Account Manager, BSG (Distributor)

Function:  Sales


Work Arrangement:  Hybrid


Position Title: Account Manager, BSG (Distributor)

Location: MD or VA

Territory: VA, MD, WV & DC



Together, WE enable individuals to look, feel, and be their true selves. Our 5 pillars:

 Collaborative, Creative, Committed, Connected & Courageous

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, Sebastian and ghd. With over 5,000 employees globally, presence in over 100 countries, our brands enable consumers to look, feel, and be their true selves. As innovators in the hair and nail industry, we empower people, delight consumers, inspire beauty professionals, engage communities, and deliver sustainable growth to its stakeholders.

For additional information about the Wella Company please visit


  • The Account Manager (Full-Service Sales BSG) is expected to deliver business targets in Value (Net Consumption sales, Net Gain) and Distribution (gaining competitive doors, retaining and growing existing customers). We are perceived as the #1 partner for the Salons and to the Distributor (BSG) Sales Team. Develop a strong knowledge of the Beauty Industry, Competition, Wella Portfolio (products, services, education offerings) and Sales data are all additional requirements.
  • Deliver and reinforce the value of Education, Digital offerings, Marketing/Sales activities and sell through activities for salons. Captured in a customized Joint Business Plan delivered with your Education Partner to top salons.
  • Positively Influence the BSG-Distributor Leadership (Director & Field Sales Leaders) and DSC (Distributor Sales Consultant) by developing their capabilities to sell The Wella Company's Professional Portfolio and by supporting their business needs by accessing the Company's resources.
  • Responsible to track and report the business data defined by the business unit.



  • Achieve assigned quarterly and annual targets for consumption and gain new customer metrics.
  • Complete an annual Joint Business Plan for 100% of all Platinum Level Salons & 50% of Gold Level Salons (includes education offerings, promotion plans, new opportunities etc.) in line with The Wella Company's top priorities.
  • Plan & Execute BEST IN CLASS Distributor (BSG) Sales Meetings and Trainings to meet and exceed Objectives & Expectations.
  • Proactively develop relationship with your local Cosmoprof (BSG) stores to support the Wella Portfolio.
  • Communicate regularly with Sales Manager to provide current status and plan interventions if needed.
  • Actively prospect your market to identify and close competitive brand salons to GAIN new business


  • Successfully complete self-directed learning plans assigned by Manager and clearly articulate how learning is applied in day-to-day functions.
  • Customer Portfolio Management: identify and create strategic profiles of prospects to increase horizontal distribution and any growth opportunity within existing doors to increase Wella penetration.
  • Operate with Excellence: Create a routing Plan with your Distributor (BSG) DSCs that identifies underdeveloped DSCs and Markets as a development priority.


  • High Performing Organization (HPO): Responsible to achieve their target, by investing sufficient time and resources on field (customer calls / prospect calls). Being efficient using the company digital tools. 
  • Use Frontline tools: be agile by using the suite of Digital sales tools and support provided by the business unit to maximize productivity, drive qualitative grow calls, and increase number of prospect calls.
  • Operate within Budget and Company guidelines: act within financial stewardship adhering to Company policies.
  • Data & Report: Complete analysis of sales & business reports and identify key individual opportunities to maximize sales revenues on a monthly basis


  • Negotiation & Customer Portfolio Management competencies
  • Proven track record delivering sales results (min 3-4 years) in a business-to-business account Management role
  • Interest in Beauty industry
  • Strong skills on MS Office including Excel and PPT development
  • Valid driving license & willing to travel/spend 60% of time in market.


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, and performance. The range listed is just one component of Wella Company's total rewards package for employees. Pay Range: $66,000-$111,000 salary per year. 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). 



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.

English - Please click on this link to review the Notification of Equal Opportunity Rights poster

Español - Por favor, haga un clic en el enlace para revisar el poster de la Ley de los Derechos de Igualdad de Empleo