Director, Commercial Finance, RHOP

Job Title:
Associate Director, RHOP Commercial & Brand Finance

Department: Finance

Reports To: CFO North America

Location: Calabasas, Los Angeles, United States (with integrated collaboration with Mexico Finance Hub)

Job Type: Full-Time

The Associate Director, RHOP Commercial Finance, is the end-to-end financial leader for the Retail Hair, OPI & Prosumer (RHOP) business, owning both the commercial finance agenda (Net Revenue, GTN, trade terms, customer profitability, margin expansion) and the full brand finance agenda (A&CP governance, brand P&L management, innovation economics, pricing architecture, marketing ROI).

This role is the key strategic partner to Sales, Marketing, Trade Marketing and RHOP Leadership, shaping commercial strategy, guiding brand investment choices, ensuring financial discipline, and unlocking profitable growth across all RHOP brands and channels.

The Associate Director leads a distributed team across the US and Mexico, drives financial governance, and elevates analytical and reporting capabilities to support Wella’s transformation journey.

• End-to-End Ownership of RHOP Business Performance
• Own the full P&L view for RHOP across revenue, GTN, gross margin, A&CP, and operating contribution.
• Drive both commercial levers (pricing, mix, trade terms, promotions) and brand levers (A&CP allocation, innovation ROI, brand-building investments).
• Provide clear strategic recommendations to senior leadership on performance, risks, opportunities, and required corrective actions.
• Commercial Strategy, Pricing & GTN Leadership
• Act as the senior finance counterpart to RHOP Sales VPs/Directors for customer planning, contract negotiations, and revenue strategy.
• Own budgeting, forecasting, and governance for trade spend, discount structures, rebates, BTL promotions, and trade terms.
• Strengthen financial rigor in promotional planning, ensuring ROI, strategic fit, and adherence to Delegation of Authority.
• Lead structural GTN optimization efforts to improve margin and reduce inefficiencies.
• Brand Finance, Pricing Architecture & Marketing ROI
• Serve as the key financial partner to RHOP Marketing Directors.
• Own brand-level budgeting, forecasting, and long-range planning for A&CP, brand P&Ls, and innovation economics.
• Evaluate media investments, trade activations, influencer spend, and tentpole moments through robust ROI frameworks.
• Lead pricing strategy and architecture for RHOP brands, ensuring competitiveness, margin protection, and portfolio alignment.
• Drive analytics around brand health (pricing, mix, share, innovation performance).
• Advanced Commercial & Brand Analytics
• Develop and deliver senior-level reporting, dashboards, and insights for Sales, Marketing, and US leadership.
• Own customer and channel profitability models and drive accountability in the business.
• Lead deep-dive analysis on revenue drivers (volume, mix, elasticity), GTN components, promotional effectiveness, and A&CP efficiency.
• Build business cases for revenue initiatives, innovation launches, and channel development.
• Strategic Projects & Decision Support
• Lead financial modeling for customer negotiations, strategic partnerships, distribution model changes, and whitespace opportunities.
• Support annual brand planning cycles, customer JBPs, and commercial scorecards.
• Provide thought leadership in design of sales incentives, brand investment frameworks, and pricing governance.
• Be a catalyst in transformation initiatives across reporting, controls, automation, and forecasting.
• Governance, Controls & Compliance
• Ensure strong alignment with internal policies across GTN, pricing approvals, A&CP management, SOX controls, and commercial agreements.
• Partner with Legal and Compliance to review contracts, assess financial risks,…