Director, Global Account Strategy

About the role

The Director, Global Account Strategy leads the strategic management and performance of Glossier’s global wholesale account portfolio. This role ensures alignment between regional account teams, cross-functional partners, and company growth objectives. Reporting to the Chief Commercial Officer (CCO), this role manages a team of two direct reports.

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

Qualifications

• 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

Benefits

Full-time positions are also eligible for a competitive compensation and benefits package that includes 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.

Pay

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.