Vice President, Wholesale


Remote job description


Glossier is a digital-first beauty company on a mission to inspire everyone to find joy and confidence in their personal beauty style. We create physical, digital, and offline experiences inspired by our community that foster connection, inspire a sense of belonging, and invite people to participate in Glossier. We are inclusive, customer-devoted, curious, courageous, discerning and results-driven!

We are a people-powered beauty ecosystem, leveraging unique and engaging online and offline experiences as well as consumer participation to fuel our growth. In 7 years, we have built an iconic brand that has revolutionized how consumers, and how the industry, think of beauty. The foundational DNA of our brand is resonant across generations, timeless, and ripe for building upon. Our next step is to bring Glossier to more people in more places.

In order to drive the next level of growth for our brand and business, we are looking for a Senior Director of Wholesale to build, lead and scale the Company's wholesale business with strategic retail partner(s). This position will be charged with developing the strategy for entering wholesale, balancing brand, product, and marketplace considerations - to maximize scale and brand reach for Glossier, while optimizing for economic results and business performance. This leader will develop the strategy and business plan for building this new distribution channel globally, lead launch execution and then manage the ongoing business, building the team, and growing the opportunity over time. This role will report to the Chief Commercial Officer.

6 Month Expectations:

  • Build global wholesale strategy and business plan in partnership with Executive Team & Operating Group for significant business expansion through new distribution channels
  • Develop relationships with potential wholesale partners
  • Lead negotiations and business terms / contractual agreements with potential partners
  • Create project plan for execution for 2023 launch; roadmap rollout across 3 years domestically and internationally
  • Manage and track progress across functions, workstreams, and key milestones; oversee cross-functional execution to deliver on launch strategy and ongoing execution
  • Partner with Brand, Product, and Marketing teams to develop product assortment strategy and appropriate/required product refinements, as well as marketing activation and launch strategy
  • Partner with Retail and Ecommerce leadership to coordinate marketplace management efforts to optimize presentation of the brand and channel optimization online & offline
  • Partner with Operations/Logistics and Planning teams to determine inventory planning and forecasting approach and execution, fulfillment requirements and technology support
  • Partner with CFO and Finance to develop business plan and targets, and overall budget and 3-year outlook for wholesale business
  • Develop organizational plan & resource needs for near, medium and long term

12+ Month Expectations:

  • Launch and execute strategy in market in selected wholesale account(s)
  • Manage day-to-day partnership and business with wholesale partner(s)
  • Optimize business performance on monthly, quarterly, annual basis to drive revenue and profitability
  • Develop sales plans to drive performance across accounts / doors / geographies
  • Ensure brand presentation consistent with Glossier standards, and seek opportunities for driving incremental brand and business growth
  • Drive and grow wholesale business channel through learning, optimization, and acceleration of opportunities - develop and execute growth strategy to expand
  • Build team with critical initial hires to support near-term growth
  • Continue to refine 3 year plan and rollout as business matures and evolves


  • Inclusive, courageous, discerning, curious, and devoted the the customer
  • Significant experience (10+ years) in sales/marketing function in beauty industry, ideally specifically with potential retail partner(s) under consideration
  • Highly entrepreneurial with "builder" mentality, to lead a business from the ground up
  • Strategic thinker and orientation, with tactical project management execution skillset
  • Business training and experience, to lead and manage wholesale business channel; proven results orientation and sales management / P&L responsibility
  • Cross functional collaboration and partnership across marketing, product, operations, technology and finance
  • Demonstrated ability to build, mentor and develop a team
  • Team player who understands the importance of the role as a key leadership role at Glossier. Positive, cooperative attitude. Ability to work with multiple teams simultaneously, both internal and external
  • Humble with ability and desire to roll up sleeves and be hands on in an entrepreneurial, fast-paced environment
  • Ability to develop strong relationships both internally and externally - with senior management, communicate effectively in meetings and describe deliverables and project milestones - and build rapport with senior management with external partners
  • Proactive individual seeking additional responsibility at all times

Click here to view the candidate privacy policy under FAQ's

We are an Equal Employment Opportunity ("EEO") Employer. It has been and will continue to be a fundamental policy of Glossier not to discriminate on the basis of race, color, creed, religion, gender, gender identity, pregnancy, marital status, partnership status, domestic violence victim status, sexual orientation, age, national origin, alienage or citizenship status, veteran or military status, disability, medical condition, genetic information, caregiver status, unemployment status or any other characteristic prohibited by federal, state and/or local laws. This policy applies to all aspects of employment, including hiring, promotion, demotion, compensation, training, working conditions, transfer, job assignment, benefits, layoff, and termination.

Company name: Glossier
Remote job title: Vice President, Wholesale

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