Manager, Field Sales Commercial Strategy and Planning


Position Title: Field Sales Commercial Strategy and Planning manager

Location: Field Based - flexible

Reports to: SVP Sales US



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



The Field Sales Commercial Strategy Leader is accountable for delivering business objectives, through:

  1. Owning the design of the Go To Market commercial strategy for all field sales (BSG street, DSO and MWS),
  2. Owning the (Field) Sales capability strategy and execution for the US market.

Internally, strong leadership and strong communication skills are required to set direction, secure appropriate business, and organization support to deliver and ensure the field sales organization executes plans in line with the target. Externally, the Field sales commercial strategy Leader works alongside the field sales execution directors to be Wella’s face of the industry, being a visible and strong partner to maximize joint value creation with existing and prospective salon customers and being present at industry trade events and relevant associations.




  • Deliver Key Performance Indicators (KPIs). Personally accountable for meeting and exceeding financial business targets for the channel in the respective market. Leverage all resources available to accelerate Grow across all Store customers, work relevant plans to Gain new customers and in-store shoppers., and relentlessly track in-market execution to deliver.


  • 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.


  • Got 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


  • External Industry Focus. Represent Wella to the industry, with deep knowledge and connection with customers, a strong presence with industry associations and events,


  • High Performing Organization (HPO). Assist DSO 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.


  • Net Invoiced Sales $ NIS
  • Net Revenue $
  • Same Store Sales $ NIS
  • C1 $ and %


  • Strong  Leadership skills to set direction, motivate, manage & coach field sales organization
  • Excellent communication, presentation & negotiation skills to drive customer joint value creation
  • Understanding of “impacting the P+L” and proven track record in delivering
  • Analytical, thinking & problem-solving skills, and ability to manage multiple priorities & budgets
  • Externally focused with deep industry & ISO Store Channel knowledge, local market dynamics, key customers & competitors
  • Recognised as a Functional Expert for Sales Capability. (to GAIN new competitor doors and the skills to Grow our existing customers too)
  • Proven track record of strong business results,
  • Ideally including selling in-field experience
  • Ability to travel overnight, work weekends, evenings, and long hours in line with industry norms
  • Proficient in Microsoft Office Suite (Outlook, Excel, PPT, Word)
  • Must have a valid driving license
  • Professional image




  • Bachelor’s Degree plus 4 + years of business experience in Sales, Category Management. or Retail Management.
  • Strong experience of delivery in professional salon environment
  • Acts as a business owner (driven, tenacious, and accountable)
  • Strong analytical ability, attention to detail, and organizational/time management skills.
  • Effective oral and written communication skills.
  • Ability to demonstrate BIC Sales Capability skills to GAIN and Grow in the Pro hair channel (DSO & ISO channels)
  • Proficient in the following systems:  Microsoft Word, Excel, and PowerPoint.
  • Flexibility to travel (20-40%).
  • Ability to work with all levels of the organization.


  • Professional beauty experience and a passion for all things beauty.


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: $81,000-$135,000 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 opportunities 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 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