Commercial Director – EU Market – TATCHA

Job Description: Commercial Director – EU Market – TATCHA

Role Location: Paris or London

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. Tatcha continues its journey across the world and writing further success stories in European Market with its iconic Japanese heritage.

The Role:

The Commercial Director EU serves as Tatcha’s senior commercial leader, responsible for accelerating sales growth, deepening national retail partnerships, and delivering strong commercial performance across key accounts in the EU Market.

This role sets the commercial vision, leads high‑impact retail strategies, and ensures flawless execution across all channels to maximize sales, profitability, and brand equity.

The incumbent brings a strong strategic commercial mindset, deep retail expertise, and the ability to influence at all levels, internally and externally. As a key ambassador of the brand, you will champion operational excellence, cross‑functional collaboration, and long‑term customer relationships that fuel sustainable growth.

Key Responsibilities:

Strategic Leadership & Commercial Growth

• Define and lead the national accounts in the EU Market with commercial strategy, ensuring alignment with overall brand and business objectives. Develop and execute key growth sales strategies, tactics, and actions plans to achieve net, retail sales and profit targets.
• Deliver annual net and retail sales targets, margin goals, and profitability KPIs across all national retail partners.
• Oversee forecasting, planning, and performance management for national accounts, ensuring accuracy, agility, and data‑driven decision‑ Own net and retail sales forecasting and analyse business performance on an ongoing basis executing recommendations to meet sales targets.
• Identify new business opportunities, negotiate strategic partnerships, and secure incremental distribution, visibility, and promotional support.
• Lead quarterly and annual business reviews with key retailers, presenting insights, performance analysis, and strategic recommendations.

National Accounts Retail Leadership

• Work closely with the National Accounts & Sales Retail teams to build, strengthen, and expand relationships with key retail partners. Collaborate with the Brand Business Leader and be the sales representative at senior business

meetings.

• Develop and implement sales strategies tailored to national retail accounts, ensuring optimal product placement, visibility, and promotional execution.
• Serve as the senior escalation point for retail partners, ensuring timely resolution of issues and proactive management of risks and opportunities.
• Guide retail partners on category trends, brand strategy, and commercial levers to drive mutual growth. Build and own the relationships with our retailers, meeting regularly and using every opportunity to understand theirbusiness better.
• Lead the bi-annual retailer strategy meetings. Communicate product opportunities, sets, GWP to the UK Tatcha Brand Team; manage retailer feedback and approval.

Team Leadership & Cross‑Functional Collaboration

• Lead, mentor, and develop a high‑performing national accounts team, fostering a culture of accountability, innovation, and commercial excellence.
• Collaborate closely with marketing, education, supply chain, finance, and global teams to ensure cohesive execution and strategic alignment.
• Champion cross‑functional communication, ensuring all stakeholders are informed, aligned, and empowered to deliver against business priorities.

Budget Ownership & Financial Management

• Evaluate performance of trade plans, using data to refine strategies and optimize ROI.
• Report on key KPIs and the opportunity waterfall to be able to implement a consistent closed loop between marketing and sales to meet sales and profit targets.
• Review and approve invoices, reconcile budgets, and provide ongoing financial analysis to optimize spend and maximize profitability.
• Ensure all commercial decisions are grounded in strong financial acumen. Deliver wholesale and retail budgets for our UK retailers.

Stock & Operations

• Own in-store assortment strategy across channels and fixture types, collaborating with the brand team to deliver strong commercial outcomes and maximise retail productivity.
• Identify and take action to address stock issues (both over and under stock) of basic, promotion, sample, and tester products.
• Manage the testers / samples budget.

Skills & Qualifications:

• Bachelor’s degree required; MBA or advanced degree preferred.
• 10–12+ years of solid track record and experience in sales, national accounts, or commercial leadership within beauty, luxury, or specialty retail.
• Proven account management experience with Sephora EU is a must have requirement.
• French speaking, Italian or Spanish is a key requirement.
• Proven track record of delivering strong commercial results in a fast‑paced, high‑growth environment.
• Exceptional leadership skills with experience managing and developing teams.
• Strong negotiation, relationship‑building, and influencing capabilities at senior levels.
• Highly analytical with advanced proficiency in forecasting, financial modelling, and data‑driven decision‑
• Advanced proficiency in MS Office Suite, including PowerPoint and Excel.
• Excellent communication and presentation skills with meticulous attention to detail. Ability to manage multiple priorities, navigate ambiguity, and drive results in an entrepreneurial, purpose‑driven culture.
• Leadership Behaviours: Focus on What Matters, Stay Three Steps Ahead, Deliver with Excellence, Care Deeply
• Future-Fit Skills: Creativity, Problem Solving, Customer/Consumer Experience