongoing feedback

Qualifications:

• 10+ years of experience in sales/marketing role with a cosmetics brand, color experience preferred
• BA/BS required or equivalent related work experience
• In-depth knowledge of beauty industry and understanding of the open sell environment (knowledge of Ulta, Sephora highly desirable)
• Strong proficiency with forecasting, inventory management, data analytics, budget management, merchandising, digital marketing and marketing activation
• Strong relationship building and management skills, and strong negotiation skills
• Strong collaborator who can work effectively with key internal and external cross-functional partners
• Strong team management and development skills
• Strong demonstrated analytical skills and project management skills
• Strong oral and written communication skills
• Strong attention to detail, ability to manage multiple projects
• Ability to multi-task, manage high volume of deadlines
• Highly motivated with the ability to thrive and multi-task in a fast-paced and demanding environment, passionate about cosmetics
• Travel required 20-30%

Our Perks:

• Salary range: $120-170K (Compensation will depend on a variety of factors, including but not limited to skill level, relevant work experience & education)
• Medical, dental, vision, 401K plan & access to health & wellness programs
• Paid vacation, holidays, summer Fridays, birthdays off, volunteer time & more
• Makeup gratis, employee discount on tarte.com, team give back initiatives
• Friendly, fun, creative & collaborative work environment

Tarte is an equal opportunity employer.