Senior Sales Manager, Professional Channel

About the role

This Senior Sales Manager, Professional Channel role is responsible for overseeing day-to-day sales execution, team performance, account retention and expansion, new business acquisition, and pipeline management, while partnering closely with Marketing, Finance, Product, and Customer Success to deliver consistent execution, predictable growth, and an exceptional customer experience. Reporting directly to the VP of Sales, this leader manages a team of sales professionals—including Account Managers and Inside Sales Representatives within the Professional channel—focused on retaining and growing existing Acne Expert accounts and driving new customer acquisition through virtual selling, outbound prospecting, and consultative account management; the role operates primarily in a hybrid/inside sales environment, with periodic travel for customer meetings, events, and industry engagement. *Please note: This is a hybrid role working out of our corporate office in San Ramon, CA Tuesdays - Thursdays and remotely Mondays and Fridays.

RESPONSIBILITIES/ESSENTIAL FUNCTIONS

Supervision Responsibilities / Leadership 

• Recruit, onboard, coach, and retain a high-performing team of Account Managers and Inside Sales Representatives
• Establish clear expectations, performance standards, and accountability across the team
• Provide ongoing coaching, feedback, and development to improve individual and team sales performance
• Foster a positive, inclusive, and high-performance culture aligned with company values
• Promote strong collaboration across the sales team and cross-functional partners
• Promote strong collaboration across the sales team and cross-functional partners
• Act as a liaison between the sales organization and senior leadership, representing team needs and priorities
• Manage and allocate sales team travel and expense budgets to ensure efficient use of resources

Sales Strategy & Execution 

• Develop and execute sales strategies to drive growth across the Professional channel, including retention and expansion of existing accounts and acquisition of new Acne Expert partners
• Identify market trends, customer insights, and competitive intelligence to inform  strategic initiatives 
• Balance near-term sales execution with longer-term initiatives that improve team performance, customer growth, and pipeline conversion

Revenue Leadership & Planning 

• Lead sales planning, performance management, and quota attainment across the team, including account coverage, pipeline oversight, and activity expectations
• Lead forecasting, pipeline management, KPI tracking, and performance reporting with a high degree of accuracy
• Partner with Finance and Sales Operations to support sales reporting, budgeting, and performance analysis

Customer & Account Leadership

• Build and maintain strong relationships with key B2B customers through joint business planning and strategic account management
•  Establish and manage activity, call, and customer engagement cadence standards across the team, including virtual and periodic in-person interactions
• Identify growth opportunities within existing accounts while ensuring appropriate follow-up on prospective, re-engagement, and underpenetrated accounts

Sales Enablement & Playbooks 

• Build, implement, and evolve sales playbooks across the team to support account management, pipeline progression, and new business conversion
• Train and lead Account Managers and Inside Sales Representatives to execute consultative selling strategies, manage pipelines effectively, and deliver strong customer outcomes
• Ensure consistency in sales execution, CRM discipline, customer follow-up, and effective use of sales tools and processes  

Product & Brand Leadership 

• Develop deep expertise in the Face Reality brand, portfolio, and strategic priorities
• Create and deliver compelling brand and category stories that drive customer engagement, conversion, and downstream growth opportunities
• Stay current on industry trends, customer needs, and competitive offerings

Cross-Functional Collaboration 

• Partner closely with Growth Marketing, Brand Marketing, Product Development, Acne Expert Success, Sales Ops and Customer Support teams
• Provide customer and market insights to inform product development and sales enablement tools
• Ensure alignment and execution of cross-functional initiatives that impact the customer journey
• Provide strategic input to the Marketing team to ensure sales materials, pricing, and business solutions are clear, compelling, and commercially effective

QUALIFICATIONS

• Bachelor's degree in business, marketing, or a related field. MBA is a plus
• Esthetician license is a plus
• 10 - 12 years of sales experience, including leadership experience managing account management, inside sales, or hybrid sales teams. 
• Proven experience leading B2B sales teams within the skincare, aesthetics, or beauty industry. 
• Strong understanding of skincare products and industry trends. 
• Demonstrated success leading teams that drive revenue growth through both customer retention/expansion and new business acquisition. 
• Strong leadership, coaching, and performance management capabilities. 
• Exceptional communication, negotiation, and relationship-building skills. 
• Strategic thinker with the ability to execute in a fast-paced evolving environment. 
• Proficiency with CRM systems (ZOHO preferred) and sales analytics tools

PHYSICAL REQUIREMENTS:

To perform this job successfully, an individual must be able to carry out each essential duty satisfactorily. Reasonable accommodations may be made, upon request, to enable individuals with disabilities to perform the essential functions, provided such accommodations do not impose an undue hardship. The physical demands of this role include frequent sitting, standing, walking, lifting and carrying items under 25 lbs, pushing/pulling, extending/reaching, grasping objects, stooping/crouching and keyboarding. The position also requires constant driving, speaking, hearing to exchange information, and both near and far visual acuity. Twisting and other activities may occur occasionally. A detailed breakdown of physical demand frequency is available upon request.

Salary: $155k - $165 base plus bonus on team performance and full benefits package *Please note this position is not eligible for visa sponsorship. Candidates must have authorization to work in the US without current or future sponsorship.