Sales Capability Manager

Wella

1d•$75,000 - $95,000•Remote

About The Position

The Wella Company is a global leader in the beauty industry, offering iconic brands like Wella Professionals, Clairol, OPI, Nioxin, Briogeo, and ghd. With a mission to enable individuals to look, feel, and be their true selves, Wella Company operates in over 100 countries and employs 6,000 people worldwide. The company is dedicated to innovation, empowering its employees, delighting consumers, inspiring beauty professionals, engaging communities, and driving sustainable growth. This role is for a Manager, Sales Capability who will act as a hands-on field execution leader. The primary responsibilities include training delivery, coaching, and skill reinforcement for the US frontline Sales organization. Reporting to the Sr. Manager, Sales Enablement & Capability, this position translates enablement strategies and capability standards into practical, high-impact training experiences. The role involves virtual and in-person training, observing skill application, and providing coaching to ensure consistent execution in the field. The Manager, Sales Capability will partner with frontline Sales leaders and teams to define, teach, and reinforce best-in-class selling behaviors, support the adoption of tools and new ways of working, and provide feedback to enhance programs, content, and field readiness.

Requirements

5+ years of experience in sales, sales capability, sales enablement delivery, training, or sales leadership.
Proven credibility in frontline sales execution; prior field sales or people leadership experience strongly preferred.
Demonstrated experience coaching sales skills and facilitating training (virtual and in-person).
Strong sales acumen and understanding of frontline execution realities.
Excellent presentation and strong communication skills; written and verbal (in English).
Confident facilitator with the ability to teach skills in a practical, field-ready way.
Coaching mindset with the ability to provide clear, actionable feedback without positional authority.
Strong collaboration skills and comfort partnering across functions.
Organized, adaptable, and comfortable working in dynamic environments.
Experience with/understanding of distribution channel preferred.
Digital fluency across frontline sales tools and platforms, including experience applying AI-enabled capabilities to enhance planning, coaching insights, content creation, and execution effectiveness.
Competent using MS Office, Power BI (sales analytics), & social media.
Min. 50% travel time (incl. overnight travel) - Valid driver’s license and ability to travel long distances by both air and land.
Overnight travel and travel to Calabasas, CA office frequently.
“Road Warrior” position that will be away from home an average of 2 weeks per month.

Nice To Haves

New England preferred (for location)

Responsibilities

Coach frontline sellers and people managers on best-in-class sales skills, executional behaviors, and application in real selling environments.
Observe skill execution in the field (including co-rides and call observations) and provide timely, actionable, developmental feedback.
Reinforce sales execution standards and “what good looks like” across the sales cycle, aligned to defined capability expectations.
Deliver sales capability training experiences both virtually and in person (e.g., onboarding, deployments, academies, workshops, and leadership moments).
Facilitate skill-based learning sessions that build confidence and strengthen field application.
Translate enablement content, playbooks, and frameworks into engaging, practical learning experiences that are immediately usable in the field.
Reinforce adoption and effective use of frontline tools and ways of working.
Support field understanding of tool purpose, workflow integration, and “how to apply” in customer planning and follow-through.
Identify adoption barriers and partner with the Sr. Manager to close gaps through coaching, reinforcement, or targeted enablement.
Build strong, trust-based partnerships with Field Sales leadership and frontline teams.
Capture field insights, execution challenges, and capability gaps to inform continuous improvement of programs and enablement assets.
Serve as a conduit between real-world field execution and the enablement/capability system design.
Execute delivery of key sales capability initiatives and learning moments aligned to the annual Sales Enablement & Capability plan.
Support deployment of new tools, initiatives, and sales cycle priorities by reinforcing clarity, expectations, and execution standards.
Coach and reinforce post-training application to ensure learning translates into behavior change and execution consistency.
Partner with the Sr. Manager to co-create and refine training content, facilitator guides, and learning assets informed by field realities.
Contribute to measurement of training effectiveness and capability progress through observation, feedback, and input to defined tracking methods.
Maintain disciplined follow-up loops after training and field observations to support sustained improvement.
Provide structured insights and recommendations to strengthen future program design, deployment readiness, and field communication.
Support onboarding experiences for new Account Managers and Sr. Managers through training delivery, reinforcement, and practical coaching.