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About the Role

We are seeking an ambitious and strategic commercial leader to serve as Assistant Vice President, National Accounts – Sephora. This role will oversee the commercial strategy and performance for Sephora US, Sephora Canada, and Sephora at Kohl’s, driving sustainable sales growth, market share gains, and profitability while reinforcing Charlotte Tilbury’s leading brand position. As the senior relationship lead for Sephora North America, you will develop joint business plans, identify growth opportunities, and negotiate retailer investment. You will lead your team and align cross-functional partners to ensure exceptional execution across all channels, leveraging data, consumer insights, and financial acumen to shape decisions and maximize returns.

Responsibilities

Define and execute the commercial strategy for Sephora North America, aligning internal leadership, cross-functional teams, and retailer partners behind clear growth priorities.
Deliver annual sales, market share, and profitability targets through disciplined planning, investment decisions, and performance management.
Lead Joint Business Planning and senior retailer negotiations, securing reciprocal commitments, investment, and support for sustainable growth.
Unlock growth through distribution expansion, increased store productivity, accelerated e-commerce performance, and impactful innovation launches.
Translate market trends, consumer insights, and competitive intelligence into actionable plans that strengthen category leadership and brand positioning.
Build influential partnerships across retailers' Buying, Merchandising, Marketing, and Planning teams, positioning Charlotte Tilbury as a strategic partner.
Lead commercial negotiations for space, location, in-store activation, and digital exposure, securing measurable retailer commitments that strengthen brand presence and deliver profitable growth.
Drive retail sales, net revenue, and profitability against agreed targets, translating account, category, channel, and store performance into clear actions.
Align Field and Education teams behind retail targets and productivity priorities, delivering plans to achieve and sustain #1 makeup rankings across the estate.
Respond decisively to trading trends, accelerating growth opportunities and addressing underperformance across stores and e-commerce.
Lead account forecasting in partnership with Planning, ensuring robust core and innovation assumptions, timely budget submissions, and quantified visibility of risks and opportunities.
Partner with Planning, Marketing, Demand Planning, and Supply Chain to optimize assortment, inventory, and availability, aligning shipments with consumer demand while minimizing shortages, excess stock, and returns.
Identify incremental shipment opportunities supported by demand and stock needs, ensuring timely purchase order execution and resolution of supply constraints.
Lead weekly trading reviews and monthly performance discussions with Sephora, using sales, rankings, productivity, stock, and competitive insights to secure clear actions and commitments.
Define markdown and promotional strategies, partnering with Finance to evaluate business cases, secure approvals, and maximize incremental sales and return on investment.
Build, lead, and develop a high-performing team across Account Support and Trade Marketing, setting clear priorities, responsibilities, and performance expectations.
Strengthen team capabilities through coaching, actionable feedback, and tailored development plans, building succession pipelines and supporting career progression.
Create a culture of collaboration, commercial curiosity, and accountability, empowering team members to make decisions, challenge established thinking, and deliver results.
Align Field and Education teams behind trading priorities, translating store insights into targeted actions that strengthen execution and sell-through.
Lead integrated annual account planning with Marketing, Visual Merchandising, PR, and Store Design, aligning launches, events, and retailer activations to drive customer acquisition and retention.
Partner with Planning to optimize assortment, space, and counter productivity, using performance insights to refine execution and investment.
Oversee visual merchandising priorities, securing timely retailer approvals and delivery of updates that maximize brand visibility and commercial impact.
Mobilize cross-functional teams behind tailored launch and growth plans for new and existing distribution, building towards sustained #1 makeup rankings.
Align local and global stakeholders on a coordinated activation calendar, balancing Sephora’s priorities with regional plans and reviewing results against agreed objectives.

Requirements

7+ years of progressive national account management experience.
Track record of leading major retail partnerships and delivering profitable growth.
Prestige beauty and Sephora experience strongly preferred.
Strategic and commercially astute: Translates retailer priorities, consumer insights, and financial analysis into compelling account strategies, balancing growth ambitions with profitability and wider business needs.
Influential communicator and negotiator: Confident presenting to senior leaders, leading complex negotiations, and building trusted relationships across retailer and internal teams.
Analytical and performance-driven: Uses sales, stock, and financial data to identify opportunities, challenge assumptions, and drive decisions.
Proven people leader: Builds high-performing teams through clear direction, coaching, and accountability, with a commitment to developing talent.
Agile and solutions-focused: Navigates ambiguity, adapts to shifting commercial priorities, and turns challenges into practical action.
Curious and collaborative: Brings energy, fresh thinking, and a commitment to continuous learning, inspiring others through a passion for beauty and the consumer.

Skills

Advanced Excel skills
Advanced PowerPoint skills

Location

US
Canada

Work Type

Full-time

Experience Level

7+ years

Salary/Compensations

$200,000 - $215,000

Benefits

Generous staff discount
Medical benefits
Dental benefits
Vision benefits
Commuter Benefits (Pre-tax)
Flex Spending Account (FSA)
Employee Assistance Program (EAP)
401(k) with Company match
Paid Time Off
Birthday PTO

About the Company

Founded in 2013 by world‑renowned makeup artist and beauty entrepreneur Charlotte Tilbury CBE, Charlotte Tilbury Beauty has transformed the global beauty industry with one mission - to empower everyone, everywhere to look and feel like the most confident version of themselves.
With our easy‑to‑use, easy‑to‑choose, easy‑to‑gift icons, we’ve become one of the most talked‑about beauty brands on the planet - and the magic is only growing.
Today, we’re a global beauty phenomenon, scaling at record speed across 50+ markets with over 3,000 Dream Team members bringing the Tilbury magic to life every single day.
Across the world, our Retail Teams and Magic Offices work hand‑in‑hand to shape the Charlotte Tilbury experience - from the glamour of London and the style capitals of Europe, to the energy of the Americas, the vibrant beauty hubs of the Middle East and the fast‑growing innovation centres across APAC.
Every region brings its own sparkle, culture and community, creating the unmistakable magic of Team Tilbury.
We’re bold. We’re disruptive. We’re powered by creativity, innovation and industry‑leading tech.
As we continue to break records across countries, channels and categories, we’re looking for extraordinary talent to join us.

Equal Opportunity

At Charlotte Tilbury Beauty, our mission is to empower everyone, everywhere, to feel like the most beautiful and confident version of themselves. We bring this to life by welcoming people from diverse backgrounds, cultures, identities, and perspectives into our global team. A workforce that reflects the world around us helps us better serve our communities, our customers, our colleagues, and every candidate who takes part in our recruitment process.