Head of Sales, Retail

Wella

9h•$190,000 - $215,000•Onsite

About The Position

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 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 our customers to drive short and long term growth in our categories and foster collaborative relationships for partnership. Owns the relationship with distribution partners. Contribute actively to 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.

Requirements

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

Responsibilities

Optimizing the Wella business performance by coaching, guiding and motivating direct and dotted-line reports to achieve team and company goals.
Optimizing business performance in order to achieve company goals (including – sales, profit, share, 4P metrics and financial control).
Guiding others in developing vision & strategy for the business as well as proper implementation plans to ensure excellent execution.
Coaching team members & cross functional partners using knowledge of market, channel, brand and category strategies across a broad customer base.
Ensuring interaction between team, customer and all areas of Wella business to successfully implement brand/category strategies by key account.
Setting business objectives & operational targets to ensure efficient uses of all resources including Trade Funds, operational overheads and personnel to achieve common business plans.
Conducting proactive business reviews identifying issues/opportunities/actions.
Approving and critiquing sales team plans for short, medium and long term activities ensuring alignment to brand support plans & key initiatives.
Coaching others in the uses of sales information tools to support negotiation skills, creating medium and long term win/win arrangements with Customers and team members both internally and externally.
Articulating and shaping financial impact of decisions.
Networking effectively with other functions and developing in others the ability to manage relationships.
Developing and improving sales capabilities and key processes to improve performance, providing on the job training to sales team members, and attending sales calls to assist sell in.
Using detailed data to identify plans for the sales function and service support from the entire organization.
Managing third party and/or direct reports effectively by keeping track of their performance and budgets / expenditures.
Developing and leading team culture focused on achievement, entrepreneurship, partnership and ownership.
Contributing to overall Retail Sales Organization associate engagement to establish it as an attractive business unit with passionate & talented associates.