National Account Manager, e-com ANZ

Wella ANZ; Sydney; On-site; AUD 120,000 - 160,000; Full time

Benefits offered by this job

Iconic global brands

Own high-impact eCommerce channel

Job summary

Wella ANZ is seeking a National Account Manager, Pure Players ANZ to lead end-to-end management of key eCommerce customers across Australia and New Zealand, including Amazon, Adore Beauty and The Iconic. You will own commercial terms, JBPs, and forecasting to drive sustainable sales growth.

You will collaborate with Marketing, Digital, Supply Chain and Finance to translate shopper insights into growth plans, executing across all stages of the account lifecycle with a focus on performance and

Qualifications

• 2+ years of experience in National Account Management, eCommerce Sales or a comparable commercial role.
• Proven experience managing Amazon, pure play eCommerce customers or major retail accounts.
• Demonstrated experience leading Joint Business Planning, annual negotiations and customer business reviews.
• Strong commercial acumen, including ownership of customer P&Ls, trade investment, promotional performance and sales targets.
• Strong analytical capability with the ability to translate complex data into clear commercial actions.
• Excellent negotiation, relationship-building, presentation and stakeholder management skills.
• Ability to lead cross-functional workstreams and manage multiple priorities with pace and accountability.
• Experience in beauty, FMCG, consumer goods or a fast-moving retail environment is preferred.

Responsibilities

• Own the end-to-end management of Amazon, Adore Beauty, The Iconic and strategic e-retailers across ANZ.
• Develop and deliver annual Joint Business Plans aligned to customer priorities and Wella Company growth objectives.
• Lead annual trading term negotiations and ongoing commercial discussions, including investment, promotional support and growth initiatives.
• Own sales, gross margin, trade investment and customer P&L performance across assigned accounts.
• Deliver revenue, profitability, distribution and market share objectives through clear account plans and disciplined execution.
• Build strong, trusted relationships with customer stakeholders and act as the primary point of contact for each account.
• Develop customer-specific strategies based on category, shopper, platform and competitive insights.
• Lead customer business reviews, presenting performance, opportunities, recommendations and agreed action plans.
• Build annual promotional calendars and activation plans in partnership with Marketing and Digital teams.
• Drive new product launches, ranging, assortment optimisation and digital merchandising opportunities.
• Identify opportunities to improve traffic, conversion, average order value and brand visibility across customer platforms.
• Monitor market dynamics, third-party seller activity, competitor performance and emerging eCommerce trends.
• Own the Amazon commercial roadmap, including annual vendor negotiations, assortment, pricing, promotional planning and retail readiness.
• Partner with Digital and Media teams to connect retail media investment to commercial outcomes.
• Drive best-in-class digital shelf execution, including content accuracy, discoverability, availability and conversion.
• Monitor account operational health, including catalogue accuracy, stock availability, chargebacks and customer service matters.
• Lead the internal account team across Marketing, Digital, Finance, Supply Chain and Customer Service to deliver agreed customer plans.
• Influence stakeholders to secure the investment, resources and decisions required to deliver account objectives.
• Champion customer needs, commercial opportunities and execution priorities across the organisation.
• Maintain clear and timely reporting, translating performance data into actions and recommendations.

Skills

National Account Management

eCommerce Sales

Analytical capability

Negotiation

Stakeholder management

Cross-functional leadership

Job description

We are seeking a National Account Manager, Pure Players ANZ to lead the end-to-end management of key eCommerce customers, including Amazon, Adore Beauty, The Iconic and support e-retail partners across Australia and New Zealand.

This role is responsible for delivering sustainable sales growth, building strong customer partnerships and executing best-in-class Joint Business Plans (JBPs). You will own all commercial aspects of the accounts, including annual negotiations, trading terms, promotional planning, assortment strategy, forecasting and performance management.

Working cross-functionally with Marketing, Digital, Supply Chain, Finance and Customer Service, you will translate customer and shopper insights into clear growth plans and ensure strong execution across every stage of the account lifecycle.

We are looking for a commercially driven account leader with strong eCommerce expertise, excellent relationship management skills and a proven ability to deliver results through collaboration, analysis and disciplined execution.

KEY RESPONSIBILITIES

CUSTOMER & COMMERCIAL MANAGEMENT

Own the end-to-end management of Amazon, Adore Beauty, The Iconic and strategic e-retailers across ANZ.

Develop and deliver annual Joint Business Plans aligned to customer priorities and Wella Company growth objectives.

Lead annual trading term negotiations and ongoing commercial discussions, including investment, promotional support and growth initiatives.

Own sales, gross margin, trade investment and customer P&L performance across assigned accounts.

Deliver revenue, profitability, distribution and market share objectives through clear account plans and disciplined execution.

Build strong, trusted relationships with customer stakeholders and act as the primary point of contact for each account.

ACCOUNT STRATEGY & EXECUTION

Develop customer-specific strategies based on category, shopper, platform and competitive insights.

Lead customer business reviews, presenting performance, opportunities, recommendations and agreed action plans.

Build annual promotional calendars and activation plans in partnership with Marketing and Digital teams.

Drive new product launches, ranging, assortment optimisation and digital merchandising opportunities.

Identify opportunities to improve traffic, conversion, average order value and brand visibility across customer platforms.

Monitor market dynamics, third-party seller activity, competitor performance and emerging eCommerce trends.

Own the Amazon commercial roadmap, including annual vendor negotiations, assortment, pricing, promotional planning and retail readiness.

Partner with Digital and Media teams to connect retail media investment to commercial outcomes.

Drive best-in-class digital shelf execution, including content accuracy, discoverability, availability and conversion.

Monitor account operational health, including catalogue accuracy, stock availability, chargebacks and customer service matters.

FORECASTING & SUPPLY CHAIN

Develop accurate account forecasts and partner with Supply Chain to optimise inventory availability and service levels.

Monitor demand, replenishment, stock risks and promotional phasing to minimise lost sales and excess inventory.

Ensure strong operational execution across launches, promotional events and peak trading periods.

CROSS-FUNCTIONAL LEADERSHIP

Lead the internal account team across Marketing, Digital, Finance, Supply Chain and Customer Service to deliver agreed customer plans.

Influence stakeholders to secure the investment, resources and decisions required to deliver account objectives.

Champion customer needs, commercial opportunities and execution priorities across the organisation.

Maintain clear and timely reporting, translating performance data into actions and recommendations.

YOUR PROFILE

REQUIRED QUALIFICATIONS

2+ years of experience in National Account Management, eCommerce Sales or a comparable commercial role.

Proven experience managing Amazon, pure play eCommerce customers or major retail accounts.

Demonstrated experience leading Joint Business Planning, annual negotiations and customer business reviews.

Strong commercial acumen, including ownership of customer P&Ls, trade investment, promotional performance and sales targets.

Strong analytical capability with the ability to translate complex data into clear commercial actions.

Excellent negotiation, relationship-building, presentation and stakeholder management skills.

Ability to lead cross-functional workstreams and manage multiple priorities with pace and accountability.

Experience in beauty, FMCG, consumer goods or a fast-moving retail environment is preferred.

SPECIALISED SKILLS REQUIRED

Strategic: Customer strategy, Joint Business Planning, problem solving and decision making.

Commercial: Negotiation, P&L management, forecasting, promotional planning and investment optimisation.

eCommerce: Amazon and pure player expertise, digital shelf execution, retail media understanding and performance analysis.

Leadership & Personal: Communication, collaboration, accountability, initiative, resilience, adaptability and results orientation.

BENEFITS OF WORKING FOR WELLA

Work across iconic global brands

Own and grow a high-impact eCommerce channel

WHY JOIN WELLA COPMANY

Work across iconic global brands

Own and grow a high-impact eCommerce channel