Share this Job

Head of Drug Channel eCommerce and Distributors


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, presence in over 100 countries, Wella Company and its brands enable consumers to look, feel, and be their true selves. As innovators in the hair and nail industry, Wella Company empowers its people to delight consumers, inspire beauty professionals, engage communities, and deliver sustainable growth to its stakeholders. For additional information about the Wella Company please visit




We are actively looking for A Head of Sales – Drugstores, Ecommerce, Distributors, Ireland for who can help us to deliver through our portfolio of amazing brands by building profitable sales growth across our Wella Retail Hair business.


We are looking for a true player-manager.  Someone who can lead from the front and personally manage their own large Drugstore account, but then manage via a team of 3 NAMs/NAE (plus a shared sales administrator) the Total Drugstore, Ecommerce, Distributors and Ireland channel.  Value at Net Revenue is £20mn of these channels.

Candidate must be comfortable with an agile approach as challenges in the portfolio will vary from maximizing return with one of our biggest Retail Hair customers to maximsing performance of our Distributors (Pharmacy, Smaller Customers, Northern Ireland and Southern Ireland) as well as maximise return from our fastest growing channel E-commerce.




Business Planning

  • Plan, develop, agree and implement an annual Joint Business plan with the customer
  • Create business plans with the customer and activate contingency plans when needed
  • Design an annual promotional programme for each brand in liaison with UK Marketing to deliver national marketing plan, sales objectives, customer and consumer needs
  • Agree promotional forecast with Demand Planning to support the achievement of Forecast Accuracy objectives
  • Agree monthly promotional support packages with customers including second sites, trade marketing and on line support
  • Review pre and post promotional activity analysis to maximise key learnings


Financial responsibilities

  • Manage monthly, quarterly and annual sales forecasts.  Provide weekly estimates on sales projections to the Retail Hair Director
  • Manage Gross to net controls to optimise profitability. Manage a trade investment plan to maximise profitability
  • Work with customer and Customer Services to minimise receivables to achieve target Debtor days for the customer
  • Authorise all invoices for payment within 7 days of receipt
  • Build contacts with the forecasting and supply chain teams within the customer to manage the most cost effective supply chain
  • Agree listings for all new products and brands as appropriate
  • Negotiate cost price changes with the customer as appropriate


Strategic Planning

  • Build strategic plans to build specified categories of business within the customer to deliver short and long term company, customer and consumer objectives
  • Develop strategic projects with the customer to ensure future growth of the business
  • Liaise with the Senior buying teams at the customer



  • Build relationships with the specified customers at all levels of customer business
  • Be the voice of the customer within Wella Retail Hair
  • Escalate appropriately on important issues or ones that cannot be resolved
  • Attend and contribute to monthly Reviews with Marketing and Demand Planning
  • Plan, prepare and manage customer meetings with cross functional contacts: Buying, supply, POS, store




Customer Management

  • Ensure team applies across their accounts all of the details listed above for their respective accounts
  • Ensure that trade terms for each account are justified and that all customers in the channel receive appropriate levels of support versus their benefit to Retail Hair
  • Be first point of escalation for all accounts in the portfolio, establishing strong relationships with Senior Buyers and Category Directors across the portfolio
  • Achieve agreed Net Revenue, GtN % investment and C1 contribution for the portfolio managed
  • Responsible for Net revenue growth, share growth and delivery of joint business plans
  • Responsible for customer profitability and P&L, focused on maximising return on investment
  • Ensure value for money is achieved via Distributor and Ecommerce channels and recommend improvements to improve performance/efficiency


Retail Hair Management Team

  • Represent the outlined channels as key member of the Retail Hair Management Team (as one of 5 members of this).  Be the voice of the customer
  • Help create Retail Hair Vision and Strategy and in particular Commercial Strategy alongside Retail Hair director
  • Deputise where needed/appropriate for Retail Hair Director
  • Take on Improvement projects to embed new ways of working or improve performance for total Retail Hair
  • Drive a positive ‘can-do’ customer-centric culture within the wider RH team and also the direct reporting channel
  • Actively own Sales & Ops process from a Sales side alongside demand planning
  • .Full ownership of the go to market strategy to drive commercial competitive advantage for Wella.


Team Management

  • Responsible for management and coaching of National Account Executives & National Account Managers
  • Responsible for developing annual team and individual objectives
  • Responsible for long-term development of team and building a succession plan into the Head of Drugstores/Ecommerce/Distributors/Ireland role




  • Sales and customer management background.
  • Experience of managing a sales team
  • Strong commercial awareness with experience in P&L management, budget planning, forecast and customer management
  • Preferred experience in management of commercial trade term agreements, annual Joint business plans or senior commercial negotiations.
  • A proven strong negotiator with a results focused mentality
  • Preferred if candidate has knowledge of digital arena and how to grow e-commerce challenge.
  • High level of knowledge of UK retail environment, preferred candidate to have multi-channel experience.
  • Minimum expectation is that the candidate is of Senior National Account manager level experience or above.
  • Relevant undergraduate & post-graduate degree
  • High awareness of what it takes to win in the retail and customer environment
  • Proficient Excel, numeracy and analytical skills with strong attention to detail




We offer equal employment opportunity to qualified individuals without regard to race, religion, color, national origin, age, gender, disability, sexual orientation, gender identity, gender expression, marital status, veteran status, or any other characteristic protected by law. Wella Company with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at:

We strongly believe that cultivating a diverse workplace gives a company strength. The combination of unique skills, abilities, experiences and backgrounds creates an environment that produces extraordinary results. EOE Minorities/Females/Protected Veterans/Disabled.