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

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.

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.

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

• 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

• 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
• 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

• 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

• Own the relationship with key decision makers and owners across all current KA accounts and new KA prospects.
• Partner across the industry via…