Director, Partnership Schools

This is a fully remote position, open to applicants in California.

📋 Description

• Take charge of Dermalogica's U.S. Partnership Schools channel strategy, revenue, and personnel.

• Manage the national Partnership Schools P&L, encompassing revenue, margin, and investment objectives.

• Develop a multi-year channel strategy that includes school segmentation, new-door targets, partnership tiers, and value propositions.

• Oversee forecasting, budgeting, and quarterly business reviews.

• Monitor market, competitor, and school-industry trends.

• Lead, mentor, and develop the East and West Sales Managers.

• Conduct weekly pipeline reviews, field ride-alongs, quarterly territory planning, and annual performance evaluations.

• Create selling tools and playbooks for school acquisition, onboarding, and reorder management.

• Maintain executive relationships with multi-campus and franchise school groups.

• Negotiate partnership terms, pricing, education budgets, and scholarships.

• Spearhead major new-school pursuits from initial pitch to contract signing.

• Govern partnership agreements and program terms.

• Enhance loyalty, student kit, wholesale retail pricing, promotional, incentive, and recognition programs.

• Develop initiatives that support esthetic enrollment and brand loyalty prior to graduation.

• Integrate Dermalogica education into school curricula and learning platforms.

• Manage the channel's participation at school-focused industry events and trade shows.

• Collaborate with Education on instructor and student training and with Marketing on content, campaigns, and launches.

• Partner with Field Sales to assist partner schools and convert graduating students into professional accounts.

• Coordinate with Distributors/Retail, Sales Operations, Finance, and Customer Care on order flow, reporting, and service levels.

• Provide monthly channel performance reports to the Head of US Professional Sales.

• Utilize school sales, student conversion, and reorder data to inform investment and coaching strategies.

• Travel approximately 50% of the time to visit partner schools, accompany Sales Managers in the field, and attend industry events and company meetings.

• Be prepared to work some evenings and weekends during significant trade shows and school events.

⛳️ Requirements

• 10+ years of progressively responsible sales experience.

• 5+ years of experience leading field sales managers or a national account team.

• 3+ years of experience with cosmetology or esthetics schools, school groups, and beauty education programs.

• Proven track record of increasing revenue through multi-location, franchise, or key accounts.

• Experience in negotiating executive-level agreements.

• Background in professional beauty or a partnership-driven channel.

• Established history of building long-term relationships with owners and corporate decision-makers.

• Capability to develop channel strategy, manage a P&L, and forecast accurately.

• Strong leadership, coaching, and communication abilities.

• Proficiency in sales reporting analysis.

• Advanced skills in Excel and PowerPoint.

• Bachelor's degree or equivalent professional experience.

• Candidates should reside near a major airport.

• Ability to travel by air and car, and to stand or sit for extended durations.

• Esthetician or cosmetology license or equivalent hands-on industry experience is preferred.

• MBA or advanced degree is preferred.

• Familiarity with school curriculum platforms and the school trade-show landscape is preferred.

• Experience in launching or scaling student, scholarship, or loyalty programs is preferred.

🏝️ Benefits

• Participation in the company bonus plan, rewarding individual performance and company results.

• Flexibility with remote work arrangements.

• Opportunities for travel to partner schools, industry events, and company meetings.

• An inclusive culture where employees are appreciated, supported, and empowered to thrive.