THE ROLE.As the
Director, Global Account Strategy, you will lead the strategic management and performance of Glossier's global wholesale account portfolio. This role is responsible for developing and driving the overarching commercial strategy across wholesale channels, ensuring alignment between regional account teams, cross-functional partners, and company growth objectives. You will serve as the connective leader across North America and International markets, establishing best practices, driving operational excellence, and identifying opportunities to accelerate growth, profitability, and brand expansion globally.
You will partner closely with Commercial, Brand, Product Marketing, Planning, Operations, Finance, and Retail leadership to ensure a cohesive approach to account management, long-range planning, and wholesale channel development. This role reports to the Chief Commercial Officer (CCO) and manages a team of two direct reports.
EXPECTATIONS.- Lead the development and execution of Glossier's global wholesale account strategy, ensuring alignment across North America and International markets
- Establish and oversee annual and multi-year commercial planning processes, including account prioritization, growth strategies, and performance objectives
- Drive consistency in account management practices, reporting, forecasting, and business planning across regions and partners
- Partner with regional account leaders to identify growth opportunities, mitigate risks, and unlock operational efficiencies across the wholesale portfolio
- Develop and maintain executive-level business reviews, performance scorecards, and reporting frameworks to evaluate account health and business performance
- Drive consolidated wholesale forecasting, revenue planning, and performance tracking in partnership with Finance and Planning teams
- Lead wholesale channel optimization efforts, identifying opportunities to improve profitability, productivity, and return on investment across accounts and markets
- Collaborate with Brand, Product Marketing, and Retail teams to align product launches, assortment strategies, and marketing initiatives across wholesale partners
- Oversee retailer investment strategies, including cooperative marketing and promotional funding, ensuring effective allocation and measurable business impact
- Drive cross-functional governance and alignment across key commercial initiatives, ensuring successful execution against business objectives
- Build and develop a high-performing account management organization through coaching, performance management, and talent development
- Identify and evaluate new business opportunities, partnerships, and channel expansion opportunities that support long-term growth objectives
- Continuously refine and evolve the wholesale operating model, processes, and tools to support scalability and future growth
KEY INGREDIENTS.We know you're here to do great work, raise the bar, and make a meaningful impact, and we're here for that, too. While there's no single path to success, we've found that the key ingredients below set the foundation for doing your best work, thriving in the role, and ultimately making it your own (i.e. successfully bringing this formula to life).
- 10+ years of experience in wholesale, sales, account management, or commercial leadership within the beauty, consumer goods, or retail industry
- Experience with Sephora as a wholesale partner strongly preferred
- Proven experience leading multi-market or global account portfolios with responsibility for revenue growth and business performance
- Strong people leadership experience with a demonstrated ability to build, coach, and develop high-performing teams
- Experience driving commercial planning, forecasting, and performance management processes across multiple business channels or regions
- Strong financial acumen with experience managing revenue plans, profitability metrics, and investment decisions
- Exceptional cross-functional leadership skills with the ability to influence and align stakeholders across Commercial, Marketing, Product, Operations, Finance, and Retail teams
- Strategic thinker with the ability to translate long-term objectives into actionable business plans and measurable results
- Strong analytical capabilities and comfort working with large datasets, performance metrics, and forecasting models
- Excellent executive communication and presentation skills, with experience engaging senior leadership and external partners
- Highly organized with strong attention to detail, project management capabilities, and a continuous improvement mindset
In accordance with the applicable law, the following represents a good faith estimate of the minimum and maximum compensation range for this position:
- The estimated annual pay range for this role is $145,000.00-$189,000.00.
- There may be future opportunities for continued pay progression based on continued strong performance in the role.
- Full-time positions are also eligible for a competitive compensation and benefits package that include medical health insurance, 401K, equity in the form of Restricted Stock Units, Paid Time Off, Short Term and Long Term Disability leave, and a range of other benefits.
- Learn more at the Glossier Career page.
Compensation for the role will be determined based on permissible, non discriminatory factors such as a candidate's qualifications, skills, and experience.
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