Director of National Accounts, Charlotte Tilbury
Department Stores
$160-175k
Makeup, skin care & beauty collection
Be an early applicant
Makeup, skin care & beauty collection
1001+ employees
Be an early applicant
$160-175k
1001+ employees
Company mission
To empower everybody in the world to be the most beautiful version of themselves.
Role
Who you are
- Bachelor's degree in Business, Marketing, Finance, or related field
- 6+ years of progressive experience in National Accounts, Sales, Account Management, Trade Marketing, or Retail Partnerships within beauty, luxury, consumer goods, or related industries
- Proven experience leading complex department store and prestige retail partnerships, including executive-level negotiations and joint business planning
- Strong financial and commercial acumen with experience owning forecasts, budgets, trade investment, account profitability, and business analysis
- Demonstrated success delivering profitable sales growth, building strategic retailer relationships, and leading high-impact trade marketing programs
- Exceptional leadership, negotiation, presentation, and communication skills, with the ability to influence at senior and executive levels
- Proven people leadership experience, with the ability to coach, develop, and inspire high-performing teams
- Advanced proficiency in Microsoft Excel, PowerPoint, and business reporting tools
- Ability to flex based on commercial need. Enjoy working with ever evolving priorities and focus areas
What the job involves
- The Director, National Accounts is responsible for setting and leading the commercial strategy across key national retail partners while overseeing the Trade Marketing function
- This role owns the development and execution of account strategies, joint business plans, sales forecasts, trade investment, retailer marketing programs, and growth initiatives, serving as a senior commercial leader across a portfolio of strategic accounts
- The Director will translate brand and commercial priorities into best-in-class retailer activation, strengthen executive-level partnerships, and lead cross-functional teams to deliver revenue, profitability, market share, and brand visibility objectives
- Account Strategy & Business Management
- Set and lead the long-term commercial strategy, annual business planning, and performance agenda for assigned national retail partners
- Own and deliver joint business plans aligned with company revenue, profitability, market share, and brand objectives
- Build trusted, executive-level relationships with retailer stakeholders, influencing strategic priorities and unlocking long-term partnership growth
- Identify and lead new business opportunities, distribution expansion, exclusive programs, and strategic initiatives that accelerate sustainable growth
- Sales & Forecasting
- Own sales forecasting, revenue delivery, trade investment, and account profitability across the portfolio
- Use sales, inventory, consumer, and market insights to identify risks, opportunities, and actions that optimize performance
- Partner with Demand Planning and Supply Chain to align forecasts, inventory strategies, and service levels with commercial priorities
- Drive achievement of sales and profit goals through account-specific strategies, retailer activations, promotional planning, and disciplined execution
- Promotions & Retail Execution
- Establish the strategic framework for in-store and online retailer activation, ensuring programs maximize sales, brand visibility, and return on investment
- Negotiate and secure high-impact retailer marketing placements, digital campaigns, merchandising opportunities, and co-investment support
- Hold teams accountable for flawless execution of launches, promotions, and key retail moments across physical and digital channels
- Trade Marketing Leadership
- Own the Trade Marketing strategy, calendar, and investment approach across priority retail partners, ensuring alignment with brand, commercial, and retailer objectives
- Lead and develop the Trade Marketing team, setting clear priorities, ways of working, performance expectations, and capability-building plans
- Oversee the development of compelling retailer programs, including launches, seasonal moments, events, sampling, merchandising, and omnichannel campaigns
- Manage trade marketing budgets and agency or vendor partnerships, ensuring disciplined investment, timely delivery, and measurable return on spend
- Create scalable toolkits, processes, and performance standards that elevate consistency and execution across accounts and channels
- Cross-Functional Leadership
- Provide senior cross-functional leadership across Marketing, Trade Marketing, Merchandising, Supply Chain, Finance, Education, Digital, and Operations to deliver business objectives
- Serve as the senior commercial lead for new product launches, assortment strategy, retailer-specific innovation, and growth planning
- Align senior stakeholders around strategic priorities, investment decisions, timelines, and retailer requirements to ensure successful execution
- Business Analysis & Performance Management
- Lead executive business reviews and performance recaps with senior internal leadership and retail partners
- Establish and monitor KPIs, identify risks and opportunities, and drive clear action plans to accelerate growth and improve profitability
- Evaluate retailer performance, promotional effectiveness, trade spend, and category trends to inform strategic decisions and investment allocation
- Provide senior leadership with clear insights, forecasts, scenarios, and recommendations that shape commercial planning and resource allocation
- People & Organizational Leadership
- Lead, coach, and develop direct reports across National Accounts and Trade Marketing, building a high-performing, collaborative, and accountable team
- Set clear goals, allocate resources effectively, and create development opportunities that strengthen commercial and functional capability
- Champion a culture of insight-led decision-making, cross-functional partnership, and operational excellence
- Reporting to VP, Commercial & Retail Planning
Our take
Charlotte Tilbury has carved a niche in the cosmetics industry with its commitment to quality, buoyed by celebrity endorsements and a fondness for innovation. Founder Charlotte's strong personal brand has propelled the company's rapid ascent, while its embrace of cutting-edge technologies like augmented and virtual reality has unlocked avenues unexplored by traditional cosmetic brands.
The acquisition of Charlotte Tilbury by the fashion and beauty conglomerate, Puig, in 2020 marked a significant turning point, catalysing global expansion efforts and venturing into an emerging digital landscape like the Metaverse. Leveraging AI-based marketing solutions, the company has witnessed a remarkable 60% increase in conversion rates for its acquisition campaigns, highlighting its adeptness at staying ahead in the dynamic beauty market.
Charlotte Tilbury was acquired by Fashion and beauty conglomerate, Puig, in 2020. Since then, the company has been driving global growth and expanding into new digital frontiers (i.e. the Metaverse). Its use of AI-based marketing solutions has resulted in a 60% conversion rate increase in its acquisition campaigns. Charlotte Tilbury is well set to see consistent market growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
25% employee growth in 12 months
Company
Company benefits
- Generous staff discount
- Generous product gifting
- 25 days holiday plus bank holidays
- Hybrid, flexible working
- Dog friendly office on Monday and Fridays
- Access to Tilbury Treats - discounts on everything from gym memberships to cinema tickets
- Other fabulous benefits such as life assurance, birthdays off work and pension contribution
Company HQ
London, UK
Leadership
Charlotte Tilbury
(Founder)Spent 20 years in the fashion and beauty industry as a Creative Consultant for the top beauty brands worldwide. Was the most sought-after make-up artist in the world when she founded this company.
Demetra Pinsent
(CEO)Former Partner at McKinsey & Company. Received their M. Phil from the University of Oxford and a BA in Social Studies from Harvard University.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 16 more jobs at Charlotte Tilbury