National Key Account Manager

The National Account Manager is Juvia’s Place’s primary point of contact for Ulta Beauty, owning the end-to-end retailer relationship and driving profitable growth across the door network and Ulta.com. This role negotiates contracts, manages the trade and co-op budget, and architects the joint business plan that connects Juvia’s Place’s brand vision vibrant, heritage-inspired color cosmetics celebrating African beauty and culture with Ulta’s commercial priorities.

Key Responsibilities

• Serve as Juvia’s Place’s day-to-day and strategic point of contact for Ulta Beauty buyers, planners, and cross-functional partners (marketing, ecom, visual, education, supply chain).
• Lead the development, negotiation, and execution of annual joint business plans (JBPs), including assortment, distribution, promotional calendar, and palette/launch innovation.
• Negotiate retailer contracts, terms, MAP/pricing, markdown agreements, and trade investment, ensuring alignment with brand financial targets and legal requirements.
• Own the Ulta P&L: net sales forecast, gross-to-net, trade spend, co-op marketing investment, and contribution margin.
• Build and manage the annual Ulta budget and quarterly reforecasts; partner with Finance on accruals, deductions, and ROI analysis.
• Develop and present long-range strategy for the account, including door expansion, channel mix (brick + dotcom), and category share growth in eye, lip, face, and complexion.
• Lead account-level innovation pitches, sell-in decks, and quarterly business reviews (QBRs) with senior Ulta leadership.
• Partner with Sales & Operations, Marketing, and Field teams to translate retailer strategy into in-store execution, education plans, and 360 marketing programs.
• Monitor sell-in vs. sell-through performance weekly; identify risks and opportunities and drive corrective action.
• Maintain strong working knowledge of Ulta systems (retailer portals, item setup, planogram tools) and the masstige / multicultural color cosmetics competitive landscape.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field; MBA a plus.
• 7+ years of beauty / CPG sales experience, with at least 3 years in a national account role; direct Ulta Beauty experience strongly preferred. Color cosmetics background a plus.
• Demonstrated track record negotiating complex retailer contracts and managing multi-million-dollar trade budgets.
• Strong financial acumen: P&L ownership, gross-to-net, ROI on trade and marketing investment.
• Excellent presentation and influencing skills with senior retailer and internal stakeholders.
• Advanced proficiency in Excel and PowerPoint; familiarity with retailer POS data (e.g., Stackline, Circana/NPD, Ulta vendor portal).
• Self-starter who thrives in a fast-moving, founder-led environment and is passionate about Juvia’s Place’s mission and consumer.

Key Performance Indicators

• Net sales and sell-through growth at Ulta vs. plan and prior year.
• Contribution margin and trade spend efficiency.
• JBP delivery: distribution, promotional execution, palette/launch acceptance.
• Forecast accuracy and budget adherence.
• Strength of retailer relationship (measured via QBR feedback and partnership scorecards).