About the Role

The Head of Sales will be responsible for driving revenue growth, retail execution, and account performance across key US retail channels. This role will own day-to-day management of strategic retail partners while building disciplined commercial planning, improving in-store productivity, and partnering closely with marketing, supply chain, and product development to accelerate sell-through and expand market share.

This is a high-impact role for a commercially driven leader who understands beauty retail dynamics and can balance strategic account management with hands-on execution.

Title: Head of Sales

Type: Full-Time, Exempt

Location: 4 days On-site in Glendale, CA, 1 day Remote

Reports to: CEO

Responsibilities

Retail & Account Management
• Own and grow key retail accounts including Ulta, Walgreens, Walmart and other retailers
• Develop and execute joint business plans with retail partners
• Lead seasonal line reviews, promotional planning, and in-store merchandising strategies
• Strengthen retailer relationships and act as primary commercial point of contact for key buyers

Revenue Growth & Execution
• Deliver annual revenue targets across assigned channels
• Identify opportunities to improve SKU productivity, assortment efficiency, and shelf performance
• Analyze sell-through data and translate insights into actionable retail strategies
• Optimize trade spend, promotions, and pricing architecture to maximize profitability

New Business Development & Distribution Expansion
• Identify, evaluate, and pursue new retail, specialty, mass, drug, off-price, and international distribution opportunities that align with growth strategy
• Develop and execute a strategic pipeline of prospective retail partners to expand brand reach and consumer access
• Lead all aspects of new account acquisition, including prospecting, retailer presentations, negotiations, assortment recommendations, and onboarding
• Build compelling retailer-specific growth stories supported by category trends, consumer insights, and sales performance data
• Evaluate channel opportunities and recommend expansion strategies that balance revenue growth, profitability, and brand positioning
• Monitor competitive activity and market trends to identify emerging distribution opportunities and whitespace within the beauty landscape
• Develop annual distribution growth targets and track progress against new account acquisition goals

Go-To-Market Planning
• Partner with marketing and product teams on launch planning and commercialization
• Ensure strong alignment between innovation pipeline and retail execution strategy
• Drive calendar alignment for product launches, promotions, and retailer activations

Forecasting & Commercial Discipline
• Lead forecasting process across key accounts with high accuracy and accountability
• Improve demand planning inputs in partnership with operations and supply chain
• Monitor inventory health and mitigate out-of-stock or overstock risk
Cross-Functional Leadership
• Partner with marketing, finance, supply chain, and product development to ensure seamless execution
• Provide market feedback to influence product innovation and category strategy
• Support development of trade marketing capabilities and retail storytelling

Qualifications
• 10+ years of experience in sales, key account management, or commercial leadership in beauty, personal care, or consumer goods
• Proven experience managing major retail accounts such as Ulta, Walgreens, Walmart, or similar
• Demonstrated success securing new retail distribution and growing branded consumer products businesses through both existing account expansion and new account acquisition
• Established network of relationships across major beauty, specialty, mass, and lifestyle retail channels preferred
• Strong understanding of retail math: velocity, door productivity, margin, and trade spend optimization
• Track record of driving revenue growth in a branded consumer business
• Experience with promotional planning, retail resets, and seasonal sell-in/sell-through cycles
• Strong analytical skills with ability to translate data into actionable insights
• Excellent relationship-building and negotiation skills with retail buyers
• Comfortable working in a fast-paced, entrepreneurial environment
• Strong leadership skills with the ability to motivate, mentor, and develop sales teams
• Experience leveraging SAP or other ERP systems to oversee sales operations
• Highly organized with the ability to manage multiple priorities

Our Benefits
• 15 days of PTO, 10 Paid Holidays!
• Eligible for Medical, Dental, and vision benefits first of the month following 30 days of hire
• 100% employer covered individual HMO medical plan, with cost-sharing for dependents
• Employee Assistance Programs
• Wellness incentive programs
• 50% off employee discount programs
• Monthly catered lunches