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Who We Are

Tatcha is a skincare brand rooted in timeless Japanese wisdom, offering transformative yet kind-to-skin formulas that marry Japanese botanicals with clinical ingredients. Our formulation philosophy is informed by the Japanese concept hinou dokon, which means “skin-mind same root”—an acknowledgement of the powerful connection between the skin and the brain. Guided by the mission to care for people through their skin, Tatcha takes a holistic approach to skincare from concept to formulation to clinical evaluation, offering skincare rituals that benefit both skin and mind, while emphasizing the importance of mindfulness to skin health.

Job Summary

Tatcha is seeking a results-driven, strategic, and inspirational Senior Director of North America Field Sales to lead our field execution across Sephora US, Sephora Canada, and Ulta Beauty. This leader will oversee a field team of approximately 35 Account Executives (AEs) and Regional Managers, ensuring consistent, best-in-class in-store execution that drives sell-through, elevates brand equity, and delivers on ambitious sales targets.

As a critical connector between our brand, retailers, and consumers, this role will play a vital part in developing regional strategy, coaching and motivating field leadership, and partnering cross-functionally to deliver excellence at every touchpoint. This person must bring a deep understanding of retail field operations, and the ability to confidently represent the business, markets, and strategy across all levels of the organization.

Key Responsibilities

Sales Leadership

+ Deliver sales goals across Sephora US, Sephora Canada, and Ulta Beauty by leading a high-performing, regionally structured field team.

+ Foster a performance-driven culture, emphasizing accountability, professional development, and brand advocacy.

+ Translate national sales strategies into actionable regional plans tailored to key markets and top-priority doors.

+ Partner with the SVP of Retail to define account-specific sales targets and inform seasonal and annual strategies.

+ Drive field-level execution of brand activations, promotional programs, new launches, and marketing calendars with excellence.

+ Monitor daily/weekly/monthly sales performance, using data to identify trends, gaps, and opportunities.

+ Provide senior leadership with clear business updates, regional insights, and field feedback to inform broader sales and marketing strategies.

Field Team Management & Talent Development

+ Manage, coach, and inspire a geographically dispersed team of AEs across four regions.

+ Partner with internal stakeholders and HR to build team capabilities and develop clear succession plans.

+ Set expectations, provide regular feedback, and support team growth through store visits, coaching sessions, and performance management.

+ Ensure team members are aligned to brand strategy while empowering them to respond to the unique needs of their regions and retail partners.

+ Collaborate with Education to continuously evolve training programs to reflect the dynamic needs of the business.

Retail Execution & Resource Optimization

+ Ensure consistent, brand-right in-store execution and visual merchandising across all retail partners.

+ Oversee scheduling and staffing strategies to maximize store coverage and ROI on headcount.

+ Evaluate field performance by region and store tier, optimizing team focus on doors with the highest growth potential.

+ Provide feedback to cross-functional partners on tools, activations, and programs to ensure relevance and impact at store level.

Retailer & Cross-Functional Partnerships

+ Serve as the senior field liaison to Sephora and Ulta Beauty field leadership, building strong, collaborative relationships that drive business growth.

+ Partner with Sales, Education and other cross functional teams to deliver cohesive strategies.

+ Contribute to space and location strategy discussions, ensuring Tatcha maintains high visibility and premium brand presence.

+ Share field insights and competitive intelligence to inform future planning, assortment decisions, and market strategies.

_Note: This job description is not exhaustive and may be amended to include other duties as assigned by the management team._

Qualifications

+ 10+ years of field sales or retail operations experience in prestige beauty or luxury consumer goods, with at least 5 years in a multi-region senior leadership role.

+ Proven track record of building and leading large teams, driving field sales growth, and managing complex retail partnerships.

+ Executive presence with the ability to communicate confidently and clearly across all levels, from store teams to senior leadership.

+ Data-driven, strategic, and solutions-oriented, with a bias for action and strong organizational skills.

+ Highly collaborative, with a passion for coaching and growing people.

+ Deep understanding of the North American retail landscape and evolving consumer behavior.

+ Based in a major US market (San Francisco, Los Angeles, New York City, or Chicago) with willingness to travel ~30–50% of the time.

The Details

The expected base salary range for this position is $180,000 to $200,000. The exact base pay is determined by various factors including experience, skills, education, geographic location, and budget.

This position is also eligible for participation in the company discretionary bonus plan based on personal performance and company results. Tatcha offers a competitive benefits package to eligible employees, including medical insurance, dental insurance, vision insurance, life insurance, accident insurance, critical illness insurance, disability insurance, retirement savings plans and company match, paid family leave, education-related programs, paid time off, and paid holidays. \#LI-BH1

Tatcha is committed to diversity and inclusion to drive its business results and create a better future for all employees, global consumers, partners, and communities. If you are an individual with a disability and need an accommodation in order to apply for a job listing, please contact us at [email protected] .

Applicants and employees are protected from discrimination under Federal law. The Protected Veterans or Individuals with Disabilities AAP narratives are available for inspection by any employee or applicant for employment during normal business hours at establishment by appointment.

Equal Opportunity Employer/Protected Veterans/Individuals with Disability.

**Protect yourself against fraud and identity theft.** It is always recommended to apply to our open positions directly via our career page located at www.tactcha.com/careers. Tatcha will never ask applicants for their financial or banking information prior to hire. If you have questions, please reach out to us directly at [email protected] .