Job Title: Senior Account Director – ULTA Location: US-based – East Coast preferred, with regular travel to ULTA HQ (Illinois) and The INKEY List offices Reports to: Chief Revenue Officer (CRO) Direct Reports: Sales Administration Manager – manages order processing, account operations, and sales administration for the ULTA account. Role Purpose As Senior Account Director – ULTA, you will own the commercial strategy and delivery for one of The INKEY List’s most important US retail partnerships, with full P&L responsibility. You will be accountable for driving ambitious growth while maintaining disciplined profitability — optimising trade spend, maximising promotional ROI, and adjusting plans rapidly based on real-time sell-through data. This role is for a strategic orchestrator, not just an account manager — someone who can mobilise and inspire both internal teams (marketing, field sales, supply chain, e-commerce) and ULTA’s cross-functional stakeholders to deliver fully integrated in-store and online activations. We are a challenger brand with Top 10 (and beyond) skincare status at ULTA as a clear ambition. You will bring the urgency, competitive drive, and creative problem-solving needed to monitor competitors relentlessly, generate category-leading insights, and capture incremental market share at pace. Key Responsibilities Commercial Leadership & P&L Ownership • Lead the full account P&L — balancing aggressive growth targets with disciplined profitability. • Optimise trade spend and promotional investments to maximise ROI and accelerate category share. • Make rapid, data-driven adjustments to plans based on sell-through performance. • Negotiate commercial terms and secure opportunities that strengthen long-term brand positioning. Strategic Planning & Execution • Own and deliver the annual joint business plan (JBP) with ULTA, ensuring alignment with The INKEY List’s strategic priorities. • Develop and execute assortment, planogram, and visual merchandising strategies that win in-store and online. • Constantly monitor competitors, category shifts, and consumer behaviour to identify and activate incremental growth opportunities. Cross-Functional Leadership • Mobilise and inspire internal teams (Marketing, Field Sales, Supply Chain, E-commerce) and ULTA’s cross-functional partners to deliver seamless, integrated activations. • Drive alignment between in-store execution, online merchandising, education, and marketing campaigns. • Foster a high-performance partnership culture with ULTA, built on trust, agility, and shared growth goals. Insight-Driven Growth • Leverage local store-level and market insights to unlock targeted, actionable opportunities. • Monitor sell-in and sell-through performance daily/weekly, using insights to inform tactical shifts. • Analyse category trends and competitive activity to maintain a first-mover advantage. Team Leadership & Development • Lead and develop the Sales Administration Manager to deliver operational excellence and outstanding account support. Skills & Experience Essential • 8+ years of senior account leadership in beauty, skincare, or CPG, with proven P&L success balancing growth and profitability. • Demonstrated expertise in trade spend optimisation, promotional ROI analysis, and agile commercial decision-making. • Strong track record of building challenger brands into category leaders. • Experience mobilising cross-functional internal and retailer teams to deliver fully integrated in-store and online activations. • Deep understanding of North American retail beauty dynamics, category trends, and competitive strategies. • Skilled in competitor monitoring, category insight generation, and translating insights into share gain. • Must be US-based, East Coast preferred for proximity to ULTA HQ and key market regions. Desirable • Experience in prestige/mass beauty retail, ideally with ULTA. • Experience driving digital and omnichannel retail growth. • Global brand experience in a high-growth environment. Key Behaviours • Must want to win – competitive, ambitious, and relentless in pursuing Top 10 (and beyond) skincare status at ULTA. • Commercially obsessed – equally focused on growth and profitability. • Strategic orchestrator – unites and inspires cross-functional teams to deliver more than the sum of the parts. • Category vigilant – constantly scanning the market for opportunities to disrupt and grow. • Creative problem-solver – challenges the norm to unlock advantage. • Insight-led – uses data as a weapon for faster, smarter decisions. • Brand passionate – committed to The INKEY List’s mission of simplifying skincare and empowering consumers.