Key Accounts Controller - National Accounts

Job ID: 2017-2987

Brand: Goldwell/ KMS California

Location: GB - - London

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To drive Sales performance of the Key Account Management team and drive sales performance through Key Account Management to high potential/top accounts. You will need a strong customer centric yet commercially focused approach to unlock exponential growth of key accounts as well as deliver an incremental growth in identifying and acquiring Platinum salons that can elevate representation of Kao Salon brands in the market and deliver strong results that contribute to significant future growth of Kao Salon Division, UK.

To manage a team of 4 Key Account Managers, with a focus on developing their skills and experience through coaching and enabling them to achieve and exceed Company targets. Work with team members to appropriately allocate responsibilities and ownership of deliverables and to provide ongoing feedback, coaching and mentoring as appropriate. Regular accompaniments with team members to motivate, coach, lead and share best practice are critical in achieving success. Take responsibility for the effective management of all employee related matters that result in problems being resolved quickly and performance issues tackled at an early stage.

This position would ideally be based in any national major city within the UK.


  • Commercially focused key account management: Providing excellent Key Account Management, 80% of time in this role will be focused on ensuring top 20+ accounts on the territory, which should have an annual spend of over £30k per annum, are in exponential growth (a minimum of 10% YOY) and have full listing of our portfolio/distribution.
  • Design, Manage and execute the Joint Business Plan (JBP) with the Company and set customer base to achieve Net sales, profit & distribution targets. To run quarterly business reviews for each account to ensure execution of JBP in order to grow the business; identify opportunities with the customer and present the business case for participation and further growth. Manage and co-ordinate strong customer centric educational plans. Activate our brands in line with marketing plans & CS&P.
  • Excellent account management: Ensure orders are fulfilled and the customers are communicated to effectively, proactively manage and reduce aged debt, ensure customers are on track with loans and take ownership and be the facilitator in solving of problems/issues for the customer or company.
  • Financial/Commercial acumen: Manage Customer budgets for mutual growth, manage internal forecasts, ensuring that all reporting/tracking is completed in a timely fashion.
  • Effective relationship management of “Key Stakeholders / Influencers”: Develop and nurture external relationships with the large chain customer’s commercial, marketing and supply chain departments and work cross functionally within the internal commercial strategy and planning team in order to aid customer growth targets.
  • Key Account (Platinum Salon) focused prospecting: Prospecting for A class (platinum) Salons only on the basis of 20/80 principle. 20% of the time in this role would be devoted to prospecting. Bring 1 new incremental account to the value of £80k (annualised within a 12 month period)
  • Kao & KSD Brand Ambassador:Living and breathing the values of Kao, being a role model to others by displaying behaviour in line with Kao Way. Adhere to all Kao procedures and to the Kao Way, have involvement and active participation at Company events as and when required and perform any other duties as required by the company.


  • 5+ years sales experience in salon sales
  • Previous line management experience essential
  • Extensive experience of senior key account management in a professional salon business
  • Demonstrated experience in writing and effectively communicating Business Plans to high profile customers with salon industry preferred with high analytical commercial acumen
  • Proven success in managing multiple projects within tight deadlines, whilst managing multiple priorities
  • Experience of direct salon strategy, revenue growth and of collaborating with Commercial teams to secure alignment and support to customer plans.
  • Outstanding passion for Beauty Industry
  • Good working and technical knowledge of colorants, treatments and haircare products and a passion for KSD brands.
  • Managing a team and knowing how best to drive continuous sales performance improvements through people.
  • Strong luxury beauty and Salon Professional commercial awareness and negotiation skills
  • Strong Leadership, in terms of managing a team, driving the companies agenda with the customer and internally in setting the vision and direction with multi-functional teams to deliver the right processes, plans and activations for the channel.
  • Excellent interpersonal skills with the ability to build and maintain professional business relationships.
  • Strategic key business driver understanding and experience of working with digital aid tools.
  • Strong, proven ability to manage customer budgets, financial and volume forecasts.
  • Outstanding analytical skills, strong experience interpreting insights and drawing conclusions to inform business decision making.
  • Working knowledge of MS Office software, i.e. Word, Excel, PowerPoint, and Outlook with the ability to create and format documents, spreadsheets, charts, tables, presentations and generate reports.

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