Director of Retail Sales
ORLY International, Los Angeles, CA, United States
ORLY, a trailblazer in nail care innovation since 1975, is a family-owned business based in Los Angeles. Known for creating iconic concepts like the Original French Manicure® and cutting‑edge nail products, ORLY empowers customers to love their nails through personalized and high-quality offerings that target both the professional and consumer customer. Committed to sustainable beauty, all ORLY products are vegan, cruelty‑free, and Leaping Bunny certified, formulated with the highest care. With a passion for creativity and customer satisfaction, ORLY continues to set trends in the beauty industry.
Role Description
This is a full‑time, on‑site role (with travel) for a Director of Retail Sales North America located at ORLY's headquarters in Los Angeles, CA. The Director of Retail Sales will lead retail sales operations, develop and execute strategic business plans, and oversee profit and loss (P&L) management to drive revenue growth. The role involves collaborating with internal teams, building and maintaining relationships with retail partners, and identifying new opportunities to expand ORLY’s market presence. The Director will also manage and mentor the retail sales team to achieve performance goals and deliver exceptional results.
Responsibilities
- Own and drive retail sales strategy across key national accounts including ULTA, Walmart, Target, Meijer, HEB, and other major partners
- Lead full‑cycle account management including forecasting, promotional planning, inventory alignment, and quarterly business reviews
- Build and maintain strong relationships with retail buyers, merchants, and planners to secure incremental features, displays, and assortments
- Analyze POS data, UPSW trends, SKU performance, and competitive activity to inform strategic decisions and drive sell‑through
- Develop and execute promotional, markdown, and merchandising strategies to maximize productivity while protecting brand equity
- Oversee category reviews, line reviews, seasonal updates, and planogram submissions, ensuring flawless execution and on‑time delivery
- Partner cross‑functionally with Marketing, Operations, Finance, and Product Development to align on launches, forecasts, and retail initiatives
- Manage annual sales budgets, revenue forecasts, trade spend, and retailer deduction reviews to support financial goals
- Monitor inventory levels and collaborate with supply chain teams to maintain healthy stock flow and minimize out‑of‑stocks or overstocks
- Communicate regularly with internal stakeholders on account performance, opportunities, risks, and retailer feedback
- Identify whitespace opportunities within the retail channel and develop new programs, bundles, and assortments to capture growth
- Lead negotiations on costs, programs, promotions, and terms to strengthen retailer partnerships and maximize profitability
- Provide leadership, mentorship, and support to sales team members, ensuring alignment with company goals and best‑in‑class account management
- Represent the brand at retailer meetings, trade shows, and industry events to drive awareness and build strategic relationships
- Perform administrative sales tasks, prepare reports, and support special projects or strategic initiatives as needed
- Can translate brand identity into a compelling retail presence and strong storytelling at shelf
Qualifications
- 5+ years proven experience in Retail Sales and a deep understanding of retail environments
- Strong Business Planning and P&L Management skills to drive financial performance
- Demonstrated success in Sales and developing strategies to meet and exceed revenue targets
- Leadership skills with the ability to build, manage, and motivate a team to achieve organizational goals
- Excellent communication, analytical, and negotiation skills
- Collaborative mindset with the ability to work effectively across departments
- Experience in the beauty industry or a related field is a plus
- Bachelor’s degree in Business Administration, Marketing, or related field; MBA is a plus
Why You’ll Love Working Here
- Competitive salary starting at $150,000/year with additional incentives
- Medical, dental, vision, and life insurance
- 401(k) with company match
- Paid time off and holidays
- Employee discounts on beauty products
- Team‑oriented, inclusive, and fast‑paced work culture
Seniority level
Director
Employment type
Full‑time
Job function
- Sales and Business Development
- Personal Care Product Manufacturing