National Account Executive, Distributors,

Location: Wimbledon (2 days)

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 Shockwaves brands.

ABOUT THE WELLA COMPANY

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 and presence in over 100 countries, Wella Company and its brands enable consumers to look, feel, and be their true selves.

THE ROLE

The account management of specified customers to build profitable sales growth for Retail Hair in these customers. The challenge is clear: to maximise performance in our Distributor and Ireland channels via successful management of 4 distributor relationships and chase New Business (both direct and via distributors) to continuously improve performance in both revenue and profit.

KEY RESPONSIBILITIES

• Business Planning: 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.
• Negotiation: 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.
• Forecasting/Supply Chain: 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.
• Relationships: 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.

ESSENTIAL SKILLS, EXPERIENCE & QUALIFICATIONS

• 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 needed.
• Makes fast decisions balancing intuition and facts.

WHAT WE OFFER

• 25 days holiday + additional day off for your birthday (not including bank holidays).
• 3 days’ personal leave for your own significant life events.
• 2 paid days off for volunteering/charity work.
• Optional Wella Pension Scheme (8% employer contribution, 3% employee contribution).
• Optional Family Private Medical Insurance Cover.
• Income Protection.
• Life Insurance (8x base salary up to 2 million payable in the event of your death in service of Wella).
• Staff Discount (80% of all hair products, 40% OPI, 1 x 50% ghd).
• EAP (Employee Assistance Program).
• Enhanced maternity, paternity, and adoption leave.
• Eye Tests.
• WOW Program (Bonus following exit from KKR, eligible after successful probation. For permanent employees only).
• Workplace/Nursery Benefits.
• 4 weeks working remotely abroad.
• Early Friday Finish during Summer.

EEO OPPORTUNITIES

The Wella Company wants to meet the aims and commitments set out in its equality policy. This includes not discriminating under the Equality Act 2010 and building an accurate picture of the make-up of the workforce in encouraging equality and diversity. We offer equal employment opportunity to qualified individuals without regard to race, religion or belief, color, national origin, age, gender, disability, sexual orientation, gender identity, gender expression, marital or civil partnership, pregnancy and maternity, veteran status, or any other characteristic protected by law. Wella Company complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at: https://www.wellacompany.com/consumer-affairs. We strongly believe that cultivating a diverse workplace gives a company strength. The combination of unique skills, abilities, experiences and backgrounds creates an environment that produces extraordinary results.