Retailer Sales Director - Mass, Specialty, Drug & White Space

About TIGI Bed Head

TIGI Bed Head is a globally recognized professional haircare and styling brand known for its innovative products, distinctive personality, and strong presence in the beauty industry.

With a focus on creativity, innovation, and consumer connection, TIGI Bed Head continues to expand its retail presence and strengthen relationships across key distribution channels.

We are seeking an experienced, commercially driven Retailer Sales Director to lead sales strategy and growth across Mass, Specialty, Drug, and White Space channels. This is a highly visible, hands-on leadership position with full sales responsibility for the TIGI Bed Head brand across these channels.

The successful candidate will bring a strong understanding of the retail landscape, established buyer relationships, and a proven ability to grow distribution, market share, revenue, and profitability.

The Opportunity

Reporting to the Head of Sales – Americas, the Retailer Sales Director will own the overall channel strategy and commercial execution for TIGI Bed Head across assigned retail accounts.

This individual will lead customer relationships, develop annual sales strategies, negotiate commercial agreements, manage channel P&L performance, and identify new opportunities to expand the brand's retail footprint.

The role requires someone who can operate strategically while remaining close to day-to-day execution. You will work cross-functionally with Marketing, Finance, Supply Chain, and Operations to ensure commercial plans translate into sustainable business results.

You will also provide leadership and mentorship to a junior Key Account Manager, helping develop the next generation of commercial talent within the organization.

Key Responsibilities

Channel Strategy & Commercial Growth

• Develop and execute annual strategic sales plans to drive revenue, distribution, market share, and profitability across Mass, Specialty, Drug, and White Space channels.
• Own the overall sales strategy and commercial performance for TIGI Bed Head across assigned channels.
• Identify and develop profitable White Space opportunities, expanding the brand's presence into new retailers, channels, and consumer segments aligned with the broader brand strategy.
• Evaluate channel performance, identify growth opportunities, and translate market insights into actionable commercial strategies.
• Drive sustainable business growth while balancing revenue objectives, profitability, and channel prioritization.

Retailer & Key Account Management

• Build and maintain strong relationships with key retail buyers and senior customer stakeholders.
• Lead day-to-day customer engagement, commercial negotiations, and account planning.
• Develop collaborative business strategies that deliver profitable growth for both TIGI Bed Head and its retail partners.
• Strengthen and expand the brand's partnership with Ulta through strategies aligned with brand objectives, customer expectations, and destination consumers.
• Develop and execute tailored strategies for the Drug channel, including assortment, pricing, promotional planning, and product positioning.
• Identify opportunities to strengthen retailer partnerships, improve distribution, and increase product visibility.

Mass Retail & E-Commerce Strategy

• Develop and execute the Mass channel omnichannel strategy, including retailer e-commerce platforms and online assortment.
• Identify marketplace gaps and opportunities to expand the online product portfolio through a profitable, consumer-focused model.
• Drive stronger online performance while maintaining alignment with overall brand positioning and commercial objectives.
• Continue to identify opportunities to improve in-store execution across the retail 4Ps: product, price, placement, and promotion.

Financial & Business Performance

• Own channel P&L performance, ensuring sales strategies deliver sustainable revenue growth and profitability.
• Manage trade budgets and promotional investments, ensuring spending is aligned with commercial priorities and delivers measurable returns.
• Develop accurate sales forecasts by SKU and maintain visibility into item-level performance.
• Analyze product trends, inventory levels, and in-stock performance to identify risks and opportunities.
• Leverage syndicated market data, including Circana and Nielsen, to inform customer strategies, assess market share, and support commercial decisions.
• Monitor channel performance and proactively adjust strategies to achieve sales and financial objectives.

Cross-Functional Leadership

• Partner closely with Marketing, Finance, Supply Chain, and Operations to develop and execute integrated commercial strategies.
• Ensure customer needs, brand priorities, and operational capabilities remain aligned.
• Collaborate across functions to support product launches, promotional programs, forecasting, and overall business execution.
• Provide clear commercial insights and recommendations to senior leadership.

Team Leadership & Development

• Manage, coach, and develop a junior Key Account Manager responsible for supporting key retail accounts.
• Provide regular feedback, hands-on mentorship, and opportunities for professional development.
• Delegate responsibilities effectively and establish clear performance expectations.
• Build a collaborative, accountable, and commercially focused team environment.

Qualifications & Professional Experience

• Bachelor's degree in Business, Marketing, or a related discipline.
• 10+ years of progressive CPG/FMCG sales and account management experience, ideally within the beauty, personal care, or haircare industry.
• Previous experience leading teams or managing and developing commercial talent.
• Strong experience across multi-channel retail environments, including Mass, Drug, Specialty, and emerging or White Space channels.
• Previous experience working with major retailers such as Walmart, Target, and Ulta is highly desirable.
• Demonstrated success driving distribution growth, market share expansion, revenue, and sustainable profitability.
• Experience managing customer relationships, leading commercial negotiations, and developing strategic account plans.
• Strong financial acumen, including channel P&L ownership, trade spend management, forecasting, and financial analysis.
• Experience using syndicated market data platforms such as Circana and Nielsen to support business decisions and customer strategies.
• Strong understanding of retail e-commerce, omnichannel strategy, and in-store execution.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Ability to manage multiple priorities, work cross-functionally, and deliver results in a fast-paced environment.

Leadership Profile & Personal Attributes

The ideal candidate will bring a combination of strategic commercial thinking, hands-on execution, and strong relationship management skills.

They will demonstrate:

• A strategic vision for how sales channels, customer relationships, and commercial processes can evolve to support future growth.
• Strong executive presence and the ability to influence senior customer stakeholders.
• An inclusive, empathetic leadership style with a genuine interest in coaching and developing others.
• A growth mindset and the ability to identify opportunities in evolving retail environments.
• Comfort operating through ambiguity and organizational change.
• Strong organizational skills and the ability to balance competing commercial priorities.
• A collaborative approach and the ability to build productive relationships across internal teams and external partners.
• A results-oriented mindset with a strong sense of ownership and accountability.

Travel: Approximately 20%

Work Arrangement: Hybrid – three days per week onsite in Hackensack, NJ

Reports To: Head of Sales – Americas