Glashütte Original Regional Sales Manager

About Glashütte Original

Glashütte Original is a distinguished German watchmaker rooted in the historic horological town of Glashütte, Saxony, where precision engineering and artisanal refinement have defined its identity since the 19th century. As an employer, the Maison offers an environment shaped by craftsmanship, technical excellence, and a deep respect for heritage, while encouraging innovation in contemporary mechanical watchmaking. Its teams contribute to an integrated manufacture renowned for in-house movements, meticulous finishing, and timeless design. Employees join a culture of patience, rigor, and pride, where specialized expertise is cultivated and each role supports the preservation and advancement of German haute horlogerie.

Glashütte Original is seeking a Regional Sales Manager to lead wholesale revenue, sell-through, and retail partner development across the East Coast, including account planning, sales training, merchandising, events, market intelligence, and reporting. This field-based role involves about 70% territory travel, frequent air and car travel, and some evening and weekend work for events and peak selling periods.

Role & Responsibilities

• Deliver annual wholesale sell-in and sell-through targets by account and product family, and own the territory sales plan.
• Develop account business plans with each authorized dealer, covering assortment, open-to-buy, stock levels, and seasonal priorities.
• Identify, assess, and open new points of sale aligned with the brand’s positioning, distribution strategy, and annual targets.
• Negotiate orders, assortments, and partnership terms that support the goals of both the brand and its retail partners.
• Monitor account health, including inventory aging, replenishment needs, and receivables, in partnership with Customer Service and Credit.
• Visit accounts on a planned, regular schedule based on account tier and potential, with clear objectives and documented follow-up.
• Train retail sales associates on brand heritage, manufacture movements, collections, and selling techniques, and build brand champions at every point of sale.
• Drive clienteling and sell-through by helping retail partners identify client opportunities, support special orders, and convert high-value sales.
• Ensure every point of sale reflects the brand’s values, image, visual merchandising, and display standards.
• Conduct store audits and work with retail partners on corrective actions when standards are not met.
• Protect the brand by upholding authorized-dealer, pricing, and distribution policies, and escalating concerns promptly.
• Partner with the Marketing Manager to plan and execute retailer co-op advertising, in-store events, trunk shows, and VIP client activations.
• Measure event and co-op results and share learnings to improve returns on future investment.
• Gather East Coast market intelligence on competitive brands, pricing, consumer trends, and partner performance.
• Maintain accurate Salesforce account records, including visit reports, pipeline, and forecasts.
• Prepare monthly and quarterly business reviews for the Brand Manager, covering results, risks, and action plans.
• Collaborate with Marketing, Customer Service, Finance, Sales Service Center, and fellow Regional Sales Managers.
• Manage the territory’s travel and marketing budget responsibly and in accordance with company policy.

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience.
• At least 5 years of experience in wholesale sales, account management, or retail leadership; luxury goods, watch, or fine jewelry experience is strongly preferred.
• Proven record of meeting or exceeding sales targets and growing a multi-account territory.
• Strong negotiation and relationship-building skills, with the ability to influence owners, buyers, and store managers.
• Strong business acumen, including comfort with sales data, inventory metrics, and forecasting.
• Excellent written and verbal communication and presentation skills, with confidence training groups.
• Ability to travel about 70% within the territory, with a valid driver’s license and a clean driving record.
• Existing relationships with independent and multi-brand luxury watch and jewelry retailers on the East Coast are preferred.
• Experience with Salesforce or a similar CRM is preferred.
• Knowledge of mechanical watchmaking and haute horlogerie is preferred.
• Able to carry display and sample cases and stand for long periods during training sessions and events.

Skills

Experience

At least 5 years in wholesale sales, account management, or retail leadership; luxury goods, watches, or fine jewelry experience is strongly preferred.

Education

Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience.

Workplace

Culture

Glashütte Original fosters a workplace culture rooted in German watchmaking precision, artisanal mastery, and a deep respect for the heritage of Saxon horology. As an employer, the brand offers an environment where technical excellence, meticulous craftsmanship, and long-term skill development are valued, encouraging employees to contribute to timepieces of exceptional quality and authenticity.

About Cerulean

Cerulean is the definitive career portal for the global luxury industry. We match exceptional professionals with exclusive opportunities at the world's most prestigious brands. From haute couture and fine watchmaking to prestige beauty, hospitality, and boutique retail, Cerulean centralises luxury employment to help you find the career for which you were destined.