Director of Sales

We are seeking a highly strategic and commercially driven Director of Sales to lead and grow two of our most important retail partnerships: Sephora and Ulta Beauty. The Director will own the overall business strategy, performance, and long-term growth plans for Sephora, Ulta Beauty and other key retail partners. This individual will be responsible for developing and executing retailer-specific growth strategies, identifying opportunities to expand market share, leading annual planning, and serving as the primary commercial partner between Farmacy and our retail accounts. This is a highly visible role requiring strong cross-functional leadership and close partnership across Marketing, Product Development, Digital, Operations, Finance, and executive leadership to ensure we are maximizing brand presence, profitability, and long-term retailer success. This role requires a strong operator, exceptional relationship builder, and a highly strategic leader who brings deep expertise managing Sephora as a key prestige beauty retailer, understands the evolving beauty landscape, and has a proven track record driving sustainable growth within large-scale retail partnerships. This role would manage 1 direct report at the Coordinator level. ### KEY RESPONSIBILITIES: ### Strategic Account Leadership & Growth Strategy - Own and lead the overall business strategy for Sephora and Ulta, driving topline revenue growth and long-term strategic expansion across both accounts - Develop retailer-specific growth strategies that position Farmacy for increased market share, stronger brand ranking, and accelerated category performance - Build and execute annual joint business plans aligned to both internal revenue goals and retailer priorities - Identify whitespace opportunities across assortment, category expansion, exclusives, promotions, merchandising, and new product launches ### Sephora & Ulta Commercial Partnership Management - Serve as the primary relationship owner with merchant teams and senior retail partners at both Sephora and Ulta - Build strong executive-level partnerships and proactively identify opportunities to deepen retailer relationships and unlock future growth opportunities - Lead all retailer negotiations including assortment expansion, promotional strategy, investment planning, launch opportunities, and long-term commercial agreements - Bring deep knowledge of Sephora’s operating model, merchandising structure, and go-to-market ecosystem to inform business strategy and decision making ### Retail Performance - Partner cross-functionally to ensure best-in-class execution across all retail touchpoints, maximizing both consumer conversion and brand visibility - Oversee launch strategy and ensure strong execution of product launches, visual merchandising, retailer programming, and campaign activation - Partner closely with demand planning and operations teams to ensure inventory health and operational excellence across both accounts ### Financial Ownership & Business Management - Own the overall financial performance of retail accounts with full accountability for achieving sell-in revenue targets and driving sustainable, profitable growth across both accounts - Manage the full P&L for both retail accounts, monitoring revenue performance, promotional investments, and overall business profitability - Lead forecasting and annual business planning processes, ensuring accurate sales projections, inventory alignment, and strategic investment decisions - Develop and manage retailer-specific budgets, including trade spend, promotional investments, marketing support, sampling, and retailer programs to maximize return on investment - Continuously analyze business performance, identifying risks and opportunities while making data-driven recommendations to improve sales performance, profitability, and long-term channel growth ### Cross Functional Leadership - Collaborate closely with brand marketing, digital, product development, finance, operation…