Wholesale Account Director, International

We are seeking a commercially driven, retailer-savvy, and results-oriented Wholesale Account Director, International to lead the sell-in strategy and account management across our EMEA wholesale business. Reporting to the SVP, Global Wholesale and based in London, this role will own the regional P&L, retailer negotiations, and the full order-to-delivery pipeline across all EMEA markets.

This individual will serve as the primary commercial leader driving regional revenue, securing door expansion, and optimising stock allocation with our most strategic luxury retail partners. The ideal candidate brings deep wholesale beauty expertise, has a proven track record of negotiating high-stakes joint business plans, and thrives in a fast-paced luxury environment where brand integrity and commercial performance must move in lockstep.

• Own and grow strategic retailer relationships across EMEA, including department stores, prestige perfumeries, and travel retail accounts.
• Lead all sell-in negotiations, joint business plans (JBPs), and seasonal investment conversations with key partners.
• Serve as the primary point of accountability for retailer performance reviews, business updates, and executive-level relationship management.
• Own the EMEA wholesale P&L, including revenue forecasting, gross margin management, and trade investment planning.
• Develop annual and seasonal commercial plans by retailer, market, and category to deliver against regional revenue targets.
• Partner with Finance on budgeting, forecasting, and variance analysis; provide regular performance reporting to the SVP, Global Wholesale.

• Identify and secure door expansion opportunities across EMEA in line with the brand’s distribution strategy.
• Negotiate launch terms, fixture investments, and sampling commitments to maximise retailer support at point of sale.
• Partner with Wholesale Sales (Sell-Out) leadership to ensure new door openings are fully resourced and commercially activated.

• Optimise the order-to-delivery pipeline, partnering with Demand Planning, Operations, and Logistics to ensure on-time, in-full delivery across all EMEA markets.
• Manage stock allocation, replenishment cadence, and launch volumes by retailer to maximise sell-through and minimise out-of-stocks.
• Lead resolution of commercial disputes, chargebacks, and returns with retail partners.

• Partner closely with the Wholesale Sales Director, International (Sell-Out) to ensure sell-in plans are fully aligned with field execution and trade marketing activations.
• Collaborate with Marketing, PR, and Education to align retailer-specific 360 plans and animation calendars.
• Represent the EMEA wholesale business to global leadership and serve as the commercial voice of the region in cross-functional forums.

• Has 12+ years of wholesale account management experience in luxury beauty or prestige retail, with at least 5 years in a senior account leadership role across EMEA.
• A skilled negotiator who has led high-stakes JBP, terms, and trade investment conversations with global retailer leadership.
• Deep understanding of EMEA retail landscapes, distribution norms, and country-specific commercial dynamics.
• Proven ability to translate brand equity into commercial outcomes - balancing brand integrity with disciplined revenue growth.
• Highly analytical, comfortable working across forecasting models, sell-in/sell-out reporting, and gross margin analysis.
• Demonstrated success driving door expansion and new market entry in EMEA, including travel retail and emerging European markets.