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, operations, and executive leadership to align retailer strategies with broader company priorities Provide retailer insights and market intelligence that help inform innovation pipeline, product development decisions, and future category opportunities Act as the internal voice of the retailer, ensuring teams are aligned around strategic priorities and executional excellence Business Analysis & Performance Management Own forecasting, sales reporting, retailer scorecard tracking, promotional analysis, and ongoing business performance reviews Monitor category trends, competitive landscape, ranking performance, and evolving retailer strategies to proactively identify risks and opportunities Translate data into actionable recommendations that improve business performance and strengthen long-term growth 7+ years of experience in sales, key account management, or commercial leadership within beauty, skincare, prestige retail, or consumer brands Deep experience managing Sephora as a retail partner is required; direct Ulta experience strongly preferred Proven track record driving growth within prestige beauty retailers and successfully managing large strategic retail partnerships Strong understanding of the beauty retail landscape, category dynamics, and omnichannel retail strategy Highly strategic thinker who can balance big-picture commercial planning with strong executional excellence Exceptional relationship management skills with experience influencing senior external retail partners Strong analytical and financial acumen with experience forecasting, planning, and identifying growth opportunities through data-driven insights Comfortable working cross-functionally within fast-paced, entrepreneurial environments Able to commute to the NYC office a minimum of 2 days per week. Authorized to work in the United States without the need for current or future sponsorship. Immigration sponsorship is not available for this role.