National Account Manager, Retail Hair; Grocery & Discounters

Position Title

National Account Manager, Retail Hair (Grocery & Discounters)

Sales

Hybrid, Wimbledon (2 days)

Associate Director, Sales – Grocery and Discounters

0

Manage a portfolio of 2-5 retailers in the Grocery & Discounters channel across Clairol, Silvikrin and Shock waves brands

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

The account management of specified customers to build profitable sales growth for Retail Hair in the Critical Grocery & Discounters channel.

In this case the challenge is clear, to maximise performance within the selected retailers via successful account management to continuously improve performance in both revenue and profit.

• Understanding of customer objectives and direction
• Plan, develop, agree and implement an annual Joint Business Plan with the specified customers, activating contingency plans when necessary.
• Agree promotional forecast with Demand Planning to support the achievement of annual Forecasting Accuracy objectives
• Agree monthly promotional support packages with customers including second sites, trade marketing and online support
• Ensure that all opportunities for New Business in the channel – either whitespace or expansion with existing customers is seized upon and implemented with excellence

• Agree listings for all new products and brands as appropriate
• Negotiate cost price changes with the customer 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 AD of Sales
• Review of business performance of accounts to ensure on track and course correction in place
• Manage Gross to net controls (trade spending) to optimise profitability
• Manage an investment plan to drive consumer awareness whilst maximising profitability
• Delivering maximum consumer engagement from trade investment
• Prepare financial accruals 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

• Build relationships with the specified retailers at all levels of customer business across both buying and other functions as appropriate (supply, merchandising)
• Be the voice of your customers within Wella Retail Hair
• Escalate appropriately on important issues or ones that cannot be resolved
• Ensure great execution of activity instore

• Operated successfully at NAM or with continued sustained success at NAE level
• Planning & monitoring:
  Advanced
• Analytical skills:
  Advanced
• Consumer / shopper insights:
  Proficient
• Communication & influencing:
  Proficient
• Negotiation & sales management:
  Proficient
• P&L management:
  Proficiency
• Budget planning:
  Proficient
• Customer management:
  Proficient
• Communicates effectively & delivers impactful presentations
• Shows a strong sense of individual accountability and ability to work with autonomy
• A change champion and pioneers new ideas and approaches
• Committed to deliver results and goes after the stretch target
• Has a…