Hybrid National Account Manager

at Wella Company

• Job title: National Account Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Toronto, Canada

About the role

• Account Manager responsible for managing distributor relationships and driving growth in professional beauty sector. Collaborating with cross-functional teams for effective strategy execution.

Responsibilities

• Develop and execute annual and quarterly joint business plans (JBPs) with assigned distributors, including clear growth objectives, KPIs, and activation plans.
• Manage sell-in and sell-through performance to meet or exceed sales and profitability targets.
• Build and maintain strong, trust-based relationships with key customer stakeholders, including Buyers, Category Managers, and Distributor Sales Leaders.
• Work on-site at distributor HQ 2–3 days per week to foster collaboration, improve execution speed, and deepen alignment on programs and priorities.
• Partner closely with Distributor Sales Consultants (DSCs) to build their category expertise, selling confidence, and commitment to Wella’s portfolio.
• Provide sales tools, training, and education in partnership with the Wella Education team to strengthen field execution and brand advocacy.
• Develop and manage accurate monthly purchasing forecasts and ensure fulfillment performance meets customer needs.
• Drive optimization of distribution, shelving, pricing, and promotional execution (DSPA) to maximize ROI on trade investments.
• Plan and lead regular business reviews (monthly, quarterly) with distributor partners to evaluate performance, share insights, and identify opportunities.
• Collaborate with Trade Marketing to localize and execute in-store marketing assets and promotional campaigns.
• Monitor customer inventory, sell-through, and stock health; take proactive actions to avoid out-of-stocks or overstocking.
• Analyze sales trends, promotional results, and competitive activity to recommend corrective actions and growth strategies.
• Manage budgets, promotional spending, and trade funds efficiently to ensure compliance and profitability.
• Partner with Education, Marketing, and Supply Chain teams to align execution with Wella’s overall business strategy and brand objectives.
• Support the development and rollout of education and training events that elevate the customer and stylist experience.

Requirements

• Bachelor’s degree in business, Marketing, or related field; MBA preferred.
• 5+ years of account management or sales experience within professional beauty, FMCG, or a related industry (distributor experience a strong asset).
• Proven track record in managing key accounts or distributor relationships with measurable sales growth results.
• Strong analytical skills and proficiency in forecasting, business planning, and performance analysis.
• Excellent interpersonal, presentation, and negotiation skills.
• Ability to thrive in a fast-paced, matrixed environment with multiple stakeholders.
• Willingness to travel regionally and work on-site with distributor partners multiple days per week.

Benefits

• Competitive compensation and performance-based incentives.
• Comprehensive benefits and wellness programs.
• Career growth opportunities within a world-class professional beauty organization.
• A collaborative, purpose-driven culture that celebrates creativity and innovation.