National Key Accounts Leader

Position Title: National Key Accounts Leader

Location: United States – Northeast

Reports to: Head of National Field Sales

Direct Reports: 1 KA Sr Mgr / 3 KA Mgrs

Scope / Brands: Wella Professionals, Nioxin, Sebastian, Briogeo, Clairol, OPI & GHD

ABOUT THE WELLA COMPANY

Together, WE enable individuals to look, feel, and be their true selves.

Wella Company is one of the world’s leading beauty companies, comprised of a family of iconic brands such as Wella Professionals, Clairol, OPI, Nioxin and ghd. With 6,000 employees globally, presence in over 100 countries, Wella Company and its brands enable consumers to look, feel, and be their true selves. As innovators in the hair and nail industry, Wella Company empowers its people to delight consumers, inspire beauty professionals, engage communities, and deliver sustainable growth to its stakeholders.

For additional information about the Wella Company please visit www.wellacompany.com.

THE ROLE

The National Key Accounts Leader is responsible for accelerating double-digit growth with our largest and most high profile salon customers and prospects. The candidate will be a strong people leader and strategist and will coach and lead an experienced team through the reimagining of the GTM for Key Accounts within the US Wella team. The position requires a significant amount of customer interface, internal partnerships with supporting functions, and regional/national travel.

This position is accountable to increase market share by prospecting and gaining new key account doors (salons and schools), as well as to deliver business targets within a defined budget with existing customers. The KA Leader will nurture exceptional relationships with C-level stakeholders in these businesses to ensure that we maximize opportunities across all touch points.

We are looking for an inspirational leader that will maintain exceptional level of engagement with Key Accounts and the internal team that serves them and will be seen as thought leader by our partners.

KEY RESPONSIBILITIES

The National Key Accounts Leader is accountable for achieving sales volume, new business targets, and brand distribution as described below:

Business Planning

• Develop and implement plans to deliver targets and create clarity on goals, KPIs and ownership for the Key Accounts team
• Plan, develop, agree and implement annual Joint Business Plans with customers, including increased distribution of Wella Company plans via joint growth and execution plans
• Agree marketing and promotional plans with Marketing and Trade Marketing teams and agree forecast with Demand Planning to support the achievement of Forecast Accuracy objectives
• Maximize key learnings of pre and post promotional activity analysis performed by the team

New Business Development:

• Accountable for driving horizontal distribution by actively identifying and regularly calling on potential new higher profile businesses to grow market share.
• Owning the prospect pipeline and journey for the Key Accounts team and partnering with the DSO street organization on support needed for regional KA prospects to activate partnerships with new KA doors faster

Financial Responsibilities

• Manage monthly, quarterly and annual sales forecasts. Provide weekly estimates on sales projections to the Head of National Field Sales
• Manage Gross to Net controls to optimize profitability. Manage a trade investment plan to maximize profitability
• Work with Customer and Customer Service to minimize receivables to achieve target Debtor days for the customer
• Build contacts with the forecasting and supply chain teams within the customer to manage the most cost effective supply chain
• Agree listings for all new products and brands as appropriate
• Negotiate cost price changes with the customer as appropriate

Strategic Planning

• Build strategic plans to build specified categories of business within the customers to deliver short and long term company, customer and consumer objectives
• Lead the contract process with new KA customers, along with contract renewal for current KA customers.
• Develop strategic projects with the customer to ensure future growth of the business
• Co-create new business development plans to expand in Retail together with the Commercial teams

Relationships

• Own the relationship with key decision makers and owners across all current KA accounts and new KA prospects.
• Partner across the industry via relationships with key trade groups and salon business organizations.
• Build new relationships with customers and negotiate listing and perfect execution for our brands
• Collaborate effectively with the Commercial and Education teams to enable execution of agreed Joint Business Plans and create new opportunities

EXPERIENCE

• Accountable for the success of the region – even when not everything is under control; intensely driven & tenacious, determined to get over obstacles in the path of goals
• Self-starter and ability to work independently with clear focus on deliverables
• Owner mindset, as if it was your name on the door, as if it was your money being spent and your reputation on the line
• Always pushing for more and set higher, braver targets, but never at the expense of ethical behavior and safe ways of working
• Effective prospecting and sales skills
• Experience in using a consultative approach to business development and the ability to translate brand strategy within accounts
• Very organized and operating with high level of discipline
• Ability to work with all levels of the organization

QUALIFICATIONS

• Bachelor’s Degree
• At least 5 years of people management experience in a Sales role in the beauty sector
• At least 8 years of experience in working with salon groups and building relationships with C-level stake holders on the customer side
• Knowledge/understanding of local/regional customer landscape and experience working with major customers
• Strong financial acumen, deep understanding of the customer P&L, financing agreements and can coach and develop the team on value creation
• Background in or understanding of education preferred
• Highly collaborative, thinks strategically, problem solving
• Excellent oral and written communication and organizational skills
• Self-starter and takes initiative to work independently with excellent priority setting skills and a clear focus on deliverables and KPIs
• Demonstrates advanced computer skills – Microsoft Office - PowerPoint, Excel, Word.
• Strong data management/analytics skills – Power BI experience is preferred.
• Up to 60% overnight travel in field that can include weekends
• Able to travel via air for training and sales meetings at minimum 3-4 times per year
• Valid Driver’s License

We disclose the compensation range for positions in compliance with local law. Actual salaries will vary and may be above or below the range based on various factors including but not limited to location, experience, skills and in comparison to internal incumbents currently in similar roles—pay Range: $125,000-$160,000 salary per year plus bonus. The range listed is just one component of Wella Company's total rewards package for employees. Other rewards may include annual bonus plan or variable pay, depending on the role. In addition, Wella Company provides a rich variety of benefits to employees, including health insurance, life and disability insurance, 401(k) retirement plan, paid holidays and paid time off (PTO).

NOTICES

• All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.
• If you need assistance and/or a reasonable accommodation due to a disability during the application process, please email [email protected]. This email account will not respond to inquiries regarding the status of a candidate’s application.
• Wella participates in the E-Verify Program to confirm eligibility to work in the United States. Information regarding your rights: and .