Senior Director of Sales, Canada

About the Company

e.l.f. Beauty, Inc. stands with every eye, lip, face and paw. Our deep commitment to clean, cruelty free beauty at an incredible value has fueled the success of our flagship brand e.l.f. Cosmetics since 2004 and driven our portfolio expansion. Today, our multi-brand portfolio includes e.l.f. Cosmetics, e.l.f. SKIN, pioneering clean beauty brand Well People, Keys Soulcare, a groundbreaking lifestyle beauty brand created with Alicia Keys and Naturium, high-performance, biocompatible, clinically-effective and accessible skincare.

In our Fiscal year 24, we had net sales of $1 Billion and our business performance has been nothing short of extraordinary with 22 consecutive quarters of net sales growth. We are the #2 mass cosmetics brand in the US and are the fastest growing mass cosmetics brand among the top 5. Our total compensation philosophy offers every new hire competitive pay and benefits, bonus eligibility (200% of target over the last four fiscal years), equity given to every full-time employee as a part of their new hire package, flexible time off, year-round half-day Fridays, and a hybrid 3 day in office, 2 day at home work environment. We believe the combination of our unique culture, total compensation, workplace flexibility and care for the team is unmatched across not just beauty but any industry.

Candidate Location: Canada (preferably Greater Toronto area)

Position Summary

The Senior Director of Sales, Canada, will lead and drive the commercial performance for our multi-brand portfolio of brands, (e.l.f. Cosmetics and e.l.f. Skincare) in the Canadian market.  They will partner closely with their senior-level counterparts at our key retailers (Shopper’s Drug Mart, Walmart Canada, Loblaws), developing short and long-term growth strategies, joint business plans and spearheading relevant commercial initiatives that continue to elevate the visibility and prominence of our brands across retailer platforms.

With full budgetary & P&L responsibility, this person will lead the channel and market distribution strategy in Canada, helping to expand, strengthen and grow our business in existing partners, in addition to identify potential new areas of commercial opportunity.  They will oversee all relevant retailer negotiations pertaining to both existing and new partners including sales and revenue goals (sell-in and sell-through), margin and retailer profitability.

They will leverage their significant local expertise to positively impact and influence the business, developing outstanding relationships, both internally and externally.  They will guide and mentor a local account management team and work cross-functionally with key partners (Brand, Marketing, Demand Planning, Space Planning, Innovation, Visual Merchandising and Planning) across the business to ensure the needs of the business are elevated and fully supported.

Responsibilities

Financial Ownership & Oversight

•   Full fiscal responsibility for portfolio brands, including P&L and budgetary ownership

•   Deliver retail sales, revenue and profit (Operating Income) to agreed targets

•   Partner with the relevant buying and planning teams on the development and alignment of joint sales plans, monitoring weekly, monthly and quarterly metrics to ensure that inventory is optimized, and targets are met / exceeded

Retailer Account Leadership and Development

•   Primary contact for Senior buying merchant teams across multiple categories / departments

•   Lead and manage the account team, ensuring the smooth running and effective management of each business on a day-to-day basis

•   Responsible for the management of the on-going assortments in each channel, leveraging data and analytical resources to ensure optimum product assortment by channel, supported by appropriate inventory levels

•   Partner with key channel contacts to exploit relevant channel marketing opportunities across all brands, ensuring maximum channel exposure across all key touchpoints

•   Partner with internal Space Planning and Visual Merchandising teams to bring exciting, innovative brand presentations to life, in-store, carefully balancing the needs of both the brand and the retail partner environment at all times

•   Act as the “guardian” of each brand, always striving to bring to life in the most appropriate way

•   Lead key business meetings with the relevant retail partner teams, including quarterly business reviews and market week meetings, sharing relevant learning’s and insights to continually grow the business

•   Grow brand visibility on-line, striving to always improve the customer shopping experience

•   Lead all relevant sales reporting to the wider business, interpreting the data to identify relevant areas of strength, weakness, and opportunity

•   Deliver thoughtful and constructive feedback on Global Brand, Innovation and Marketing initiatives, always considering the “big picture” while fairly representing the “voice” of your channel partner

Requirements

•   15-20+ years Beauty industry experience years within a Sales / Commercial role in the Canadian market

•   Entrepreneurial and dynamic with proven success operating independently within a very fast-paced environment

•   Passion for the beauty industry and the mission of e.l.f. beauty

•   Positive and energetic with the ability to inspire those they work with

•   Outstanding industry reputation – established relationships with senior players at both Shopper’s Drug Mart and Walmart CA

•   Success building high-performing managing a commercial team, with proven track record of success across multiple retailers

•   Multi-brand, multi-channel portfolio experience highly desirable

•   P&L management experience a must, along with budgetary ownership and development

•   Outstanding negotiation and relationship building skills which he / she will use to benefit the needs of the business with those of his / her retail partner

•   Highly self-motivated and able to work within an extremely fast-paced, entrepreneurial environment

This job description is intended to describe the general nature and level of work being performed in this position. It also reflects the general details considered necessary to describe the principal functions of the job identified, and shall not be considered, as detailed description of all the work required inherent in the job. It is not an exhaustive list of responsibilities, and it is subject to changes and exceptions at the supervisors’ discretion.

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