Manager, Business Development – Southern California

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

📋 Description

• Proactively identify and explore new salon opportunities within the designated territory, concentrating on accounts that are not currently receiving active support through existing channels.

• Engage in prospecting, qualifying, and finalizing new business deals, overseeing the complete sales cycle from initial contact through to purchase and ongoing support.

• Assist the local BSG team in launching top-tier new salon accounts.

• Provide training on JPMS color, collaborate with local BSG Full-Service leadership, and aid in converting and expanding JPMS business in high-tier salons already serviced by BSG.

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

• Collaborate with BSG DSCs and local distributor leadership.

• Serve as the JPMS representative for BSG DSCs and BSG leadership within your territory.

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

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

• Open new salon accounts and enhance existing business throughout the territory, with a strong emphasis on top-tier opportunity accounts.

• Independently create and manage a new business pipeline — prospecting, qualifying, presenting, and closing — while overseeing follow-ups and next steps to convert opportunities into commitments.

• Identify and prioritize high-potential competitor salons — particularly those aligned with Titanium and Platinum reward levels — and implement targeted conversion strategies to capture their color and retail business.

• Develop and execute account plans for key target doors (e.g., decision makers, needs assessments, educational support, conversion offers, and 30/60/90-day growth strategies) to ensure sustainable success.

• Operate with a high degree of independence — managing scheduling, routing, and territory prioritization — while collaborating cross-functionally to support onboarding and education as needed.

• Discover under-penetrated markets — areas where JPMS color is not prominently represented — and prospect them.

• Cross-sell into existing JPMS salons that only carry part of the product line (haircare-only doors lacking color, color-only doors without haircare).

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

• Support local and national trade and education events, with prior approval from your RD.

⛳️ Requirements

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

• Proven track record of opening new salons, whether through a distributor or directly with a salon professional company, or currently as a distributor or sales consultant — ideally within the salon professional beauty sector.

• Possess a hunter's mindset, enjoying the process of prospecting, cold outreach, and securing salons that are already purchasing from competitors.

• Comfortable engaging in substantial business discussions with salon owners — beyond mere product conversations.

• Proficient in collaborating with distributors — coaching DSCs, conducting joint salon visits, and partnering with store managers.

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

• Exhibits agility and quick thinking when addressing small to mid-sized groups, such as presenting to salon teams, performing demonstrations, or training DSC groups.

• Strong communication skills — via phone, email, in person, presentations, and other mediums.

• Decisive, with the ability to interpret data and prioritize effectively.

• Existing relationships with salons currently using competitor direct-sales color lines are preferred.

• Licensed cosmetologist or equivalent experience in sales or education within the salon professional sphere is preferred.

• Comfortable using CRM software (Salesforce or similar) and Microsoft Office Suite, including Excel, PowerPoint, Word, and Outlook is preferred.

• Familiarity with AI tools for workplace applications is preferred.

🏝️ Benefits

• Competitive compensation along with a discretionary bonus plan.

• Comprehensive benefits package including medical, dental, vision, life, accident, critical illness, and disability insurance.

• Retirement savings plans with company matching.

• Paid family leave and programs related to education.

• Paid holidays, discretionary vacation time, and additional perks.