The Role Overview

We’re looking for an ambitious AVP, National Accounts to join our commercial team and drive the ULTA business. You’ll be responsible for nurturing the ULTA relationship and identifying new commercial opportunities, negotiating best-in-class reciprocal retailer support, and thinking limitlessly to bring the Tilbury magic to life in store and online.   

You’ll have a forward-thinking mindset which allows you to push boundaries and build game changing cross functional relationships. You will be highly numerate, target-driven, commercially savvy, keen to find creative solutions to challenges and passionate about working in the beauty industry.  

Leadership and Development - Manage and develop the Assistant Manager, National Accounts. One direct report. 

Reporting Relationships - Reporting to Senior Vice President Sales, Education + PRO Artistry   

Trading Relationships 

Establish and maintain amazing relationships at all levels within the ULTA teams, including Buying/Trading, Merchandising, and Marketing, to ensure that the Charlotte Tilbury brand is positioned to deliver more than its due share of voice, visibility and exposure Conduct successful commercial negotiations on space and location, in-store visibility, and digital support with Buying and Merchandising teams 

 

Driving Performance (Retail, Net and Profit) 

Ensure a top-line and detailed understanding of retail context, category and individual store performance to identify retail opportunities and strategic needs Build and deliver against a retail sales target, with the engagement and alignment of the Retail team, Deliver plans to maintain and drive #1 ranking across the estate Retain agility to react to retail trends and maximise opportunities across channels Monitor, manage, and optimise net sales performance Ensure accurate forecasting for NPD and core lines, and proactive inventory and assortment management, with close collaboration with your Planning counterpart, Marketing, Demand Planning and Supply Chain Identify opportunities to sell in additional revenue and mitigate return liabilities Partner with Supply Chain to confirm POs have been received and processed Monitor any inventory shortages or allocations to optimize turn Own all net sales forecasting, meeting all financial deadlines and budget submissions, flagging risks and opportunities in a timely and quantified manner Manage each account P&L, balancing investment with top-line opportunity; monitor retailer profit contribution and achieve agreed profit  Provide weekly account business recaps and monthly reporting that details sell-thru by SKU, ranking, productivity, stock & sales and competitive analysis Initiate weekly conference calls with merchant team and monthly meetings to review all business opportunities and issue  Participate in weekly ULTA planning team meetings to drive shipments and align on forecasts 

 

Cross-Functional Working 

Build strong working relationships with Sell-thru team, utilising insight from the field and engaging the team in the execution of the trading plans Work closely with Marketing, Visual Merchandising, PR, and Store Design to create and deliver an annual plan for each retailer covering activation of key launches and marketing moments, eventing, store/retailer animation, considering both customer acquisition and retention. Review implementation and performance or annual strategy vs expectations on a regular and appropriately frequent basis Responsible for reviewing product assortment & sales to maximize counter productivity in partnership with trade marketing Work with visual merchandising to ensure all updates are executed in a timely manner and communicated to merchant team for retailer approval For new and existing distribution, build a bespoke plan to launch and sustain #1 ranking Align trading plans with team – local and global - to ensure a consistent and phased plan across all retailers within the region, avoiding unnecessary conflicts of activity