Director, Key Accounts - Sephora

About the Company

Sol de Janeiro is a globally recognized beauty brand founded in 2015 and inspired by Brazil’s beauty traditions, energy, and warmth. Known for delivering a highly sensory product experience, the brand combines clinically backed performance with rich textures and distinctive fragrances that appeal across generations. Headquartered in New York and originally launched as a digital-first company, Sol de Janeiro has grown internationally with teams in Paris, London, and Germany. Its work has been recognized by major industry and business honors, including TIME100’s 2024 Most Influential Companies, Fast Company’s 2024 World’s Most Innovative Companies, and WWD Beauty Inc’s Power Brands of 2024.

Role Overview

The Director of Key Accounts for Sephora leads omnichannel account strategy with a strong focus on building an exceptional retail partnership. This person will maintain productive relationships with retailer merchant teams, shape launch plans across channels, and collaborate closely with internal teams across sales, marketing, digital, operations, and finance to expand the business, increase retail sales, and improve net shipments.

Key Responsibilities

In this role, you will oversee Sephora account performance across the U.S. and Canada, guide account support for the North America portfolio, and help drive growth in line with shared business targets.

• Own the Sephora U.S. account and develop a strong, collaborative relationship with the retailer’s teams.
• Lead the Sephora Canada account manager to ensure Canada supports the North America strategy while delivering exclusives where relevant.
• Direct the North America assistant manager for key accounts and support account development across the Sephora portfolio.
• Drive revenue, profitability, and market-share growth while staying competitive and aiming for top rankings.
• Represent Sol de Janeiro’s brand identity and unique position with retailer partners.
• Spot business risks and growth opportunities across sell-in and sell-through plans, then design and execute practical solutions.
• Plan and manage 360-degree omnichannel retail activations, including digital and in-store placements, permanent fixtures, temporary locations, e-commerce, media, social, sampling, and CRM/loyalty programs.
• Work with the retailer and internal teams to identify market trends and priority categories that can guide product development and digital strategy.
• Partner with cross-functional teams to create go-to-market plans and launch support tailored to retail needs.
• Coordinate with education and events teams to align on strategy, planning, and execution for both core and new product launches.
• Work with the planning team to create and communicate inventory plans, maintain proper stock levels, and prevent or resolve low-stock and out-of-stock issues.
• Review sell-in and sell-out forecasts and actuals with planning partners to track against annual operating plan and latest forecast targets.
• Collaborate with visual merchandising, marketing, and retailer teams to deliver store-facing merchandising materials such as calendar layouts, planograms, timelines, and fixture support.
• Keep communication with Sephora clear, consistent, and timely regarding visual merchandising timelines, deadlines, strategy, requests, and feedback.
• Prepare weekly sales reports, track performance trends, identify opportunities, and highlight wins.
• Own U.S. Sephora budget planning and promotional budget tracking, and support total North America Sephora budget management.

Requirements

• A bachelor’s degree is preferred.
• At least 8 years of experience in sales, account management, category management, or retail management.
• Previous work with Sephora’s corporate team is preferred.
• Strong analytical judgment with careful attention to detail and solid organization and time management skills.
• Ability to work with data from several sources and turn it into clear, actionable recommendations.
• Advanced skills in Microsoft Excel and PowerPoint.
• Comfort working in a collaborative team environment with strong interpersonal and communication skills.
• Ability to build relationships, influence outcomes, and present effectively to small and medium-sized groups.
• Capability to manage competing priorities across multiple internal and external stakeholders.
• Ability to learn new systems quickly and use data and systems to influence decisions.

Perks and Benefits

• Competitive pay with a bonus program for full-time employees.
• Flexible hybrid work setup with room for collaboration and development.
• An inclusive workplace that values different perspectives and individuality.
• Opportunity to join a fast-growing, award-winning global beauty brand.

Additional Information

This role offers a salary range of USD 150,000 to USD 170,000 per year.

The employer notes that the listed duties are not exhaustive and may change over time or be supplemented with additional responsibilities.

The company is committed to diversity, equity, and inclusion and is an equal opportunity employer. Hiring and employment decisions are made without discrimination based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

Accommodation requests related to disability or any other protected characteristic can be submitted at any point during recruitment and employment by contacting the People Experience Team at careers@soldejaneiro.com.

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