Manager, Business Development (Northern California)

Description

Who We Are

John Paul Mitchell Systems (“JPMS”) is recognized worldwide for developing and marketing innovative hair and skin care products since 1980. We’ve been serving the professional beauty industry with salon-quality hair care products, styling tools and professional hair color through our family of brands including Paul Mitchell, MITCH, Awapuhi Wild Ginger, Tea Tree, Paul Mitchell Tools, Neuro, The Demi, Paul Mitchell the Color, Blonde, and Color XG.

We were the first professional hair care company to take a stand against animal testing and continue our strong commitment to giving back, supporting a wide range of philanthropic causes both domestically and internationally. Sustainability has always been a priority, and we are committed to making our company operations climate neutral to preserve the beauty of the world around us.

Who You Are: 

You are a skilled and enthusiastic, high-performing professional who is passionate about hair care and wants to positively contribute to the growth of our iconic brand as well as to our people first culture.

About the Role 

The BDM runs JPMS’s new business growth in a territory. The job has two parts that work together:

• Independently identify and pursue new salon opportunities within the territory, focusing on accounts not currently being actively supported through existing channels. Prospect, qualify, and close new business, managing the full sales cycle from first contact through purchase, and support.
• Support the local BSG team on opening top tier new salon doors. Train them on JPMS color, partner with local BSG Full-Service leadership, and help convert and grow JPMS business in top tier salons BSG already services. 

Color is the priority. Convert salons to The Color XG®, The Demi, and The Color®, grow Paul Mitchell® Professional Color, and make color a bigger share of every salon’s order with us.

*The territory for this role is Northern California.

Who We’re Looking For:

Someone who can knock down a tough new color conversion on their own one day and turn around the next to ride with a BSG Distributor Sales Consultant (“DSC”) and help them open a salon they’ve been chasing for months. Someone who knows hair color can have a credible conversation with a color director, salon owner, or DSC and enjoys converting key competitors. 

What You will Do:

• Work with BSG DSCs and local distributor leadership
• Be the JPMS face for the BSG DSCs and BSG leadership in your territory 
• Run brand training for DSCs and CosmoProf store teams — product knowledge, new launches, color technique stories
• Show up and present at BSG sales meetings in your territory.
• Get DSCs excited about leading with JPMS products— contests, recognition, joint wins
• Flag underperforming DSCs and white-space accounts to your Regional Director (“RD”)
• Open new salon doors and grow existing business across the territory, with a strong focus on top tier opportunity accounts
• Independently build and manage a new-business pipeline—prospecting, qualifying, presenting, and closing—while managing follow-up and next steps to move opportunities to commitment.
• Identify and prioritize high-potential competitor salons—especially those aligned to Titanium and Platinum reward levels—and execute targeted conversion plans to win their color and retail business
• Create and execute account plans for top-target doors (e.g., decision makers, needs assessment, education support, conversion offer, and 30/60/90-day growth plan) to ensure sustainable wins
• Operate with a high level of autonomy—owning scheduling, routing, and territory prioritization—while partnering cross-functionally to support onboarding and education where needed
• Find under-penetrated markets — places where JPMS color isn’t showing up much — and prospect them
• Cross-sell into existing JPMS salons that only carry part of the line (haircare-only doors that don’t have color, color-only doors that don’t carry haircare)
• Work with the Education Manager, your RD and the local BSG DSC to make sure conversion salons get the education they need
• Support local and national trade and education shows and events, with your RD’s advance approval

Requirements

Required Qualifications:

Skills: 

• Work with BSG DSCs and local distributor leadership
• Be the JPMS face for the BSG DSCs and BSG leadership in your territory 
• Run brand training for DSCs and CosmoProf store teams — product knowledge, new launches, color technique stories
• Show up and present at BSG sales meetings in your territory.
• Get DSCs excited about leading with JPMS products— contests, recognition, joint wins
• Flag underperforming DSCs and white-space accounts to your Regional Director (“RD”)
• Open new salon doors and grow existing business across the territory, with a strong focus on top tier opportunity accounts
• Independently build and manage a new-business pipeline—prospecting, qualifying, presenting, and closing—while managing follow-up and next steps to move opportunities to commitment.
• Identify and prioritize high-potential competitor salons—especially those aligned to Titanium and Platinum reward levels—and execute targeted conversion plans to win their color and retail business
• Create and execute account plans for top-target doors (e.g., decision makers, needs assessment, education support, conversion offer, and 30/60/90-day growth plan) to ensure sustainable wins
• Operate with a high level of autonomy—owning scheduling, routing, and territory prioritization—while partnering cross-functionally to support onboarding and education where needed
• Find under-penetrated markets — places where JPMS color isn’t showing up much — and prospect them
• Cross-sell into existing JPMS salons that only carry part of the line (haircare-only doors that don’t have color, color-only doors that don’t carry haircare)
• Work with the Education Manager, your RD and the local BSG DSC to make sure conversion salons get the education they need
• Support local and national trade and education shows and events, with your RD’s advance approval

Education: 

• High school diploma or GED required

Experience: 

• 3+ Years selling in the Salon Pro Channel with a distributor or manufacturer in a field based sales role

Preferred Qualifications:

Skills: 

• Existing relationships with salons currently using competitor direct-sales color lines
• Licensed cosmetologist, or equivalent experience, selling or education in salon pro
• Comfortable with CRM (Salesforce or similar) and Microsoft Office Suite, including Excel, PowerPoint, Word and Outlook
• Familiarity with AI tools for workplace purposes

We are eager to meet people who believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. If you think you would be a good fit for the position and our company, we invite you to apply. 

Working Conditions

• Travel 50% of time
• 4 out of 5 days a week in the field
• Able to lift boxes 30 lbs or more

Competitive Compensation: 

• The expected base salary range for this position is $70,000 to $80,000. The exact base salary is determined by various factors including geographic location, experience, skills, and education.
• Discretionary Bonus Plan: This position is also eligible for participation in the company discretionary bonus plan, based on personal performance and company results.
• Comprehensive Benefits Package: In addition to base salary, JPMS offers a competitive benefits package to eligible employees, including medical, dental, vision, life, accident, critical illness, and disability insurance, retirement savings plans and company match, paid family leave, education-related programs, paid holidays, discretionary vacation time, and more.

We are an Equal Opportunity Employer and take pride in a diverse environment.