My client is looking for a Commercial Director USA
Report to: CEO North America
Employment Type: Full Time
Level: Director
Contract: Permanent
Industry: Dermocosmetics /Beauty
Management: Yes
Location: Houston
Market: USA
MISSION
Lead and accelerate the company’s retail distribution strategy across brick-and-mortar and
omnichannel retail partners
(Target, Ulta, Walgreens, CVS, Walmart, Costco, Travel Retail, regional chains, etc.),
delivering sustainable top-line growth
while improving profitability and execution excellence in a highly competitive and margin-
constrained environment.
This role is critical to converting strong brand momentum into disciplined market share
gains in a slowing dermocosmetic market
while navigating tariffs, margin pressure and retailer power dynamic.
Scope: All U.S. distribution channels excluding Medical Dispensing, E-commerce (DTC),
Amazon Pure Players, and TikTok Shop
KEY RESPONSIBILITIES
• Commercial Strategy & Growth Acceleration
• Own annual sell-in and sell-out targets for all U.S. retail accounts (excluding Medical
& Pure Ecom).
• Drive +15% growth trajectory aligned with 5-year U.S. ambition to exceed $100M+.
• Prioritize high-potential pillar clients (Ulta, Target, Costco, Walmart, Drug chains).
• Translate category dynamics into actionable commercial plans.• Retail Negotiation & Joint Business Planning
• Lead annual negotiations (terms, trade spend, promotions, planograms, innovation
listings).
• Protect margin in a high trade-spend environment (20%+ Gross-to-Net).
• Reduce low-ROI promotions and enforce pricing discipline in line with RGM
strategy.
• Manage retailer power dynamics in a concentrated U.S. landscape.
• Distribution Expansion & Shelf Excellence
• Expand curated distribution footprint (~39% of relevant doors).
• Improve shelf positioning in derm sections.
• Drive expansion in Travel Retail and Clubs.
• Ensure flawless execution of new product launches.
• Profitability & Cost Discipline
• Mitigate tariff impact.
• Support local manufacturing transition.
• Manage product mix challenges.
• Improve working capital and forecast accuracy.
• Team Leadership & Capability Build
• Lead Key Account Managers, field teams, and sales analyst.
• Build a strong Houston-based commercial culture.
• Increase accountability and performance rigor.
• Collaborate with Marketing, Supply, Finance, and Digital.
• Cross-Functional Alignment
• Partner with Marketing on packaging, assets, and launches.
• Align forecasts with Supply to reduce out-of-stocks.
• Collaborate with Finance on margin improvement and RGM discipline.
EDUCATION AND COMPETENCIES
• 10–15+ years in U.S. beauty / dermocosmetics / CPG retail sales.
• 10+ years of commercial leadership experience.
• Proven success managing national accounts (Target, Ulta, Walmart, Drug).
• Strong RGM and trade spend discipline.
• Experience navigating high retailer power environments.
• Exposure to high-growth brands scaling from $30M to $100M+.
• Bachelor’s degree required, MBA preferred.• Strong negotiator with commercial backbone.
• Data-driven and financially literate.
• Hands-on leader with field presence.
• Entrepreneurial but disciplined.
• Ability to travel 25%.