Senior Wholesale Manager

Accountabilities

• Wholesale strategy and account management:

  • Develop and execute the US wholesale strategy to drive profitable growth across existing and prospective retail partners.

  • Lead strategic relationships with key retailers, including Ulta, and develop joint business plans covering revenue, distribution, assortment, new product development, and growth opportunities.

  • Negotiate commercial agreements, pricing, margins, promotions, investment levels, and retailer terms.

  • Lead range reviews, optimize product assortments, expand distribution, and proactively address account performance risks.

  • Financial and commercial ownership:

    • Own the US wholesale P&L, including revenue, gross margin, trade marketing investment, and account profitability.

    • Establish revenue targets, manage budgets and forecasts, and monitor performance against commercial objectives.

    • Partner with Finance to maintain accurate reporting, optimize investment decisions, and provide clear visibility into risks and growth opportunities.

    • Forecasting and demand planning:

      • Manage commercial sales forecasts and assumptions across retail partners, products, promotions, and launches.

      • Collaborate with Demand Planning and Supply Chain to align inventory with commercial activity and anticipated demand.

      • Monitor stock availability and identify risks related to shortages, excess inventory, and changing sales patterns.

      • Trade marketing strategy and execution:

        • Lead the US trade marketing strategy, budget, and execution across promotions, sampling, gifts with purchase (GWPs), retail media, in-store activations, visual merchandising, and retailer education.

        • Work with Brand, Marketing, and Creative teams to deliver commercially effective activities that remain aligned with brand positioning.

        • Evaluate promotional performance and return on investment (ROI) to improve future campaigns and trade spending.

        • Retail launches and operational execution:

          • Lead cross-functional planning and execution for new retailer partnerships, product launches, and distribution expansions.

          • Ensure successful retailer onboarding, operational readiness, and coordinated execution across physical and digital channels.

          • Monitor launch performance, strengthen sell-through, and identify opportunities for further distribution and account growth.

          • Business development and performance analysis:

            • Identify and pursue new wholesale opportunities across retailers, distributors, travel retail, and emerging sales channels.

            • Develop business cases, lead commercial pitches, and negotiate new partnerships.

            • Analyze retailer performance, market trends, and competitor activity to inform strategic decisions.

            • Present actionable insights and recommendations to senior leadership and retail partners.

            Requirements:

            • Professional experience:At least eight years of experience in wholesale, key account management, or commercial leadership roles, ideally within beauty, skincare, or personal care.

            • US retail expertise:Strong knowledge of the US beauty retail landscape, with direct experience managing Ulta highly preferred. Experience with television shopping channels is an advantage.

            • Account growth and negotiation:Demonstrated success growing major retail accounts, securing new distribution, developing strategic partnerships, and negotiating commercial agreements.

            • Financial management:Strong financial acumen, including hands-on experience managing revenue forecasts, budgets, P&L performance, trade investments, and account profitability.

            • Trade marketing:Practical experience developing and executing retail promotions, sampling programs, retail media campaigns, in-store activations, and merchandising initiatives.

            • Forecasting and inventory:A solid understanding of demand planning, sales forecasting, inventory management, and coordination with supply chain teams.

            • Analytical capabilities:Ability to interpret commercial data, assess performance, identify market opportunities, and translate insights into actionable growth strategies.

            • Relationship management:Excellent communication, negotiation, stakeholder management, and partnership-building skills.

            • Cross-functional leadership:Ability to coordinate effectively with Finance, Demand Planning, Supply Chain, Brand, Marketing, Creative, and Wholesale Operations teams.

            • Adaptability and ownership:A proactive, commercially minded approach, with the ability to work independently, manage competing priorities, and deliver results in a fast-paced, evolving business environment.

            Benefits:

            • Annual salary:USD $85,000–$100,000, depending on experience.

            • Remote work:Full-time remote position based in the United States.

            • Working schedule:40 hours per week, typically from 9:00 a.m. to 6:00 p.m., including a one-hour lunch break.

            • Paid time off:20 days of holiday leave.

            • Private medical insurance:Access to private healthcare coverage.

            • Work from abroad:Opportunity to work from anywhere in the world for up to one month per year.

            • Performance bonus:Discretionary bonus based on individual and company performance.

            • Mental health support:Free, confidential therapy through Spill.

            • International travel:Opportunities to travel internationally and collaborate with colleagues across global markets.

            • Flexi-Fridays:Finish work early one Friday per month.