Senior National Accounts Manager - Tatcha

Business context

Tatcha was founded in 2009 by Vicky Tsai who unexpectedly found herself in Kyoto, where she encountered a culture of harmony, beauty, and well-being that healed her from skin to soul. Every Tatcha formula is crafted at the Tatcha Institute in Tokyo, where leading scientists innovate within tradition: balancing timeless Japanese botanicals with proven clinical ingredients to work with skin, not against it

Main Responsibilities

The primary function of this role is to accelerate the growth of sales and cultivate long-lasting customer relationships in EU Market. Define and execute appropriate sales strategies, through robust retail marketing programs to maximize sales and profitability. Use an ongoing commercial mindset with an ability to reach creative results and achieve ambitious targets. You’ll be highly numerate, target-driven, commercially savvy, and passionate about working in the Tatcha.

Each day at Tatcha is different with new problems to solve and tasks to tackle, but here is an idea of some of the things you will work on:

Key Account Management

Develop and execute key growth sales strategies, tactics, and actions plans to achieve net, retail sales and profit targets in our newly market entry to support growth in EU

• Own net and retail sales forecasting, and analyse business performance on an ongoing basis executing business recommendations to meet sales targets
• Report on key KPIs related to the lead and the opportunity waterfall in order to implement a consistent closed-loop between marketing and sales to meet sales and profit targets
• Determine in-store assortments across channels, and fixture types
• Maintain retail sales staff by recruiting, selecting, orienting and training employees. As well as counseling and disciplining employees; planning, monitoring and appraising job results
• Advocate to own projects and exceed expectations, with the ability to find solutions and deliver results within a rapidly changing, entrepreneurial, purpose-driven culture
• Communicate product opportunities, sets, GWP to the Tatcha Global product marketing team; manage retailer feedback and approval
• In Partnership with the retail marketing team member, build and own full 360 retail marketing programming and develop a comprehensive understanding of all key channel levers that increase visibility, in turn driving awareness and sales.  Inclusive of retailer .com levers, animations, marketing events, media, digital marketing, social media and COOP
• Adapt brand materials for channel-specific needs in-store and online. Help develop, distribute and manage brand content (including marketing comps, promos, samples, gratis, copy content, images)
• Collect & analyze reports for retailer specific programs and make recommendations based on data
• Advocate for and negotiate brand/product placement opportunities; work with x-functional partners to execute plans
• Track key competitive activity
• Develop and manage retailer execution of sampling programs; understand different sampling opportunities and placement, negotiate accompanying marketing levers, ensure seamless execution and recap performance
• Prepare retailer presentations as needed and drive ongoing touch base agendas
• Maintain internal and retailer-facing Marketing calendars, own communication of marketing programs to all key stakeholders

Budget Management

• Propose annual sales budget for each channel; track spending and COOP to budget, review and process all invoices, provide ad hoc analysis, assist with reconciliation

Qualifications

• Bachelor’s degree
• Minimum 8–10 years of experience in sales and marketing, including experience within the beauty industry
• Proven track record with demonstrable impact as a Senior NAM, / minimum of 3 years of continuous experience as a National Account Manager in the beauty industry with evidence of business growth
• Proven experience managing the Sephora EU account (mandatory)
• Excellent verbal and written communication skills, with exceptional attention to detail
• Strong leadership and team management skills
• Ability to prepare reports and communicate effectively, with proficiency in analysing data, building reports, and making strategic recommendations based on data and trends
• Ability to manage multiple projects and meet tight deadlines
• Demonstrated success in a fast‑paced, high‑growth environment
• Strong business acumen, with the ability to develop creative, business‑oriented solutions
• Advanced proficiency in MS Office Suite, including PowerPoint and Excel
• Future‑Fit Skills: Luxury Customer Experience, Creativity, Problem Solving
• Winning Behaviours: Care Deeply, Focus on What Matters, Stay Three Steps Ahead, Deliver with Excellence

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