Senior Wholesale Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of the US wholesale strategy, driving profitable growth with both current and potential retail partners.

• Manage strategic relationships with key accounts, including Ulta, and create joint business plans that encompass revenue, distribution, assortment, new product development (NPD), and growth strategies.

• Handle commercial negotiations, addressing pricing, margins, promotions, investments, and retailer terms.

• Oversee range reviews, optimize assortments, and facilitate distribution expansion.

• Manage the US Wholesale Profit and Loss (P&L), focusing on revenue, gross margin, trade investments, and account profitability.

• Establish revenue targets, oversee budgets and forecasts, and drive performance aligned with commercial objectives.

• Collaborate with the Finance team to ensure precise reporting, effective investments, and visibility into risks and opportunities.

• Oversee commercial sales forecasts and assumptions related to retailers, SKUs, promotions, and product launches.

• Work closely with Demand Planning and Supply Chain to align inventory with commercial activities and manage stock-related risks.

• Direct the US trade marketing strategy, budget, and execution, including promotions, sampling, retail media, giveaways (GWPs), in-store activations, visual merchandising, and retailer training.

• Partner with Brand, Marketing, and Creative teams on activities that are commercially effective and aligned with the brand.

• Evaluate promotional performance and return on investment (ROI).

• Lead the planning and execution of new retailer, product, and distribution launches.

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

• Identify and capture new wholesale opportunities across a variety of retailers, distributors, travel retail, and emerging channels.

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

• Analyze retailer performance, market trends, and competitor activities.

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

⛳️ Requirements

• A minimum of 8 years of experience in wholesale, key account management, or commercial roles, preferably in the beauty, skincare, or personal care sectors.

• In-depth knowledge of the US beauty retail landscape, with direct experience managing Ulta being highly preferred.

• Familiarity with TV shopping channels is considered advantageous.

• Demonstrated success in growing major retail accounts, securing distribution, and negotiating commercial agreements.

• Strong financial acumen, with experience managing revenue forecasts, budgets, P&Ls, and account profitability.

• Practical experience in trade marketing, including promotions, sampling, retail media, and in-store activations.

• Solid understanding of demand planning, forecasting, and inventory management.

• Commercially savvy and analytical, with exceptional relationship management, communication, and negotiation skills.

• Ability to work cross-functionally and achieve results in a fast-paced, dynamic environment.

• Must possess the right to work in the US or indicate whether employment visa sponsorship will be necessary.

🏝️ Benefits

• 20 days of vacation.

• Private Medical Insurance.

• Work from Abroad – One month per year, anywhere in the world.

• Bonus Scheme – Discretionary bonus based on individual and company performance.

• Mental Health Support – Access to free, confidential therapy through Spill.

• Opportunities for International Travel.

• Flexi-Fridays – Early finish on one Friday each month.