National Account Executive, Distributors

Position Title: National Account Executive, Distributors

Location: Wimbledon (2days)

Reports to: Associate Director, Drugstores and Distributors

Direct Reports: None

Scope: Manage 4 distributors and chase New Business (both direct and via distributors) across Clairol, Silvikrin and Shock waves brands

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, 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

The account management of specified customers to build profitable sales growth for Retail Hair in these customers.

In this case the challenge is clear, to maximise performance in our Distributor and Ireland channels via successful management of 4 distributor relationship and chase New Business (both direct and via distributors) to continuously improve performance in both revenue and profit.

• Understanding of distributor objectives and direction
• Plan, develop, agree and implement an annual Joint Business Plan with the specified distributors (and where needed end customers), activating contingency plans when necessary. .
• Agree promotional forecast with Demand Planning to support the achievement of annual Forecasting Accuracy objectives
• Agree monthly support packages to drive performance with distributors
• New Business opportunities found and delivered at minimum £250k level per annum

• Agree listings for all new products and brands as appropriate and ensure these strategic drives are reaching the end customer
• Negotiate any cost price changes with the distributor as appropriate
• Submit all cost price change paperwork to the account and internally in an accurate and timely manner

• Build contacts with the forecasting and supply chain teams within the customer to work together to manage the most cost effective supply chain delivering all potential operational efficiencies
• Manage monthly, quarterly and annual sales forecasts and provide rationale to Head of Sales for Channel
• Manage Gross to net controls to optimise profitability
• Manage an investment plan to drive consumer awareness whilst maximising profitability
• Deliver maximum consumer engagement from trade investment
• Control and minimise the detrimental impact of returns on profitability
• Accurately prepare financial accrual requests and implement these with the Commercial team
• Work with the customer and Customer Services to minimise receivables to achieve target Debtor days for the customer
• Authorise all invoices for payment within 7 days of receipt or manage prompt agreement to amend or cancel invoices if raised in error by the customer
• Recommend ways to improve performance in the sector, this can be via improvements with existing distributors or via different go to market approaches

• Build relationships with the specified customers at all levels of customer business
• Be the voice of the customer within Wella Retail Hair
• Escalate appropriately on important issues or ones that cannot be resolved

• Operated successfully at NAE level
• Experience preferred in managing 3rd party sales teams to achieve success
• Planning & monitoring:
  Advanced
• Analytical skills:
  Advanced
• Consumer / shopper insights:
  Proficient
• Budget planning:
  Proficient
• Customer management:
  Proficient
• Communicates effectively & delivering impactful presentations
• Shows a strong sense of individual accountability and able to work with autonomy
• Is a change champion and pioneers new ideas and approaches
• Committed to deliver results and goes after the stretch target
• Has a flexible approach and adapts to challenges and changing priorities as…