Director, Global Account Strategy

Glossier•New York, NY

8h•$145,000 - $189,000

About The Position

Glossier is a people-powered ecosystem, brought to life by engaging online and offline experiences. In 11 years, we have built an iconic brand that goes far beyond beauty. Our brand is built on trusted emotional connection, empathy, and consistency in how we show up for people every day. We are woven into everyday moments of people’s lives, becoming part of their routines, their self-expression, and their confidence. We are defined not just by what we make, but by how we make people feel and the relationships we build over time. Our north-star values are to be Human, Curious, Playful, and Helpful. We are driven by a shared mission to become the Most Loved Lifestyle Brand in the World. 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.

Requirements

10+ years of experience in wholesale, sales, account management, or commercial leadership within the beauty, consumer goods, or retail industry
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

Nice To Haves

Experience with Sephora as a wholesale partner strongly preferred

Responsibilities

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