Director of Sales, Ulta

Milani Cosmetics is built on a simple belief: beauty should feel exceptional, every day. For more than two decades, that principle has guided our mission to raise the standard of mass beauty, delivering prestige-quality formulas at accessible prices. Based in Los Angeles, Milani champions inclusivity, self-expression and innovation, with products that are proudly cruelty-free.

Milani has delivered 20 consecutive quarters of growth, rising to become the #7 U.S. mass color cosmetics brand. As an independent beauty company, Milani combines an entrepreneurial mindset with a commitment to innovation, quality and meeting the evolving needs of consumers.

With the ambition to surpass $500 million in annual revenue, Milani is entering an exciting phase of expansion. The company is focused on growing its retail presence with strategic partners, including Target and Ulta Beauty, among others, accelerating growth on Amazon and building its international business in key markets.

Our continued success depends on the people behind the brand. At Milani, every person has the opportunity to make a meaningful impact—bringing ideas to life, working across teams and helping shape what comes next. We value curiosity, collaboration and the drive to turn ideas into results. As we grow, we seek people who take ownership, embrace new challenges and want to grow with us.

What's Inside is Everything!

Position Summary

Milani Cosmetics is seeking a strategic, results-oriented Director of Sales, Ulta to lead and grow the Ulta Beauty business across stores and eCommerce. As the primary commercial owner of the account, this leader will be accountable for profitable revenue growth, retail sales, market share, and the strength of Milani’s retailer partnership.

The Director will own account strategy, annual business planning, customer P&L, and retailer negotiations while leading cross-functional execution of assortment, merchandising, promotional, and digital initiatives. This role requires direct Ulta experience, strong financial judgment, and the ability to translate retailer and consumer insights into growth while staying closely involved in day-to-day execution.

Responsibilities

Account Strategy and Retailer Leadership

• Own the Ulta business strategy and annual account plan, establishing sales, profitability, distribution, and market share objectives aligned with Milani’s priorities.

• Lead relationships with Ulta merchants and relevant planning, digital, and marketing partners; lead joint business planning, business reviews, and growth proposals.

• Lead negotiations on assortment, promotional support, merchandising opportunities, and commercial terms in partnership with internal leadership.

• Identify and secure opportunities for distribution expansion, new product placement, assortment growth, and stronger in-store and online productivity.

Analytics and Business Planning

• Translate POS, shipment, syndicated, category, and shopper data into actionable recommendations; monitor performance and identify risks and opportunities.

• Own account sales forecasts and partner with Demand Planning and Supply Chain to align inventory and replenishment with launches, promotions, and retail demand.

• Present business performance, growth recommendations, and corrective action plans to Milani leadership and Ulta partners.

Merchandising and Omnichannel Execution

• Lead assortment reviews, planogram strategies, new item launches, and assortment transitions in partnership with Category Management and cross-functional teams.

• Develop retailer-specific promotional and activation plans with Marketing and eCommerce partners to grow sales across stores and online.

• Oversee fixture, display, and visual merchandising execution; evaluate retail conditions, competitive activity, and promotional ROI to improve future plans.

Financial and Operational Ownership

• Own customer P&L performance and trade investment plans, including promotional spending and markdowns; manage investments to deliver profitable growth.

• Partner with Finance to monitor account profitability, resolve deductions, and address pricing or spending discrepancies.

• Ensure accurate item setups, pricing, promotion trackers, and account reporting; hold partners accountable for retailer deadlines and deliverables.

Cross Functional Leadership

• Lead account initiatives across Marketing, eCommerce, Category Management, Product Development, Finance, Demand Planning, and Supply Chain; establish clear priorities and accountability.

• Represent Ulta’s needs in Milani’s go-to-market planning and communicate retailer opportunities, requirements, and business risks.

• Direct broker or external account support, where applicable, setting performance expectations and aligning activities with account objectives.

• Must be located in either Los Angeles, CA (hybrid schedule) or Chicago, IL (Remote, with travel)

• Bachelor’s degree in Business, Marketing, Finance, or a related field.

• 5+ years of progressive experience in CPG sales, business development, or national account management, including ownership of a major retail account.

• Direct experience managing the Ulta Beauty account, with demonstrated knowledge of its merchandising, planning, promotional, and digital business processes.

• Beauty or personal care experience strongly preferred; experience with a highly SKU-intensive business required.

• Proven success driving profitable growth, leading retailer negotiations, and managing customer P&L, trade investments, and account forecasts.

• Strong analytical skills using retailer reporting platforms, syndicated data, and advanced Excel; ability to turn insights into clear business recommendations.

• Excellent presentation, relationship-building, and project management skills; ability to influence cross-functional teams and balance strategy with hands-on execution.

• Proficiency in PowerPoint and business analytics tools; ability to travel for retailer meetings, company meetings, and business needs.

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k w/ Company Match)
• Life Insurance (Basic, Voluntary & AD&D)
• Generous Vacation Time Policy
• Family Leave
• Short Term & Long-Term Disability
• Flexible Work Environment / Hybrid (Tuesday, Wednesday & Thursday required on site in Milani’s Culver City Office)
• Dog-Friendly HQ

Compensation:

The base salary range represents the low and high end of Milani’s salary range for this position. Salaries will vary depending on factors including, but not limited to location, education, skills, and experience. The base salary range for this role is $185,000 - $200,000.00

EOE/M/F/Vet/Disability