- 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