Head of Sales, Retail

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 a presence in over 100 countries, Wella Company and its brands empower consumers, inspire beauty professionals, engage communities, and deliver sustainable growth to its stakeholders.

About the role

Define and lead the Customer and Sales Strategy for the Wella Portfolio (Clairol, OPI, Sebastian, Nioxin, & Wella) in the Food, Drug, Mass, and Secondary channels to achieve the business ambition in both the short and long term. Deliver the annual operating plan (GS, NR, Profit) for the retail business by working in close collaboration with Trade Marketing, Brand Marketing, Supply Chain, Finance, and other support functions to ensure all targets are met. Engage customers to drive short- and long-term growth in categories and foster collaborative relationships for partnership. Own the relationship with distribution partners. Contribute actively to the North America Sales & Education Leadership Team to define the role of the FDM & Secondary channels within North America and aid in delivering total market performance.

Responsibilities

• Optimize Wella business performance by coaching, guiding, and motivating direct and dotted-line reports to achieve team and company goals.
• Drive business performance to achieve company goals (sales, profit, share, 4P metrics, and financial control).
• Guide others in developing vision and strategy for the business, including implementation plans for excellent execution.
• Coach team members and cross-functional partners using knowledge of market, channel, brand, and category strategies across a broad customer base.
• Ensure interaction between the team, customers, and all areas of the Wella business to successfully implement brand/category strategies by key account.
• Set business objectives and operational targets to ensure efficient use of resources, including Trade Funds, operational overheads, and personnel.
• Conduct proactive business reviews to identify issues, opportunities, and actions.
• Approve and critique sales team plans for short-, medium-, and long-term activities, ensuring alignment with brand support plans and key initiatives.
• Coach others in the use of sales information tools to support negotiation skills and create win-win arrangements with customers and team members.
• Articulate and shape the financial impact of decisions; network effectively with other functions.
• Develop and improve sales capabilities and key processes to enhance performance, provide on-the-job training, and attend sales calls to assist in selling.
• Use detailed data to identify plans for the sales function and service support from the entire organization.
• Manage third-party and/or direct reports effectively by tracking performance, budgets, and expenditures.
• Develop and lead a team culture focused on achievement, entrepreneurship, partnership, and ownership.
• Contribute to overall Retail Sales Organization associate engagement to establish it as an attractive business unit with passionate and talented associates.

Requirements

• Ideally a BA and/or MA in Business, Marketing, or a similar field.
• 10-15 years of relevant Sales experience within the beauty or a similar industry.
• Excellent written and verbal communication skills, effective across a large organization.
• Analytical ability to understand business trends and provide projections based on insights.
• Ability to organize and plan effectively, both personally and for the team.
• Creative thinking to address new issues and identify business-building ideas.
• Strong knowledge of sales function processes and cross-functional exposure to other areas of business operations.
• Ability to travel as required.

Pay

We disclose the compensation range for positions in compliance with local law. The pay range for this role is $190,000–$215,000 salary per year. Actual salaries will vary and may be above or below the range based on factors including location, experience, and skills compared 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 and paid time off (PTO).