Senior Director of Omnichannel Sales
Function of Beauty, New York, NY, United States
We are seeking a high-impact, modern CPG sales leader to drive sustainable, profitable growth across Function of Beauty’s omnichannel business, including retail, eCommerce, and DTC channels. Reporting to the CEO, the Senior Director of Omnichannel Sales is a member of the Executive Leadership Team and serves as the company’s commercial growth architect.
This role is focused on unlocking the full potential of our existing commerce channels, most notably scaling Amazon, Target, and Walmart, through best-in-class commercial strategy, retail media, and data-driven execution. They will use DTC as a test-and-learn engine for new innovation, validating demand, identifying scalable audiences, and refining positioning. Products that demonstrate strong performance will graduate into eCommerce and retail channels where there is clear alignment with shopper profiles to unlock scale.
This leader will own customer P&Ls across retail, eCommerce, and DTC, and lead joint business planning across accounts. They will go beyond traditional sales, bringing deep expertise in Retail Media Networks, Revenue Growth Management (RGM), and omnichannel shopper behavior to drive measurable impact.
They will embody Function of Beauty’s values, where excellence is driven by both high expectations and deep empathy, and where collaboration, curiosity, and continuous improvement are core to how we grow.
This role is based in our NYC headquarters and requires in-office presence four days per week (Monday–Thursday).
Key Responsibilities
Omnichannel Strategy & Commercial Growth
Define and execute the omnichannel growth strategy across retail, eCommerce, and DTC to deliver sustainable, profitable growth. Increase productivity of core SKUs, successfully commercialize new innovation, and expand total points of distribution (TDPs) over the next two years. Drive distribution, visibility, and conversion within existing partners, with a focus on Amazon, Target, and Walmart. Lead best-in-class execution across pricing, promotion, pack architecture, and assortment to maximize ROI and profitable growth. Own Retail Media and shopper marketing in partnership with Marketing, ensuring investment drives both conversion and brand equity. Apply Revenue Growth Management (RGM) principles to optimize trade spend, pricing strategy, and promotional effectiveness. Leverage data, analytics, and AI-driven insights to continuously improve performance and decision-making. DTC-to-Retail Innovation Model (in partnership with Labs & Marketing)
Partner with Labs and Marketing to use DTC as a test-and-learn engine for new innovation, validating demand, audiences, and positioning. Identify high-performing products and lead their successful graduation into retail and eCommerce channels where there is strong alignment with shopper profiles. Ensure launches are de-risked, high-confidence, and positioned to scale quickly and efficiently. P&L Ownership & Joint Business Planning
Own customer P&Ls across retail, eCommerce, and DTC, delivering against revenue, margin, and profitability targets. Lead joint business planning with key retail partners, aligning on growth strategies, investments, and success metrics. Drive high-impact negotiations that unlock incremental opportunities and long-term value. Cross-Functional Leadership
Partner closely with Marketing, Labs, Product, and Finance to align commercial strategy with brand, innovation, and financial goals. Ensure seamless integration of media, messaging, and commercial execution across all channels. Build, lead, and develop a high-performing omnichannel sales team. Manage and elevate broker relationships to ensure accountability and best-in-class execution. Foster a culture of ownership, agility, and continuous improvement aligned with Function of Beauty’s values. Qualifications
Experience & Hands-On Leadership : Progressive leadership experience in CPG, with direct, hands-on ownership of omnichannel commercial strategy, including retail media, shopper marketing, price-pack architecture, and trade negotiations. Proven ability to both set strategy and execute in-platform, driving measurable profitable growth. Turnaround experience not required, but preferred. Modern Omnichannel Expertise : Proven success driving growth across Amazon, Target, and Walmart, with deep mastery of each. Strong understanding of how physical retail, eCommerce, and DTC operate as one connected commercial system, with the ability to leverage Retail Media Networks to drive performance. Commercial & Financial Acumen : Strong command of Revenue Growth Management (RGM), trade optimization, pricing and promo strategy, with experience owning and actively managing a P&L. Innovation & Scaling Mindset : Demonstrated ability to take innovation from test-and-learn environments (e.g., DTC) and successfully sell and scale into retail by aligning with shopper demand and buyer priorities. Analytical & Data-Driven : Highly analytical, with the ability to translate POS, panel, and digital data into clear actions and strategies. Experience leveraging agentic AI and advanced analytics preferred. Strategic Negotiation & Influence : Exceptional ability to lead joint business planning, influence retail partners, and negotiate high-impact outcomes. Team Leadership : Proven ability to build and develop high-performing teams and manage broker partners, while maintaining a hands-on approach. Cross-Functional Leadership : Experience partnering closely with Marketing, Labs, Operations, and Finance to align commercial strategy with broader business objectives. Mindset : Entrepreneurial, curious, and results-driven, with a bias for action and a commitment to continuous improvement. Function of Beauty is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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Omnichannel Strategy & Commercial Growth
Define and execute the omnichannel growth strategy across retail, eCommerce, and DTC to deliver sustainable, profitable growth. Increase productivity of core SKUs, successfully commercialize new innovation, and expand total points of distribution (TDPs) over the next two years. Drive distribution, visibility, and conversion within existing partners, with a focus on Amazon, Target, and Walmart. Lead best-in-class execution across pricing, promotion, pack architecture, and assortment to maximize ROI and profitable growth. Own Retail Media and shopper marketing in partnership with Marketing, ensuring investment drives both conversion and brand equity. Apply Revenue Growth Management (RGM) principles to optimize trade spend, pricing strategy, and promotional effectiveness. Leverage data, analytics, and AI-driven insights to continuously improve performance and decision-making. DTC-to-Retail Innovation Model (in partnership with Labs & Marketing)
Partner with Labs and Marketing to use DTC as a test-and-learn engine for new innovation, validating demand, audiences, and positioning. Identify high-performing products and lead their successful graduation into retail and eCommerce channels where there is strong alignment with shopper profiles. Ensure launches are de-risked, high-confidence, and positioned to scale quickly and efficiently. P&L Ownership & Joint Business Planning
Own customer P&Ls across retail, eCommerce, and DTC, delivering against revenue, margin, and profitability targets. Lead joint business planning with key retail partners, aligning on growth strategies, investments, and success metrics. Drive high-impact negotiations that unlock incremental opportunities and long-term value. Cross-Functional Leadership
Partner closely with Marketing, Labs, Product, and Finance to align commercial strategy with brand, innovation, and financial goals. Ensure seamless integration of media, messaging, and commercial execution across all channels. Build, lead, and develop a high-performing omnichannel sales team. Manage and elevate broker relationships to ensure accountability and best-in-class execution. Foster a culture of ownership, agility, and continuous improvement aligned with Function of Beauty’s values. Qualifications
Experience & Hands-On Leadership : Progressive leadership experience in CPG, with direct, hands-on ownership of omnichannel commercial strategy, including retail media, shopper marketing, price-pack architecture, and trade negotiations. Proven ability to both set strategy and execute in-platform, driving measurable profitable growth. Turnaround experience not required, but preferred. Modern Omnichannel Expertise : Proven success driving growth across Amazon, Target, and Walmart, with deep mastery of each. Strong understanding of how physical retail, eCommerce, and DTC operate as one connected commercial system, with the ability to leverage Retail Media Networks to drive performance. Commercial & Financial Acumen : Strong command of Revenue Growth Management (RGM), trade optimization, pricing and promo strategy, with experience owning and actively managing a P&L. Innovation & Scaling Mindset : Demonstrated ability to take innovation from test-and-learn environments (e.g., DTC) and successfully sell and scale into retail by aligning with shopper demand and buyer priorities. Analytical & Data-Driven : Highly analytical, with the ability to translate POS, panel, and digital data into clear actions and strategies. Experience leveraging agentic AI and advanced analytics preferred. Strategic Negotiation & Influence : Exceptional ability to lead joint business planning, influence retail partners, and negotiate high-impact outcomes. Team Leadership : Proven ability to build and develop high-performing teams and manage broker partners, while maintaining a hands-on approach. Cross-Functional Leadership : Experience partnering closely with Marketing, Labs, Operations, and Finance to align commercial strategy with broader business objectives. Mindset : Entrepreneurial, curious, and results-driven, with a bias for action and a commitment to continuous improvement. Function of Beauty is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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