Sr Manager, Sales Capability Function: Sales Location: CA, US Work Arrangement: Remote Position Title: Sr. Manager, Sales Capability & Commercial Strategy and Planning - US
Location: Los Angeles or Remote ABOUT THE WELLA COMPANY
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. THE ROLE
We’re looking for a Sr Manager of Sales Capability & Commercial Strategy and Planning to join our North American Professional Beauty Lead Team, reporting to the Wella Professional Beauty Vice President of Sales and Education.
The Field Sales Capability & Commercial Strategy Leader is accountable for delivering business objectives, through:
Owning the design of the Go To Market commercial strategy for all field sales (BSG street, DSO and MWS), total scope of $150M.
Owning the (Field) Sales capability strategy and execution for the US market Professional Beauty DSO and ISO Organizations.
Building the skill set of our Frontline Sales organization. Reporting to the the VP of Sales and Education, you will cover the entire US and be based out of your field home office.
KEY RESPONSIBILITIES
BUSINESS
Strategic Planning:
Develop field sales Go To Market commercial strategy, clearly defining where to play and how to win choices, securing sufficient investment, and defining KPIs for distribution, pricing, promotion, and merchandising ‘execution’’ fundamentals.
Go to market tools. Work with global and local trade marketing to ensure that we have everything we need in the field to execute with excellence, in line with commercial readiness timelines
High Performing Organization (HPO). Assist DSO and ISO sales directors in the design of field sales channel organization to customer coverage, maximize productivity and ensure strong Sales & Education partnerships to maximize business growth. Personally drive team culture, capability, and coaching.
Team & Personnel Management. Lead by example in collaborative planning and best practice sharing with local and global peers across Sales, Education, Merchandising, etc.), including people planning, budgets, meeting drumbeat, in-store events, etc.
Value-Adding Expertise. Demonstrate sufficient field sales, expertise, and experience to role model Wella standards when interacting externally with industry and customers and internally with multi-functional colleagues at all levels of the organization.
As the Functional Expert, perfectly execute the Sales Capability Journey to Mastery for the priority topics defined within the NA Frontline Capability strategy & plan.
Leading the Sales Frontline managers progress measured in the Capability Tracker. The objective to be #1 in Color (NR, Gain & Grow).
Purpose of this position is to be the Functional Expert internally and externally to coach and develop Sales Frontline to be best-in-class in the industry.
Co-Design and execution of the annual Sales Capability Plan, which develops frontline skills across Omni-channel.
Collaborate with Trade Marketing, tailoring the Sales Capability strategy to the IMP and Core Capability priorities.
Co-own & Drive the US Sales Capability Plan for DSO and ISO Professional Beauty Organization
Co-design and execute annual Sales Capability plan tailored to the BU needs referencing Global Frontline Capability guidance and Initiative Master Plan (IMP) across all channels: Salon, Store, E-Comm for Frontline Sr Sales Managers & Account Managers.
Participate in NA Capability meetings, ensuring that all critical skills are integrated into the local Capability plan and be the Capability SPOC of the Frontline Sales Directors
Participate in local sales activities and provide analysis to incorporate learning into local Capability Plans
Turn competitors’ observations into action steps to build a strong and relevant Capability plan.
EXECUTE:
Own & Drive the Perfect Execution (Protocol) of the ‘Journey to Mastery’ for frontline Sales
Frontline Sales: Gain Academy
1st Line Managers: Managers of Others Program P1, P1 Refresh
To reach Sales objectives as indicated in Key performance indicators
OPERATIONS
High Performing Organization (HPO): Responsible for enabling Sales frontline team to achieve their full potential, by investing sufficient priority, time and resource into team culture, individual capability and coaching (via MyCoach, Sales Capability Tracker).
Conduct feedback conversations on professional and personal development of the frontline team in cooperation with their 1st Line managers
Identify and further develop talents within the frontline & ALTA team
Own & Drive the Perfect execution of the Capability strategy & Plan.
Deploy: Onboarding program for New Sr Mgrs. and Account Mgrs.
Driving Adoption: Coaching the Coach through Co-ride perfect execution.
Elevating Mastery: Perfect execution of the GAIN program.
QUALIFICATIONS
Credible Face of the Company: Value-Adding Expertise
Deep understanding of the external marketplace and the internal company.
8+ years’ frontline Sales experience.
3+ years’ experience managing people and/or completed MOOs program.
Strong interpersonal skills with the ability to work collaboratively with all stakeholders.
Prior Capability experience in the beauty industry preferred.
Mastery of digital tools, including iPad, APPs, and presenting from a digital tool.
Excellent presentation and strong communication skills; written and verbal (in English).
Competent using MS Office & Social media skills, skills training online (digital), learn on/offline, deep knowledge on the curriculum.
Min. 75% travel time (incl. overnight travel) - Valid driver’s license and ability to travel long distances. Overnight travel and travel to Calabasas, CA office frequently. “Road Warrior” position that will be away from home 2-3 weeks a month.
We disclose the compensation range for positions in compliance with local law. Actual salaries will vary and may be above or below the range based on various factors including but not limited to location, experience, skills and in comparison to internal incumbents currently in similar roles. Pay Range: $97,000-125,000 salary per year. The range listed is just one component of Wella Company's total rewards package for employees. Other rewards may include annual bonus plan or variable pay, depending on the role. In addition, Wella Company provides a rich variety of benefits to employees, including health insurance, life and disability insurance, 401(k) retirement plan, paid holidays and paid time off (PTO). NOTICES
All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status. Qualified Applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Information regarding your rights: and .
Read Less
