Director, Key Accounts

Based-New York City

What You’ll Do

The Director, Key Accounts role is responsible for omnichannel account leadership with a focus on best-in-class retail partnership, fostering excellent working relationships with all members of retailer merchant teams. This leader will build omnichannel launch plans with retail and internal cross-functional partners. This role will work alongside cross-functional sales, marketing, digital, operations, and finance teams on key projects to build the business in key retailers while driving retail sales growth and net shipments.

What You’ll Be Working On

Wholesale Account Leadership and Relationship-Building

• Manage key account business and build strong, collaborative relationships with retailer teams.
• Grow the wholesale business in alignment with shared performance goals, remaining competitive and maintaining top rankings. Drive strong revenue and profitability growth, achieving aggressive sales goals while expanding market share and supporting omnichannel plans.
• Advocate for the brand’s positioning and point of difference with retailer counterparts.
• Identify risks and opportunities in sell-in and sell-through plans and propose and execute innovative solutions.

Retailer Marketing Exposure Planning

• Manage 360 omnichannel opportunity planning in partnership with retailer and internal teams, including digital and in-store exposures for both permanent gondola/wall fixturing and temporary locations, sell-in sales, dot.com, media and social strategy, and sampling and loyalty/CRM initiatives, optimizing key levers and being best-in-class partners.

Core and Launch Strategic Support

• Partner with retailers to identify key market trends and focus categories to drive collaborative product development and best-in-class digital strategy.
• Work closely with cross-functional teams to build new go-to-market strategies and 360 support elements to maximize launches and brand potential tailored to retail partners’ needs.
• Partner with education and events internal resources to align on strategy, planning, and execution to support core and new launches.

Inventory Analysis

• Partner with the internal planner to develop and communicate detailed plans and ensure adequate inventory support in-store and online. Responsible for overall stock levels and ensuring that the appropriate product mix is available in stores and online by assuring timely ordering, proactively monitoring, and resolving low or out-of-stock conditions.

Visual Merchandising

• Partner with visual merchandising, marketing, and retailer teams to execute in-store visual merchandising deliverables including design, planograms, timelines, endcaps/towers/gondola, and corresponding inventory planning and support.

Sales Reporting and Analysis

• Weekly sales reporting and communication, identifying opportunities, amplifying successes, and tracking rankings.

Budget Management

• Responsible for account omnichannel promotional budget planning and tracking.

Must Haves/REQUIRED

• Bachelor’s degree preferred
• 8+ years in Sales/Account Management, Category Management, or Retail Management in BEAUTY MUST
• Strong analytical ability, attention to detail, and organizational/time management skills
• Ability to work with data from multiple sources and interpret the data to provide actionable conclusions
• Advanced Microsoft Excel and PowerPoint skills required
• Desire to work in a strong team environment
• Well-developed interpersonal and communication skills
• Ability to build relationships to drive results and present regularly to small- to medium-sized groups
• Ability to balance priorities across multiple internal and external stakeholders
• Ability to learn new systems quickly and leverage systems and information to influence others

THIS IS A SELL IN JOB NOT A SELL THROUGH/FIELD ROLE!

Director, Key Accounts – Sephora

About the RoleThe Director, Key Accounts role is responsible for omnichannel account leadership with a focus on best-in-class retail partnership and fostering strong working relationships with retailer merchant teams. This person will build omnichannel launch plans with retail and internal cross-functional partners and work closely with sales, marketing, digital, operations, and finance teams to grow the business, drive retail sales, and support net shipments.

What You’ll Do

• Lead the Sephora US account business and build strong, collaborative relationships with retailer teams
• Manage the Sephora Account Manager for Canada to ensure alignment with North America strategy and support unique exclusives where applicable
• Manage the Sephora NA Assistant Manager and support development across the Sephora North America portfolio
• Grow the North America business in alignment with shared performance goals while driving revenue, profitability, and market share
• Advocate for brand positioning and point of difference with retailer counterparts
• Identify risks and opportunities in sell-in and sell-through plans and execute solutions

Retailer Marketing Exposure Planning

• Manage 360-degree omnichannel opportunity planning in partnership with retailer and internal teams
• Support digital and in-store exposure planning for permanent fixtures and temporary locations
• Drive sell-in sales, dot-com, media, social strategy, sampling, and loyalty/CRM initiatives

Core and Launch Strategic Support

• Partner with retailers to identify market trends and focus categories
• Collaborate with cross-functional teams to build go-to-market strategies and launch support plans
• Align with education and events teams to support core business and new product launches

Inventory Analysis

• Partner with internal planning teams to develop and communicate inventory plans
• Ensure adequate stock levels in-store and online
• Proactively monitor and resolve low or out-of-stock conditions
• Track sell-in and sell-out forecasts and actuals against budget and forecast targets

Visual Merchandising

• Partner with visual merchandising, marketing, and retailer teams to execute in-store merchandising deliverables
• Support calendar layouts, design, planograms, timelines, endcaps, towers, gondolas, and inventory planning
• Act as liaison with Sephora on visual merchandising requests, feedback, updates, and timelines

Sales Reporting and Analysis

• Provide weekly sales reporting and communication
• Identify opportunities, amplify successes, and track rankings

Budget Management

• Manage Sephora US budget planning and promotional budget tracking
• Assist in managing total North America Sephora budgets

Qualifications

• Bachelor’s degree preferred
• 8+ years of experience in Sales, Account Management, Category Management, or Retail Management IN BEAUTY NOW!
• Experience working with the Sephora corporate team REQUIRED
• Strong analytical skills with attention to detail and strong organizational and time management abilities
• Ability to work with data from multiple sources and turn it into actionable insights
• Advanced Microsoft Excel and PowerPoint skills required
• Strong interpersonal and communication skills
• Ability to build relationships, drive results, and present to small to mid-sized groups
• Ability to balance multiple priorities across internal and external stakeholders
• Ability to learn new systems quickly and use data and systems to influence others

THIS IS A SELL IN ROLE NOT SELL THROUGH OR FIELD ROLE!

Job Type: Full-Time, Direct Hire
Compensation: Base salary of $100,000–$150,000, depending on experience, plus 3% commission on personal sales and a 2% override on team sales.
Location: Miami, Florida. This role is currently in-person, with potential flexibility for a hybrid arrangement after ramp-up.

Overview

The Sales Director will be responsible for recruiting and developing a new outbound sales team, implementing CRM and dialing technology, establishing KPIs and reporting, and personally contributing to revenue growth through direct selling. Over time, this individual will also have the opportunity to assume responsibility for key accounts as part of a longer-term leadership succession plan.

Responsibilities

• Build and lead the company’s outbound sales strategy to drive new customer acquisition and revenue growth.
• Recruit, train, mentor, and manage a new team of sales professionals focused on proactive outreach and business development.
• Implement and optimize CRM, dialer systems, and other sales technologies to improve efficiency, visibility, and performance.
• Establish sales processes, metrics, reporting standards, and accountability across the team.
• Lead by example through direct selling and personal production.
• Partner with executive leadership to shape sales goals, market strategy, and organizational growth plans.
• Help create a smooth long-term transition of strategic accounts and sales leadership responsibilities.

Qualifications

• Proven success in sales leadership, outbound business development, or building high-performing sales teams.
• Strong comfort with sales technology, including CRM systems, dialers, and reporting tools.
• Ability to bring structure, process, and accountability to a sales environment ready for modernization.
• Hands-on, roll-up-your-sleeves leadership style with strong commercial instincts.
• 7+ years of relevant experience is preferred for candidates targeting the higher end of the salary range, though candidates with strong potential across varying experience levels will be considered.
• Industry experience in fragrance, handbags, accessories, gift, or related products is helpful but not required.

OUR CLIENT IS A GROWING BEAUTY BRAND IN NYC AND THEY ARE SEEKING A STRONG WHOLESALE SALES MANAGER!

The Role
Hiring a Wholesale Account Manager to own and grow the business with Target and Walmart across all categories. This is a mid-level, hands-on role for a sales operator who has already sat across the table from buyers at both retailers and knows how to translate buyer priorities into sell-in plans, joint business plans, and category wins. You will be the day-to-day point of contact for our buyers, the internal quarterback for everything that touches these accounts, and a key driver of the retail growth strategy.

What You’ll Do
• Own the Target and Walmart relationships end-to-end across fragrance and/or body, serving as the primary day-to-day contact for buyers, replenishment, and category teams.
• Lead the full sell-in cycle: build line review decks, pitch new items, and promotional support, and secure expanded distribution, shelf space, and feature programs.
• Develop and execute joint business plans with each retailer, including annual financial targets, promotional calendars, modular updates, and innovation roadmaps.
• Manage the account P&L — forecast shipments, monitor sell-through, manage trade spend and chargebacks, and partner with finance on margin and profitability.
• Experience with retailer data tools (Target POL/Partners Online, Walmart Luminate/Retail Link, NielsenIQ, Circana/IRI) HIGHLY preferred.
• Partner cross-functionally with marketing, product, operations, planning, and supply chain to bring assortment plans, packaging, in-store activations, and on-time deliveries to life.
• Lead preparation for line reviews, top-to-tops, and category resets — owning timelines, samples, pricing, and storytelling.
• Identify and unlock white-space opportunities: new sub-categories, exclusive items, endcaps, seasonal programs, and incremental placement.
• Represent the voice of the buyer and the retailer internally, and the voice of Dossier externally, in every interaction.

What You Bring (Required)
• 4-7 years of wholesale account management or sales experience in beauty, fragrance, personal care, or an adjacent CPG category.
• Direct, hands-on experience selling into and managing the Target account, including working face-to-face with Target buyers in fragrance, body, or beauty.
• Direct, hands-on experience selling into and managing the Walmart account, including working face-to-face with Walmart buyers in fragrance, body, or beauty.
• Demonstrated track record of growing both accounts — expanding distribution, increasing item counts, improving shelf position, or scaling revenue meaningfully year over year.
• Fluency in retailer-specific systems and processes: Target Partners Online, Walmart Retail Link/Luminate, item setup, modular flow, and replenishment dynamics.
• Strong commercial instincts — comfort owning a forecast, building a JBP, negotiating terms, and managing a trade budget.
• Excellent storytelling skills; you can build a line review deck that wins the room.

Have
• Experience launching a digitally native or DTC brand into mass retail.
• Existing relationships with current Target and Walmart fragrance, body, or beauty buyers and category teams.
• Experience with broker management or transitioning a brand off broker representation.
• Exposure to additional mass and mass-prestige retailers (e.g., CVS, Walgreens, Ulta, Kroger) as Dossier expands its wholesale footprint.

OUR CLIENT IS A WELL KNOWN BEAUTY/SKINCARE BRAND IN LOS ANGELES AND SEEKING FOR A STRONG SENIOR PRODUCT DEVELOPMENT MANAGER.

The Senior Manager of Product Development will lead end-to-end development of cosmetic products from concept through commercialization, and manage clinical and consumer testing programs to substantiate product claims. This role requires cross-functional collaboration with R&D, regulatory, marketing, operations, and external testing partners to ensure timely and compliant delivery of high-performance, safe, and innovative products.

The Senior Manager of Product Development is responsible for leading the development of cosmetic products from initial concept through final commercialization. This includes defining product formulas, managing testing programs, and ensuring that all product claims are supported by scientific evidence. The role requires regular coordination with internal teams, including Research and Development (R&D), Regulatory Affairs, Marketing, and Operations, as well as external partners such as testing laboratories and ingredient suppliers. The Senior Manager ensures that all products are developed on schedule, meet safety and regulatory requirements, and deliver strong performance.

Responsibilities

Formulation:

• Design product technical packages by selecting active ingredients and supporting components that achieve intended product performance and claims.
• Define formulation strategies that clearly outline how each product will deliver its intended
• Perform and support laboratory bench work as needed to assist formulation chemists during new product development and reformulation projects.
• Develop product positioning by identifying key benefits, claims, and ingredient combinations that differentiate the product from competitors.
• Manage the prototype review process by collecting, organizing, and responding to feedback from internal teams (such as Marketing and R&D) and external partners until the formula is approved.
• Maintain ongoing relationships with raw material suppliers to stay informed about new ingredients, technologies, and supply considerations.
• Manage internal ingredient databases to ensure all material information is accurate and up to date
• Develop and maintain a formulation library based on competitive product analysis and internal innovation
• Review and approve formulas and Bills of Materials (BOMs)
• Manage product development work conducted by external laboratories, including defining project scope, reviewing deliverables, and ensuring timelines are met.

Job Requirements

• Bachelor’s Degree in chemistry, biology, or related science
• MIN 5+ years of experience in product development R&D formulation, and claims development of personal care products
• Ability to clearly communicate among cross-functional teams
• Technical knowledge of formulation, ingredients, and cosmetic industry standards

Preferred Qualifications

• Understanding of regulatory guidelines, GMP, claims substantiation, and cosmetic testing protocols
• Project management skills for the development process
• Consumer insights or trend analysis experience
• Experience in global product launch

OUR CLIENT IS A WELL KNOWN SKINCARE COMPANY IN LOS ANGELES SEEKING A STRONG DIRECTOR OF REGULATORY AFFAIRS!

PRIMARY JOB FUNCTIONS:

• Provides strategic Regulatory support to Brand leadership across all functions
  • Provides key stakeholders with updates on key issues affecting the brand, including representing Global RA in communication of new RA led areas
  • Provides RA guidance to brand leadership on existing and emerging regulation, including regulatory updates on regulations affecting the Brand, giving training as required
  • Leads compliance readiness for emerging regulatory frameworks including MoCRA, retailer compliance requirements, sustainability initiatives, and evolving global cosmetic regulations
  • Supports implementation and optimization of digital regulatory systems, AI-enabled tools, and compliance workflows where applicable
  • Sets the regulatory direction on brand innovation plans
  • Is the local regulatory expert in the Brand’s claim cogeneration process
• Provides tactical and operational RA support to Marketing, Creative, R&D, Packaging and Supply Chain
  • Guides Marketing and New Product Development (NPD) on new product ideas and new product categories
  • Provides tactical support to R&D and NPD on all aspects of RA for both the innovation pipeline and existing products
  • Provides early, preliminary RA assessments for all formulas, ingredients and innovations for all countries of interest before formula approval
  • Oversees 3^rd Party’s designated to provide regulatory guidance for new products or countries
• Ensures new product development lands compliant, and existing products remain compliant
  • Conducts reviews and acts as regulatory gatekeeper for all labelling and claims (e.g. labels, web sites, inserts, advertisements and/or brochures, etc.)
  • Supports the efforts of our Direct and Web departments regarding advertising claims made on websites and digital media
  • Partners with Commercial, Digital, and E-commerce teams to support retailer-specific compliance requirements and online product content reviews
  • Provides final RA assessments for all innovations for all countries of interest after formula approval
  • Creates, collates, and/or Manages PIF documentation
  • Executes product registration in the EU system and International markets
  • Conducts US-based filings (VCRP, SB 484, etc.)
• Represents the Brand on the Global Prestige RA Satellite Network
  • Acts as the Brand’s liaison with the UL Regulatory Affairs Central Team
  • Is the conduit for the Brand’s knowledge of regulatory developments
  • Communicates Brand information to the network for prudent alignment on issues
  • Owns, leads and prepares global regulatory summaries on specified RA topics
  • Implements new regulatory capabilities and consistent Prestige standards within Brand
  • Develops and implements scalable regulatory processes, SOPs, governance frameworks, and best practices to support innovation, compliance, and operational efficiency
  • Leads issue management on RA for the brand
  • Develops and maintains excellent interfaces with internal and external relevant partners

SECONDARY JOB FUNCTIONS:

• Key Interfaces: Prestige skincare, Brand Leadership Team, Brand R&D and NPD, Prestige R&D Enabling Team, External Affairs, Legal, Packaging, International, Claims, and key 3^rd Parties
• May manage direct reports, contractors, consultants, and/or external regulatory partners depending on organizational needs

A proven track record of supporting Marketing and New Product Development across all facets of Regulatory Affairs for personal care products is required, including experience within prestige beauty channels and working with distributors.