Account Manager

Position Title

Account Manager – Distributor Channel

Location/Territory:
Ohio & Michigan

Scope / Brands:
Wella Company Portfolio Brands (Wella, Sebastian, Nioxin, OPI & GHD)

* Candidate needs to be based in market geography*

Together, WEenable 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, Sebastian, OPI, Nioxin and ghd. With 6,000 employees globally and 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.

The Account Manager (Full-Service Sales BSG channel) is expected to deliver business targets in Value (Net Consumption sales, Net Gain) and Distribution (gaining competitive doors, retaining and growing existing customers). We are perceived as the #1 partner to the Salons and to the Distributor (BSG) Sales Team. Developing a strong knowledge of the Beauty Industry, Competition, Wella Portfolio (products, services, education offerings) and Sales data are all additional requirements.

Deliver and reinforce the value of Education, Digital offerings, Marketing/Sales activities and sell through activities for salons captured in a customized Joint Business Plan delivered with your Education Partner to top salons. Positively influence the BSG-Distributor Leadership (Director & Field Sales Leaders) and SBC (Salon Business Consultant) by developing their capabilities to sell The Wella Company's Professional Portfolio and by supporting their business needs via the Company’s resources.

Responsible for tracking and articulating business data (sales reports) defined by the business unit.

BUSINESS

• Achieve assigned bi-annual and annual targets for consumption and gain new customer metrics.
• Complete annual Joint Business Plans with Key Customers (including education offerings, promotion plans, new opportunities etc.) in line with The Wella Company's top priorities.
• Plan & Execute BEST IN CLASS Distributor (BSG) Sales Meetings and Trainings with your Salon Business Consultant team to clearly define and exceed Objectives & Expectations.
• Proactively develop relationship with your local Cosmoprof (BSG) stores to support the Wella Portfolio.
• Communicate regularly with your Sales‑Manager to provide regular updates and plan interventions if needed.
• Actively prospect your market to identify and close competitive brand salons to GAIN new business (30%).

ORGANIZATION

• Successfully complete self‑directed learning plans assigned by Manager and clearly articulate how learning is applied in day‑to‑day functions.
• Customer Portfolio Management: identify and create strategic profile of prospects to increase horizontal distribution and any growth opportunity within existing doors to increase Wella penetration.
• Operate with Excellence:
  Create a Journey Plan that identifies Salon and SBC’s (Salon Business Consultants) as a development and growth priority.

OPERATIONS

• High Performing Organization (HPO):
  Responsible to achieve targets by investing sufficient time and resources in the field- 75% (customer calls / prospect calls). Being efficient using the company digital tools.
• Use Frontline tools: be agile by using the various Digital sales tools and support provided by the business unit to maximize productivity and increase the number of prospecting calls.
• Operate within Budget and Company guidelines: act within financial stewardship adhering to Company policies.
• Data & Report:
  Complete analysis of sales & business reports and identify key individual opportunities to maximize sales revenues monthly.

Essential:

• Proven track record delivering sales results (minimum 3 years) in a business-to-business account Management role
• Negotiation & Customer Portfolio Management competencies
• Interest in Beauty industry
• Strong skills on MS Office including Excel and PPT development
• Valid driving license &…