Overview
You own the relationship with professional accounts (salons, spas, estheticians) after they place their first order. Your focus is making sure they're reordering consistently, helping them sell through product faster, and expanding the number of SKUs they carry. You're essentially helping small business owners run their retail better so they buy more from Bushbalm.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Account Manager - retention + expansion focused |
| Sales Motion | Relationship-driven, outbound check-ins, reorder prompts |
| Deal Complexity | Consultative (helping them sell through, merchandising advice) |
| Sales Cycle | Ongoing - monthly/quarterly reorder cycles |
| Deal Size | $500-5,000 per order, aiming for consistent monthly reorders |
| Quota (est.) | $30-50K/month in account revenue (mix of retention + expansion) |
Company Context
Stage: Growth stage (post-Dragon's Den investment, 57 employees)
Size: 57 employees
Growth: Actively hiring across 6 roles, professional channel is a key growth driver alongside DTC
Market Position: Leading brand in bikini line skincare - leveraging consumer demand to drive B2B sales
GTM Reality
Pipeline Sources:
- 100% existing accounts handed from Sales Account Coordinators
- Your job is retention and expansion, not new logo acquisition
SDR/AE Structure: Sales Account Coordinators qualify and onboard, you take over for ongoing relationship
SE Support: No SE - you handle all product training, merchandising advice, and sales support yourself
Competitive Landscape
Main Competitors: Generic ingrown hair treatments, other professional post-waxing products, salons recommending nothing
How They Differentiate: Brand pull-through from consumer awareness, specialized formulation, Ulta Beauty presence builds credibility
Common Objections: "It's not moving fast enough", price point vs margins, clients buying direct from website instead of in-salon
Win Themes: Help them position it as premium add-on, merchandising tips that increase impulse buys, data on client satisfaction
What You'll Actually Do
Time Breakdown
Account Check-ins (40%) | Reorder Management (25%) | Training/Support (20%) | Internal Reporting (15%)
Key Activities
- Regular account check-ins: Calling/emailing your book of accounts to see how product is moving, if they need to reorder, what's working or not. You're tracking reorder patterns and proactively reaching out when they should be running low
- Selling them on selling it: Coaching salon owners on how to merchandise product, when to recommend it in the service flow, how to position pricing. A lot of them just put it on a shelf and hope it moves
- Expansion plays: Getting accounts to carry more SKUs (they might start with one product, you want them carrying 3-4), increase order sizes, try new product launches
- Problem solving: Handling issues like slow-moving inventory, customer complaints that come back to the salon, questions about product usage, shipping/invoice problems
The Honest Reality
What's Hard
- Small business owners are tough to manage - they're busy, often don't respond, you're chasing them for reorders they need but haven't placed
- Product sitting on shelves - if they're not actively recommending it, inventory doesn't move, they don't reorder, your numbers suffer
- You don't control the end customer - salons can do everything right and clients still order direct from Bushbalm's website (cheaper/easier)
- Repetitive conversations - you're having the same merchandising/sales coaching talks with different accounts
- Commission likely tied to account revenue but you're dependent on small businesses with inconsistent ordering patterns
What Success Looks Like
- 85%+ retention rate on accounts (they keep reordering, don't churn)
- Average order value increasing over time (adding SKUs, ordering more units)
- Accounts reordering on predictable monthly or quarterly cycles vs sporadic
- Growing total revenue from your book 15-20% year-over-year
Who You're Selling To
Primary Buyers:
- Waxing salon owners (typically 1-5 person operations)
- Spa managers with esthetics services
- Independent estheticians running their own practice
What They Care About:
- Inventory turnover - they have limited shelf/storage space
- Margin and profitability per product sold
- How much effort it takes to sell (does it move itself or do they have to push it)
- Client satisfaction and repeat purchases
- Whether Bushbalm's brand recognition actually drives in-salon sales or if clients just buy online
Requirements
- 2-3 years in account management, customer success, or B2B sales (ideally beauty/retail)
- Comfortable managing a book of 50-100+ small business accounts
- Consultative approach - you're coaching them on their business, not just taking orders
- Self-motivated with proactive outreach (accounts won't come to you, you chase them)
- Comfortable with CRM reporting and tracking account health metrics
- Interest in beauty/skincare industry and understanding of salon operations helpful