Senior Wholesale Manager

The Senior Wholesale Manager will lead wholesale growth and commercial strategy across the US market, managing key retail partnerships and identifying new business opportunities. This senior-level role combines strategic account management, financial ownership, demand forecasting, and trade marketing execution. You will build strong relationships with major retailers, develop joint business plans, and drive profitable revenue growth across in-store and digital channels. Working closely with cross-functional teams, you will align commercial priorities with brand strategy, inventory availability, and operational capabilities. You will also oversee the wholesale profit and loss (P&L), optimize trade investments, and use performance insights to guide decision-making. This fully remote opportunity is ideal for a commercially driven leader with deep beauty retail expertise and a proven record of scaling wholesale accounts.

• Develop and execute the US wholesale strategy to drive profitable growth across existing and prospective retail partners.

• Lead strategic relationships with key retailers, including Ulta, and develop joint business plans covering revenue, distribution, assortment, new product development, and growth opportunities.

• Negotiate commercial agreements, pricing, margins, promotions, investment levels, and retailer terms.

• Lead range reviews, optimize product assortments, expand distribution, and proactively address account performance risks.

• Own the US wholesale P&L, including revenue, gross margin, trade marketing investment, and account profitability.

• Establish revenue targets, manage budgets and forecasts, and monitor performance against commercial objectives.

• Partner with Finance to maintain accurate reporting, optimize investment decisions, and provide clear visibility into risks and growth opportunities.

• Manage commercial sales forecasts and assumptions across retail partners, products, promotions, and launches.

• Collaborate with Demand Planning and Supply Chain to align inventory with commercial activity and anticipated demand.

• Monitor stock availability and identify risks related to shortages, excess inventory, and changing sales patterns.

• Lead the US trade marketing strategy, budget, and execution across promotions, sampling, gifts with purchase (GWPs), retail media, in-store activations, visual merchandising, and retailer education.

• Work with Brand, Marketing, and Creative teams to deliver commercially effective activities that remain aligned with brand positioning.

• Evaluate promotional performance and return on investment (ROI) to improve future campaigns and trade spending.

• Lead cross-functional planning and execution for new retailer partnerships, product launches, and distribution expansions.

• Ensure successful retailer onboarding, operational readiness, and coordinated execution across physical and digital channels.

• Monitor launch performance, strengthen sell-through, and identify opportunities for further distribution and account growth.

• Identify and pursue new wholesale opportunities across retailers, distributors, travel retail, and emerging sales channels.

• Develop business cases, lead commercial pitches, and negotiate new partnerships.

• Analyze retailer performance, market trends, and competitor activity to inform strategic decisions.

• Present actionable insights and recommendations to senior leadership and retail partners.

• Professional experience: At least eight years of experience in wholesale, key account management, or commercial leadership roles, ideally within beauty, skincare, or personal care.

• US retail expertise: Strong knowledge of the US beauty retail landscape, with direct experience managing Ulta highly preferred. Experience with television shopping channels is an advantage.

• Account growth and negotiation: Demonstrated success growing major retail accounts, securing new distribution, developing strategic partnerships, and negotiating commercial agreements.

• Financial management: Strong financial acumen, including hands-on experience managing revenue forecasts, budgets, P&L performance, trade investments, and account profitability.

• Trade marketing: Practical experience developing and executing retail promotions, sampling programs, retail media campaigns, in-store activations, and merchandising initiatives.

• Forecasting and inventory: A solid understanding of demand planning, sales forecasting, inventory management, and coordination with supply chain teams.

• Analytical capabilities: Ability to interpret commercial data, assess performance, identify market opportunities, and translate insights into actionable growth strategies.

• Relationship management: Excellent communication, negotiation, stakeholder management, and partnership-building skills.

• Cross-functional leadership: Ability to coordinate effectively with Finance, Demand Planning, Supply Chain, Brand, Marketing, Creative, and Wholesale Operations teams.

• Adaptability and ownership: A proactive, commercially minded approach, with the ability to work independently, manage competing priorities, and deliver results in a fast-paced, evolving business environment.