Account Manager

Location/Territory: VA-MD-DC – candidate must be based in Virginia, Maryland, or Washington DC.

About the role

The Account Manager (Full-Service Sales BSG channel) is responsible for delivering business targets in Value (Net Consumption sales, Net Gain) and Distribution (gaining competitive doors, retaining and growing existing customers). The role aims to position Wella Company as the #1 partner to salons and the BSG Distributor Sales Team. Key focus areas include developing a deep understanding of the beauty industry, competition, Wella’s portfolio (products, services, education offerings), and sales data. The Account Manager will deliver and reinforce the value of education, digital offerings, marketing/sales activities, and sell-through initiatives for salons through customized Joint Business Plans, executed in collaboration with an Education Partner for top salons.

Additionally, the role involves positively influencing BSG-Distributor leadership (Director & Field Sales Leaders) and Salon Business Consultants (SBCs) by enhancing their capabilities to sell Wella’s Professional Portfolio and supporting their business needs using company resources. The Account Manager will also track and articulate business data (sales reports) as defined by the business unit.

Responsibilities

• Business:
  • Achieve assigned bi-annual and annual targets for consumption and new customer acquisition.
  • Plan and execute best-in-class Distributor (BSG) Sales Meetings and Trainings (virtual & live) with the Salon Business Consultant team to define and exceed objectives.
  • Proactively develop relationships with local Cosmoprof (BSG) stores to support the Wella Portfolio.
  • Communicate regularly with your Sales Manager and Education Partner to provide updates and plan interventions as needed.
  • Actively prospect the market to identify and close competitive brand salons to gain new business (30% of efforts).
• Organization:
  • Complete self-directed learning plans assigned by your Manager and apply learnings to daily functions.
  • Customer Portfolio Management: Identify and create strategic profiles of prospects to increase horizontal distribution and growth opportunities within existing doors to boost Wella penetration.
  • Operate with Excellence: Develop a Journey Plan prioritizing Salon and SBC (Salon Business Consultants) development and growth.
• Operations:
  • High Performing Organization (HPO): Achieve targets by investing 75% of time in the field (customer calls/prospect calls).
  • Use Frontline tools: Leverage digital sales tools provided by the business unit to maximize productivity and increase prospecting calls.
  • Operate within Budget and Company guidelines: Adhere to financial stewardship and company policies.
  • Data & Reporting: Analyze sales and business reports monthly to identify key opportunities and maximize sales revenues.

Requirements

• Proven track record delivering sales results (minimum 3 years) in a business-to-business account management role.
• Strong negotiation and customer portfolio management competencies.
• Interest in the beauty industry.
• Proficiency in MS Office, including Excel and PowerPoint.
• Valid driver’s license and willingness to travel/spend 75% of time in the market.

Pay

Pay Range: $78,000–$105,000 salary per year. The range listed is one component of Wella Company’s total rewards package. Actual salaries will vary based on factors including location, experience, and skills, and may be above or below the range in comparison to internal incumbents in similar roles.

Benefits

• Annual bonus plan or variable pay, depending on the role.
• Health insurance.
• Life and disability insurance.
• 401(k) retirement plan.
• Paid holidays.
• Paid time off (PTO).
• Company vehicle.