National Account Manager

National Account Manager

Function: Sales Location:

Toronto, ON, CA

Work Arrangement: Hybrid

*This role is based in Calgary, we are open to considering candidates that want to relocate on their own

Position Title: National Account Manager

Location: Calgary, Alberta (Hybrid – includes 2–3 days per week at Distributor HQ)

Reports to: National Sales Leader, Professional Beauty

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, 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:

The Account Manager – Professional Beauty is responsible for driving growth and operational excellence within one of Canada’s top distributor accounts, along with select secondary partners. This individual plays a critical role in managing the full commercial relationship—strategic planning, execution, education, and performance analysis—while serving as a key liaison between Wella Company and distributor leadership, sales consultants, and field teams.

You will collaborate cross-functionally with Trade Marketing, Education, and Supply Chain to ensure seamless implementation of strategies that deliver against sales, distribution, and brand-building goals.

Key Responsibilities:

Account & Customer Management

• Develop and execute annual and quarterly joint business plans (JBPs) with assigned distributors, including clear growth objectives, KPIs, and activation plans.
• Manage sell-in and sell-through performance to meet or exceed sales and profitability targets.
• Build and maintain strong, trust-based relationships with key customer stakeholders, including Buyers, Category Managers, and Distributor Sales Leaders.
• Work on-site at distributor HQ 2–3 days per week to foster collaboration, improve execution speed, and deepen alignment on programs and priorities.

Distributor & Sales Consultant Enablement

• Partner closely with Distributor Sales Consultants (DSCs) to build their category expertise, selling confidence, and commitment to Wella’s portfolio.
• Positively influence distributor leadership by understanding their business drivers and tailoring support to maximize mutual growth.
• Provide sales tools, training, and education in partnership with the Wella Education team to strengthen field execution and brand advocacy.

Commercial Planning & Execution

• Develop and manage accurate monthly purchasing forecasts and ensure fulfillment performance meets customer needs.
• Drive optimization of distribution, shelving, pricing, and promotional execution (DSPA) to maximize ROI on trade investments.
• Plan and lead regular business reviews (monthly, quarterly) with distributor partners to evaluate performance, share insights, and identify opportunities.
• Collaborate with Trade Marketing to localize and execute in-store marketing assets and promotional campaigns.

Performance Analysis & Continuous Improvement

• Monitor customer inventory, sell-through, and stock health; take proactive actions to avoid out-of-stocks or overstocking.
• Analyze sales trends, promotional results, and competitive activity to recommend corrective actions and growth strategies.
• Manage budgets, promotional spending, and trade funds efficiently to ensure compliance and profitability.

Cross-Functional Collaboration

• Partner with Education, Marketing, and Supply Chain teams to align execution with Wella’s overall business strategy and brand objectives.
• Support the development and rollout of education and training events that elevate the customer and stylist experience.

Qualifications:

• Bachelor’s degree in business, Marketing, or related field; MBA preferred.
• 5+ years of account management or sales experience within professional beauty, FMCG, or a related industry (distributor experience a strong asset).
• Proven track record in managing key accounts or distributor relationships with measurable sales growth results.
• Strong analytical skills and proficiency in forecasting, business planning, and performance analysis.
• Excellent interpersonal, presentation, and negotiation skills.
• Ability to thrive in a fast-paced, matrixed environment with multiple stakeholders.
• Willingness to travel regionally and work on-site with distributor partners multiple days per week.

What we Offer

• Competitive compensation and performance-based incentives.
• Comprehensive benefits and wellness programs.
• Career growth opportunities within a world-class professional beauty organization.
• A collaborative, purpose-driven culture that celebrates creativity and innovation.

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.

Wella participates in the E-Verify Program to confirm eligibility to work in the United States. Information regarding your rights: and