VP, Commercial Sales

VP, Commercial Sales

New York City or San Francisco

Our Story

Launched in 2015, Sol de Janeiro is a globally recognized, award-winning beauty brand, drawing inspiration from Brazil's beauty rituals, warmth, and spirit. Sol de Janeiro delivers a sensory experience beloved by multi-generational consumers worldwide, with clinically proven results, transformative textures, and transportive fragrances.

Headquartered in New York and launched as a digitally native brand, we have expanded globally with teams in Paris, London, and Germany. Our commitment to excellence has earned high-profile honors, including being named one of TIME1 00's 2024 Most Influential Companies, Fast Company's 2024 World's Most Innovative Companies, and WWD Beauty Inc's Power Brands of 2024, underscoring its leadership in the beauty industry and outstanding workplace. These accolades highlight our dedication to being a leading brand in the beauty industry and an exceptional workplace.

What You'll Do

The VP, Commercial Sales – Americas is responsible for leading the end-to-end commercial strategy, execution, and performance across all wholesale and key account channels in the Americas region. This role owns the regional P&L and serves as the senior commercial leader overseeing key retail partnerships, including Sephora, Ulta, and other strategic accounts, while building and scaling a high-performing sales organization.

This individual will drive sustainable revenue growth, expand market share, and strengthen retailer partnerships through best-in-class omnichannel strategies. The VP will lead, develop, and inspire the Key Accounts team while partnering cross-functionally to unlock growth across North America.

What You'll Be Working On

Americas Commercial Leadership & Strategy

• Own and deliver the Americas wholesale P&L, including revenue, gross margin, and profitability targets

• Define and execute the regional commercial strategy, aligning to global brand priorities and growth ambitions

• Identify and unlock new business opportunities, distribution expansion, and category growth across channels

• Establish a clear roadmap for long-term growth, including channel strategy, account prioritization, and investment allocation

Key Account & Retail Partnership Leadership

• Lead senior-level relationships with Sephora and other key strategic partners across the Americas

• Elevate partnerships to a true joint business planning model, driving shared growth and innovation

• Champion the brand positioning and ensure best-in-class execution across all retail touchpoints (in-store, digital, media, CRM)

• Negotiate and oversee major commercial agreements, promotional investments, and trade terms

Team Leadership & Organizational Development

• Lead and scale the Americas Key Accounts organization, including Directors, Managers, and broader wholesale team

• Set clear performance expectations, KPIs, and development plans across the team

• Build a high-performance culture focused on accountability, collaboration, and results

• Partner closely with HR to support talent development, succession planning, and org design

Omnichannel Commercial Execution

• Oversee and elevate 360° account planning across retail, digital, and marketing channels

• Drive best-in-class execution across:

• New product launches

• Assortment strategy and distribution

• Visual merchandising and in-store presence

• Retailer.com and media activation

• Ensure alignment and integration across sales, marketing, digital, and field teams

Financial Performance & Forecasting

• Own and manage AOP, forecasts, and sales targets for the Americas wholesale division

• Drive rigorous sell-in / sell-through planning, inventory management, and demand forecasting

• Optimize promotional investment and trade spend to maximize ROI

• Establish strong financial discipline and reporting cadence across accounts

Cross-Functional Leadership

• Act as the commercial voice of the Americas region, partnering with:

• Marketing

• Digital / Ecommerce

• Supply Chain & Planning

• Finance

• Ensure seamless execution of business priorities through strong cross-functional alignment

• Influence global strategy by providing market insights, trends, and competitive intelligence

Must Haves:

12+ years of experience in commercial sales, key accounts, or wholesale leadership

• Proven track record of leading large-scale retail partnerships (Sephora strongly preferred)

• Experience managing P&L responsibility at a regional or business unit level

• Demonstrated success in building and leading high-performing teams

• Strong strategic thinking with ability to translate into execution and results

• Deep understanding of omnichannel retail and consumer behavior

• Advanced analytical, financial, and communication skills

#LI-Hybrid

Salary Range

$225,000 - $280,000 USD

Why Sol de Janeiro?

• Competitive salary and bonus program for full-time team members
• Flexible hybrid work environment with opportunities for collaboration and growth
• Inclusive culture that values diverse perspectives and celebrates individuality
• The chance to be part of a fast-growing, award-winning global beauty brand

The information contained herein is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee, as these may change or new ones may be assigned at any time.

Sol de Janeiro is committed to diversity and inclusion in the workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

Requests for accommodation due to a disability or any other protected characteristic can be made at any stage of the recruitment process and during employment by contacting our People Experience Team at careers@soldejaneiro.com.