Manager, Business Development – Northern California

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

📋 Description

• The Business Development Manager (BDM) is responsible for driving new business growth for JPMS within a designated territory.

• Proactively identify and pursue new salon opportunities in the territory, targeting accounts that are not currently being actively serviced via existing channels.

• Manage the entire sales cycle from initial contact to purchase and ongoing support, including prospecting, qualifying, and closing new business.

• Collaborate with the local BSG team to open top-tier new salon locations.

• Provide training on JPMS color products, partner with local BSG Full-Service leadership, and assist in converting and expanding JPMS business in top-tier salons already served by BSG.

• Facilitate the conversion of salons to The Color XG®, The Demi, and The Color®, while increasing the share of Paul Mitchell® Professional Color in every salon's orders.

• Conduct brand training sessions for DSCs and CosmoProf store teams, covering product knowledge, new launches, and color technique stories.

• Attend and present at BSG sales meetings within your territory.

• Inspire DSCs to prioritize JPMS products through contests, recognition, and collaborative successes.

• Report underperforming DSCs and identify white-space accounts to your Regional Director (RD).

• Open new salon doors and enhance existing business across the territory, concentrating on top-tier opportunity accounts.

• Independently create and manage a new-business pipeline by prospecting, qualifying, presenting, and closing, while ensuring follow-up and next steps to secure commitments.

• Identify and target high-potential competitor salons, particularly those aligned with Titanium and Platinum reward levels, and implement conversion plans to capture their color and retail business.

• Develop and execute account plans for top-target doors, including decision makers, needs assessments, education support, conversion offers, and 30/60/90-day growth plans to secure sustainable successes.

• Work autonomously, managing scheduling, routing, and territory prioritization, while collaborating cross-functionally to support onboarding and educational needs.

• Explore under-penetrated markets where JPMS color has limited presence and initiate prospecting efforts.

• Cross-sell within existing JPMS salons that only carry part of the product line, such as haircare-only doors that lack color offerings or color-only doors that do not provide haircare.

• Collaborate with the Education Manager, your RD, and the local BSG DSC to ensure conversion salons receive the necessary education.

• Assist with local and national trade and educational shows and events, contingent on advance approval from your RD.

⛳️ Requirements

• Minimum of 3 years of experience in sales within the Salon Professional Channel, either with a distributor or manufacturer in a field-based sales role.

• Proven track record of successfully opening new salons, either through a distributor or directly with a salon professional company, or currently as a distributor or sales consultant, preferably in the salon professional beauty sector.

• Possess a hunter’s mentality, enjoying the process of prospecting, cold outreach, and winning salons that currently purchase from competitors.

• Comfortable conducting substantive business discussions with salon owners beyond mere product discussions.

• Experienced in working through a distributor, including coaching DSCs, conducting joint salon visits, and partnering with store managers.

• Highly organized and capable of managing a territory, building a target list, and maintaining a 6-month plan both mentally and within a spreadsheet or Customer Relationship Management system (CRM).

• Demonstrates agility and quick thinking when presenting to small to mid-sized groups, including salon teams, during demonstrations, and when training DSC groups.

• Strong communication skills across various mediums: phone, email, in-person interactions, presentations, and more.

• Decisive and able to analyze data to determine the right priorities.

• High school diploma or GED is required.

🏝️ Benefits

• Comprehensive Benefits Package:

• Medical, dental, vision, life, accident, critical illness, and disability insurance.

• Retirement savings plans with company matching.

• Paid family leave.

• Education-related programs.

• Paid holidays.

• Discretionary vacation time.