Senior National Account Manager OPI

Wella

28d•Remote

About The Position

This role is responsible for the strategic leadership and full P&L management of assigned national accounts with the objective of establishing Wella as a category-leading partner delivering best-in-class sales execution, strategic collaboration, and market-leading service. The role defines and drives long-term growth strategies that deliver key business KPIs while ensuring alignment with Wella’s broader commercial strategy and organizational priorities. The successful candidate will serve as the senior business leader for the assigned accounts, owning the business holistically—setting long-term strategic direction while ensuring best-in-class execution across all commercial levers. This includes leading complex Joint Business Planning (JBP) engagements with customer, line reviews, promotional execution, financial management, forecasting, and trade investment strategy. This role requires cross-functional leadership and influence across Sales, Marketing, Finance, Supply Chain, and Category Management to deliver sustainable, profitable growth and position Wella as a strategic partner to the customer.

Requirements

5–7+ years of experience supporting national retail accounts with increasing levels of commercial responsibility or retail buying experience
Proven experience leading large, complex retail partnerships
Driver personality: creative, outgoing, resilient, and results-oriented
Strong passion for the business with a high level of self-motivation and accountability
Highly developed communication and presentation skills with the ability to influence customer and internal leadership
Strong analytical capabilities with the ability to translate data into actionable insights that shape strategic decision-making
Experience with syndicated data, household and panel data, planogram analysis, and marketing concepts
Strong leadership skills with a collaborative, team-oriented mindset and the ability to lead cross-functional teams without direct authority
Bachelor’s degree required
Extensive commercial experience within Fast Moving Consumer Goods (FMCG) strongly preferred

Responsibilities

Lead the strategic vision and commercial roadmap for assigned national accounts, ensuring alignment with Wella’s long-term growth objectives
Develop and deliver all customer-facing presentations, including JBP, QBR, line reviews, and ad hoc business updates for customer stakeholders
Lead strategy, tactics, and execution across all Joint Business Planning activities while shaping multi-year growth strategies with key retail partners
Own short-term and long-term business performance, identifying transformational growth opportunities that drive significant revenue and profitability impact
Deliver volume, share, and ROI targets in alignment with AOP and customer priorities while ensuring sustainable and profitable growth
Drive distribution, shelving, pricing, and promotional support to optimize trade spend effectiveness and maximize category leadership
Identify and activate fact-based growth opportunities using syndicated data and customer insights to shape category strategy and influence customer decision-making
Accurately forecast sales and provide strategic demand planning guidance across cross-functional teams
Manage promotional and trade funds to maximize return on investment while ensuring disciplined financial stewardship
Own full P&L accountability and financial performance for assigned accounts
Lead JBP and QBR presentations
Drive merchandising strategy, including category-leading assortment, shelving, and retail execution strategies
Leverage Nielsen/IRI and other syndicated data sources to inform strategy and decision-making and develop compelling fact-based selling stories
Act as the senior internal advocate for the customer, aligning internal teams to deliver best-in-class execution and partnership