Senior eCommerce National Account Leader ANZ

Wella International; Sydney; On-site; AUD 110,000 - 150,000; Full time

Benefits offered by this job

Iconic global brands

Ownership of ecommerce channel

Job summary

Wella International 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 negotiations, JBPs and performance management.

You will drive revenue growth, build strong partnerships, manage P&L and coordinate with Marketing, Digital, Supply Chain and Finance to deliver robust account plans and market share objectives.

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.

Skills

National account management

eCommerce sales

Joint business planning

P&L ownership

Negotiation

Analytical thinking

Cross-functional leadership

Relationship management

Job description

Wella International 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 negotiations, JBPs and performance management.

You will drive revenue growth, build strong partnerships, manage P&L and coordinate with Marketing, Digital, Supply Chain and Finance to deliver robust account plans and market share objectives.