The Salon Development Partner is responsible for the delivery of sales revenue targets and for building relationships with salon partners. This is done through account management, salon team product engagement, and coaching of salon/institute partners. They will create and maintain strategic partnerships with salons/institutes and will execute brand plans/promotional calendars as well as create local plans and specific events to drive enthusiasm and engagement with the customer. They will spend approximately 70% of their time on the salons/institutes interacting with salon staff members, students and consumers to drive client acquisition, engagement and conversion. They will capture consumer insights by observing shopping patterns and competitive activity and use insights to inform action plans. The SDP is responsible for conducting in-salon training customized to the salon/institute, as well as the education, coaching and development of the salon team. The SDP assesses the selling staff’s ability to effectively incorporate the taught skills and techniques. They will provide frequent feedback on product sales to salon staff and the salon owner. They will help to drive client acquisition and sales through product knowledge, social influence, salon eventing, oversight of visual merchandising execution, and by building collaborative relationships with key stakeholders in the stores, salons and retail community. They will drive conversion through coaching of the selling staff, utilizing resources to support promotional activities, creating and overseeing event execution, and using insights to influence buyers both at the salon and guest level.
Store Visit Time Allocation (70% of Role)
Consumer Facing Side-by-Side Selling/Driving Conversion (40% of visit)
•Develop teams through regular, quality salon/institute visits and one-on-ones with focus on
Achievement of sales and productivity goals and brand sales objectives. Lead annual Joint Business Planning Sessions for key accounts.
•Manages/leads/influences team in driving sales, excellent customer service and quantifying the team’s ability to meet and/or exceed sales goals.
•Utilizes and demonstrates solid understanding of sales, product knowledge, events, operations, retail market and salon industry to keep business and team moving forward by capturing consumer insights/sales trends/traffic patterns and using learnings to influence optimization of the field operation.
•Assess staffs’ incorporation of skills and techniques taught and overall sales performance.
•Observes and provides feedback to salons regarding performance.
Training/Education (30% of visit)
•Deliver effective sales by modeling, observing and providing feedback to ensure effective delivery of sales techniques for varying consumer profiles, including cross selling techniques for new consumers, to ensure sales goal achievement.
•Analyze and evaluate how the team is using training knowledge to drive sales, as well as recognize and coach to opportunities for improvement.
•Promote hair color and hair/spa treatments to increase brand services in salons.
•Drive Brand education: ensure staff is well-versed in brand messaging, differentiation and assortment.
•Deliver brand trainings to dedicated salon-wide staff on product knowledge, service experiences, selling and leadership skills.
Building Current Relationships (10% of visit)
•Create and maintain strategic salon/institute partnership(s) where appropriate.
•Develop good working relationships with partnered salon staff to recognize opportunities that are consistent with the company’s strategic direction.
Events (10% of visit)
•Partner with salons/institutes to create innovative in-salon events and use learnings to maximize effectiveness of the market calendar long term.
Reviewing Business Performance (10% of visit)
•Communicate sales goals and client engagement strategy
•Proactively identify inventory/stock issues that may inhibit business.
Out of Store (30% of Role)
•Analyze the business and identify sales goals/targets to be set, proactively anticipate and rectify obstacles to goal achievement using critical problem solving skills, target specific KPI’s relevant
to the business, strategize client engagement to attract, convert, and retain clients.
•Partners with Centers of Excellence to more effectively manage and lead business.
•Identify and convert new business to strengthen market share.
•Create feedback loops to the brand: share feedback with central teams on execution, competition's products, service offering and activity; maintain in-depth knowledge of market trends, demographics and customer needs/behaviors and reactions.
•Develop good working relationships with Brand leaders, COE staffs, and salon/institute partners.
•4 year college degree preferred
•3-4 years’ experience leading/managing sales and customer development preferably in Salon/ Beauty industry
•Ability to Maximize volume and revenue in accounts by utilizing fact-based selling methods
•Build and maintain strategic partnerships with customers COE functions and drive customer satisfaction through superior service and execution
•Activate local and national initiatives and promotions to build brand development and maximize brand performance
•Solid understanding of sales, product knowledge, events, operations, retail culture and beauty industry.
Deep understanding of the salon industry and current trends.
•Ability to see problems and develop action plans to get past them (i.e. inventory/stock issues)
•Demonstrated results through strategic thinking
•Charismatic individual with strong negotiation and communication talents
•Ability to work in a fast-paced collaborative environment with multi-unit management skills.
•Availability to work key business hours including weekends.