Director, Sales Drug (CVS & Walgreens) US

About the Company

e.l.f. Beauty, Inc. stands with every eye, lip, face and paw. Our deep commitment to clean, cruelty free beauty at an incredible value has fueled the success of our flagship brand e.l.f. Cosmetics since 2004 and driven our portfolio expansion. Today, our multi-brand portfolio includes e.l.f. Cosmetics, e.l.f. SKIN, pioneering clean beauty brand Well People, Keys Soulcare, a groundbreaking lifestyle beauty brand created with Alicia Keys, Naturium, high-performance, biocompatible, clinically-effective and accessible skin care, and our newest brand, rhode, a line of curated skincare essentials, formulated for a variety of skin types and needs with high performance ingredients, it’s a daily routine that nourishes your skin barrier over time.

In our Fiscal year 25, we had net sales of $1 Billion and our business performance has been nothing short of extraordinary with 26 consecutive quarters of net sales growth. We are the #2 mass cosmetics brand in the US and are the fastest growing mass cosmetics brand among the top 5. Our total compensation philosophy offers every full-time new hire competitive pay and benefits, bonus eligibility (200% of target over the last six fiscal years), equity, flexible time off, year-round half-day Fridays, and a hybrid 3 day in office, 2 day at home work environment. We believe the combination of our unique culture, total compensation, workplace flexibility and care for the team is unmatched across not just beauty but any industry.

Visit our Career Page to learn more about our team: https://www.elfbeauty.com/work-with-us

Position Summary

The Director, Sales, Drug (CVS & Walgreens) will oversee the e.l.f. portfolio of brands, (including e.l.f. Cosmetics and e.l.f. Skincare) working across both the Mass Cosmetics and Skincare categories to drive, shape and lead the commercial strategy in partnership with the VP of Sales, Specialty & Drug, and their partners at both retailers.  They will lead and manage a team of account managers & specialists to manage both the day-to-day business and longer-term commercial strategy and vision.

Responsibilities:

• Full fiscal responsibility for portfolio brands at both CVS and W, including P&L and budgetary ownership
• Deliver retail sales, revenue and profit (Operating Income) to agreed targets
• Partner with the relevant buying and planning teams on the development and alignment of joint business plans, monitoring weekly, monthly and quarterly forecasts to ensure that inventory is optimized, and targets are met / exceeded

• Primary contact for Senior CVS and Walgreens merchant teams across multiple categories
• Lead and manage the account team (with dotted line management of Space Planning and Supply), ensuring the smooth running and effective management of each business on a day-to-day basis
• Responsible for the management of the on-going assortments in each category, leveraging data and analytical resources to ensure optimal product assortment and inventory levels for each category and brand
• Partner with key channel contacts to exploit relevant channel marketing opportunities across all brands, ensuring maximum exposure across all key touchpoints
• Critically thinks about and anticipates the needs of the business, developing impactful strategies to drive sales and revenue
• Partners with internal Visual Merchandising team to bring exciting, innovative brand presentations to life, in-store, carefully balancing the needs of both the brand and the retail partner environment at all times
• Act as the “guardian” of each brand, always striving to bring to life in the most appropriate way
• Lead all key business meetings with the relevant retail partner teams, including JBPs, line reviews, modular reviews, and other key business touchpoints
• Grow online penetration utilizing/optimizing both WMC and other organic opportunities
• Lead all relevant sales reporting to the wider business, interpreting the data to identify relevant areas of strength, weakness, and opportunity

• Develop comprehensive 360 launch plans for all key new product launches, partnering with both retailers and the internal team to ensure relevant levels of brand exposure
• Deliver thoughtful and constructive feedback on Global Brand, Product and Marketing initiatives, always considering the “big picture” and having an enterprise mindset while fairly representing the “voice” of both CVS and Walgreens

• 15-20+ years Beauty industry experience years within a Sales / Commercial role.  Must have experience dealing with at least 1of the 2 Drug retailers; ideally both
• Experience managing a sales / commercial team that works with and supports the Drug channel.  History of building relationships with key stakeholders is key
• P&L management experience a must, along with budgetary ownership and development
• Outstanding negotiation and relationship building skills which he / she will use to benefit the needs of the business with those of his / her retail partner
• Must be highly self-motivated and able to work within an extremely fast-paced, entrepreneurial environment 

This job description is intended to describe the general nature and level of work being performed in this position. It also reflects the general details considered necessary to describe the principal functions of the job identified, and shall not be considered, as detailed description of all the work required inherent in the job. It is not an exhaustive list of responsibilities, and it is subject to changes and exceptions at the supervisors’ discretion.

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