Manager, Business Development (Southern California)

Manager, Business Development (Southern California) About this position John Paul Mitchell Systems ("JPMS") is recognized worldwide for developing and marketing innovative hair and skin care products since 1980. JPMS serves the professional beauty industry with salon‑quality hair care products, styling tools, and professional hair color through its 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. JPMS was the first professional hair care company to take a stand against animal testing and continues to support philanthropic causes domestically and internationally. Sustainability is a priority, and the company is committed to climate‑neutral operations. Who You Are You are a skilled, enthusiastic, high‑performing professional passionate about hair care and eager to contribute to the growth of our iconic brand and our people‑first culture. About the Role The BDM runs JPMS’s new business growth in the Southern California territory and performs two interconnected tasks: Independently identify and pursue new salon opportunities in 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 salons already serviced by BSG. Color is the priority: convert salons to The Color XG®, The Demi, and The Color®, grow Paul Mitchell Professional Color, and increase color’s share of every salon’s order. Who We’re Looking For Someone able to knock down a tough new color conversion on their own one day and turn around the next, riding with a BSG Distributor Sales Consultant (DSC) to help them open a salon that has been chased for months. Someone who can credibly converse 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. Present at BSG sales meetings in your territory. Motivate DSCs to lead with JPMS products – contests, recognition, joint wins. Flag under‑performing DSCs and white‑space accounts to your Regional Director (RD). Open new salon doors and grow existing business across the territory, focusing on top‑tier opportunity accounts. Build and manage a new‑business pipeline – prospecting, qualifying, presenting, 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 (decision makers, needs assessment, education support, conversion offer, and 30/60/90‑day growth plan) to ensure sustainable wins. Operate autonomously – owning scheduling, routing, and territory prioritization – while partnering cross‑functionally to support onboarding and education. Find under‑penetrated markets where JPMS color isn’t showing up much and prospect them. Cross‑sell into existing JPMS salons that only carry part of the line (hair‑care‑only doors that don’t have color, color‑only doors that don’t carry hair‑care). Collaborate with the Education Manager, RD, and local BSG DSC to ensure conversion salons receive necessary education. Support local and national trade and education shows and events with RD’s advance approval. Requirements Required Qualifications Track record opening new salons with a distributor or directly with a salon pro company, or current experience as a distributor or sales consultant – ideally in the salon professional beauty sector. Hunter mindset, enjoying prospecting, cold outreach, and winning salons that already buy from someone else. Comfortable engaging in real business conversations with salon owners – not just product talk. Comfortable coaching DSCs, running joint salon visits, and partnering with store managers. Organized and capable of managing a territory, building a target list, and maintaining a 6‑month plan in a spreadsheet or CRM. Demonstrates agility and quick thinking in front of small to mid‑size groups – presenting to a salon team, doing demos, training DSC groups. Solid communicator across phone, email, in‑person, and presentations. Decisive, reading data and picking the right priorities. 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 Existing relationships with salons currently using competitor direct‑sales color lines. Licensed cosmetologist, or equivalent experience in selling or education in the salon pro industry. Comfortable with CRM (Salesforce or similar) and Microsoft Office Suite (Excel, PowerPoint, Word, Outlook). Familiarity with AI tools for workplace purposes. Working Conditions Travel 50% of the time. 4 out of 5 days a week in the field. Able to lift boxes 30 lbs or more. Competitive Compensation Base salary range: $70,000 to $80,000. Discretionary bonus plan based on personal performance and company results. Comprehensive benefits package – medical, dental, vision, life, accident, critical illness, disability insurance, retirement savings plans with company match, paid family leave, education programs, paid holidays, discretionary vacation time, and more. We are an Equal Opportunity Employer and take pride in a diverse environment. #J-18808-Ljbffr