Director of National Accounts (Department Stores)

Job description

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

Benefits

Generous staff discount

Generous product gifting

Other fabulous benefits such as life assurance, birthdays off work and pension contribution

Hybrid, flexible working

25 days holiday plus bank holidays

Access to Tilbury Treats - discounts on everything from gym memberships to cinema tickets

Dog friendly office on Monday and Fridays

Proven experience leading complex department store and prestige retail partnerships, including executive-level negotiations and joint business planning

Ability to flex based on commercial need.

Enjoy working with ever evolving priorities and focus areas

Demonstrated success delivering profitable sales growth, building strategic retailer relationships, and leading high-impact trade marketing programs

Strong financial and commercial acumen with experience owning forecasts, budgets, trade investment, account profitability, and business analysis

Exceptional leadership, negotiation, presentation, and communication skills, with the ability to influence at senior and executive levels

Advanced proficiency in Microsoft Excel, PowerPoint, and business reporting tools

Proven people leadership experience, with the ability to coach, develop, and inspire high-performing teams

6+ years of progressive experience in National Accounts, Sales, Account Management, Trade Marketing, or Retail Partnerships within beauty, luxury, consumer goods, or related industries

Bachelor’s degree in Business, Marketing, Finance, or related field

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Worksite address

new york, NY, 10261, US

Who can apply

Review the original listing for work authorization, qualifications and employer requirements.